Sometimes it is hard to be firm , but when speaking of salespeople it is a necessity. They have some very specific tricks they use to get you to buy what they are selling. The following list includes some information about salespeople and their selling techniques.
The goal of any salesperson is to sell so they make their commission. This is the way they earn their living and while some claim to have your best interests in mind, most are just wanting that paycheck. Not everything that a salesperson says can be completely believed. If you sense hesitation or vagueness in responses then either the salesperson knows nothing about the vehicle you are asking about or is trying to hide something that would stop you from buying.
They always have a positive attitude. No matter what shape the vehicle is in the salesperson will find something to rave about. They also have a way of turning bad things into positives. They will continue to talk until they convince you to believe in what they are saying. Watch out for too much emphasis on one particular feature as this may end up being the only good thing about the vehicle. Don't let then side-step the issues you are bringing up. Make them directly address anything you say. Don't start using the word "yes" either. It is a proven fact that once a salesperson gets you saying yes and agreeing with them on any point, that getting you to say yes to buy will be that much easier. Try to respond in a neutral manner and disagree when you feel it is necessary.
They try to be your friend. The salesperson tries to make you very comfortable with them and make you feel a connection with them. The philosophy of this move is that if you start to like them you will be less likely to say no to them. Don't buy into it. Never feel obligated to buy a vehicle. It is your choice to buy or not. Remember that you have brought the amount of money you are willing to spend with you and let the salesperson know that. If they start talking about financing just say you are not interested that you would like to pay with cash. Do not let them talk you into spending more. Be firm and stick to the amount you have in cash.
Keep these three points in mind and you will have a better chance of handling the salesperson and not getting pulled in by their little tricks.