Car salespeople hate it when they see you walk into a dealership with a load of research data in folders with papers hanging out all over the place.

They get intimidated, because they think that you know more than they do.  You probably do if you've done your homework.  They assume you'll be a tough negotiator and they see their potential sales commission evaporating down to a "mini" (a minimum commission, because you're about to beat their brains out . . . figuratively speaking, of course...and they end up with a very tight deal!)

On the other hand, if they play their cards right they would see you as a quick sale due to the fact that you know exactly where you stand, and as a potential long term customer who may send them many referrals.  They should use this as an opportunity to become your ally.

Most don't however.  They start worrying about what their manager is going to do to them if they can't keep you under control, and they get completely thrown off their game plan.

This is a good thing . . . For you!

So the next time you walk into a dealer, carry a folder stuffed with papers, any papers, and watch the eyes roll and the sales staff scatter when you walk in! You've got them right where you want them!