Tactics car salespeople hope you don't know Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our aim is to assist you make smarter financial decisions by providing you with interactive financial calculators and tools that provide objective and unique content. This allows users to conduct research and to compare information at no cost and help you make sound financial decisions. Bankrate has agreements with issuers, including but not limited to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Earn Money The deals that are displayed on this site are from companies who pay us. This compensation may impact how and when products are featured on this site, including for instance, the order in which they appear in the listing categories, except where prohibited by law. This applies to our mortgage, home equity and other home lending products. This compensation, however, does affect the information we provide, or the reviews you see on this site. We do not include the universe of companies or financial deals that might be open to you. Industrieblick/Adobe Stock
7 min read published January 17, 2023
Authored by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about all things credit and money. With an undergraduate degree of English as well as writing, she enjoys asking the questions that everyone would ask if they could and then providing the answers- along with the most effective money management advice from experts. The article was edited by Rhys Subitch Edited by Auto loans editor Rhys has been writing and editing for Bankrate from late 2021. They are committed to helping readers gain the confidence to manage their finances with concise, well-researched and well-documented information that breaks down otherwise complex subjects into digestible pieces. The Bankrate promises
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We are compensated in exchange for placement of sponsored products or services, or through you clicking specific links on our site. So, this compensation can impact how, where and in what order products appear within listing categories, except where prohibited by law. This is the case for our mortgage, home equity and other products for home loans. Other elements, such as our own website rules and whether the product is available within the area you reside in or is within your self-selected credit score range could also affect the way and place products are listed on this site. Although we try to offer the most diverse selection of products, Bankrate does not include specific information on each credit or financial product or service. The process of buying a or vehicle is a complex one with many moving parts. You must negotiate with car salespeople about price and bargain with lenders about an auto loan -- all while trying to strike a agreement for your trade-in. Unintentional mistakes will cost you, so preparation is important. "The salespeople are specially trained to separate you from your cash," says Jeff Bartlett, Consumer Reports' managing editor for cars. "This is something they practice daily, whereas the average buyer of a car buys one car every five years or so. This isn't a fair fight." Be aware of these tactics and take note of the following salesman tips to stand an increased chances of getting the car you'd like with your next purchase. Top 7 salesperson tactics to be aware of There's a good chance you'll be confronted with aggressive sales pitches whenever you visit a dealership. Here are seven of the most well-known tactics you could be faced with. 1. The clock is being played out salespeople for cars use time as a tool says Bartlett. They'll sketch out the process until you're exhausted. The salesperson will be there all day regardless of you. So, if you plan to go, don't be frightened to set aside an entire day to spend at the dealership -- and bring something to occupy your time as you wait for the salesperson to arrive. However, you don't need to go through the entire process in a single day. It's fine to take your time making an option. If you are prepared to buy Don't be held captive. Tell the salesperson: "Give us your best price." If the salesperson is willing to go back and forth with their boss, ask them to text or email you the results. Your plan of action: Once you arrive at a dealership, you must immediately set the pace of the conversation by saying "I'm here for testing the car. Tomorrow, I'll come back and discuss numbers." 2. Psychological profiling Car sales staff receive extensive training in how to analyze the weaknesses and needs of prospective customers. Their ability to quickly assess customers allows them to tap into scripted questions, and then lead the conversation. "Car salespeople are specially educated in the art of convincing people," Bartlett says. "You'll need to know not only , but your weaknesses." One of the questions you might hear is "How much are you looking to spend per monthly?" Bartlett says that it's important to have that information in your pocket. "If you make it clear beforehand, it can skew the process. This leaves you vulnerable." Make sure to insist on it the day you test drive, and have you completed the paperwork. It's fine to have car salespersons help you answer a few questions, but keep in mind that they can use any information against you, for example, vanity, family needs or safety priorities in order to sell you the more expensive car or . "Stay on the right track," Bartlett says, and repeat the mantra: "Let's focus on this. We'll get to that later." Your strategy: break down the buying process into steps and concentrate only on one aspect at one time. Start with the car you are looking for, then move onto and put off any add-ons or for a separate discussion. 3. The stress of the 'coming event' You know what you want and can afford . The salesperson then tells you that if you don't buy the car now and you'll miss out on the huge sale, or someone else will take a look at the vehicle. This is a tactic used to sell a car known as "the imminent occasion." "People are more interested in having something that they know that someone else would like or already owns. Salespeople for cars often make use of this," says Ronald Burdge who is a lemon law attorney. "Suppose you're at the car dealership looking around and you pick out one particular car and the salesperson delivers the bad information to you, telling you that somebody else has already put a deposit on that car , or there's a potential buyer who stated they'll come back later in the day to pick it up," Burdge continues. "That's typically followed by an invitation to put a on it or purchase it now, before they return. The imminent event might be real, but more often than not it's just a sales gimmick to get you to make the purchase right then and there." "A auto dealer that is willing to do this to you is most likely to offer a amount more each time they receive," Burdge says. Keep in mind that you can get that identical car elsewhere, whether at another dealership or on the internet. You can also simply buy something else. The best strategy is to look at the salesperson's face and say "Are you telling me that if I come back the next day, you'll be unable to offer me the vehicle?" In other words, your best defense is to quit -- or at least be prepared to do it. 4. The "porcupine close" this technique, the seller "sticks" the potential buyer with a question. It could be "If I could get you this monthly payment, would that be what it takes for you to buy this vehicle today?" Or "If I can purchase this in midnight blue Would you be willing to buy this today?" This strategy, also known as"the "if," signals that the dealer is looking for your trigger for buying, says LeeAnn Shattuck, the creator of the Car Chick website and Car Chick TV. Your approach: Your response to this question must always be no, Shattuck states. Instead, tell the salesperson you're shopping around with different dealers to determine the most affordable price. After you have compared your options, you'll be able to purchase. 5. The 'Ben Franklin Close' This one is a classic. Here's how it works the person selling the product draws lines across the middle of the paper, and lists reasons to buy the vehicle on one side, and the reasons to not buy it on the opposite side. This is a very common selling technique in the auto industry , as well as elsewhere. "The notion is to show that on the whole it's better off buying a new car," Burdge says. "Of course, it all depends on the information they write down and how accurate it is." You want to be focused on during this tactic which includes the monthly payment and your down payment and also your length of time, the interest rate, and the overall price. "Know what the numbers you're required to be, based on your budget before you go into the dealership, and make sure you stick to the numbers," Burdge says. Your strategy: The most effective way to dispel such a tactic is to identify it. You can say, "That's the Ben Franklin close." This could cause a awkward situation with the salesperson, but it'll also stop the technique from continuing. 6. The alternative choice close This strategy is one of the most popular, says Dan Seidman, managing director at Read Emotions and author of "The Ultimate Guide to Sales Training." You're offered the option of choosing between two options, like whether you would prefer a product in blue or red. The best car salespeople don't make you answer no or yes questions because they don't want give you a chance to choose not to. The trick is to know that both options are offered. "In the automobile business it's all about selling everything that's on the market," Seidman says. "A intelligent buyer might say, 'I'd like examine everything you've got.'" If a salesperson is trying to draw you in with a different offer, do not take the offer. "You're comfortable, you're slouch, you're not ready to make a choice," Seidman says. Your strategy: Take an example from the political arena. Deflect the question by responding by offering a non-committal responselike you're interested by a variety of colors -- before switching to a different topic. 7. The journey to the back office The finance manager is among the most experienced people working at the dealership, Bartlett says. They'll advise you to pile on a bundle of unnecessary items. Because you're spending a lot of money on your vehicle, you could be urged to purchase interior stain protection such as anti-theft devices including rustproofing and . "If you've taken your time during the buying process make sure you don't flinch at this final stage," Bartlett says. It's important to be clear about what you want -- presumably not tacked-on or profit-driven extras and then finalize the package. To ensure additional costs aren't a burden, look through line-by-line your invoice, looking for fees from dealers that you could . The most common ones to check for are preparation charges along with title fees . Your strategy: Know what you need and want before going to the dealership and stay true to your goal. It is best to have financing secured, so consistently remind the finance manager you've got a plan and aren't flexible. What influences a salesperson's methods? Salespeople are typically under pressure to make the most profit of each vehicle they sell to earn more commissions, and this affects the way they interact with you. The more a car salesperson can convince you to buy a vehicle, the more profit they make. Their commission could be as high as 25% of the car's final price of sale, Burdge says. In addition, dealership management provides incentives for selling vehicles which were parked at the dealership. There are still more bonuses from the manufacturer of the car for salespeople or the dealership when meeting a sales quota on the specific model year or model Burdge says. Burdge. "Dealerships operate on a month-to-month basis , so at the end of the month the sales team is especially eager to make more sales happen," Burdge says. "At the beginning of the month, it's usually more about profit per sale. So what amount of profit will be made on each automobile sold." What are the steps to take to buy a car Before you embark on car shopping It is important to consider your requirements and desires. are, as well as research the models you're interested in, and then write down your budget. The car you want should be the first factor you think about. Trucks, SUVs, sedans and minivans each have their own price points and functionality. Once you know the type of vehicle, do some research on the manufacturer and models. Certain brands have better reputations and warranties. Trims and standard features should also be considered when shopping. Decide if you want to purchase . A new car may have the latest innovations in terms of safety, comfort, and performance, however it's priced at a higher cost and is valued significantly lower in the course of a year. Before visiting the dealer. Online and bank lenders can offer affordable rates for auto loans and it's a good idea to have an idea of the potential monthly payment before the salesperson is able to start introducing common methods. Utilize your budget as a guiding light throughout the shopping process. Before you step your feet on the dealership lot, it is essential to start be able to balance your car's needs and the amount you are able to spend. "The more you spend, the less likely it is to be manipulated into buying something that isn't suitable for you or that you can't afford," Burdge says. "Make your own choices at home and make sure you stick to them when you head to go to the car dealership." Confidence is the main ingredient to an effective deal. Understanding the most commonly used strategies can help you remain confident when negotiating. But it's not only the one tool you have. Find out about other vehicles, and know the value of your and you go to the dealership. It doesn't matter if you're an expert. You only need to be clear on how much you're willing to spend and what you really need.
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Authored by Personal Finance writer Dana Dratch is a personal lifestyle and finance writer who loves to talk about all things money and credit. With an undergraduate degree of English as well as writing, she enjoys asking the questions people would like to ask and sharing the answers -- along with smart money management tips from the experts. The article was edited by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate since the end of 2021. They are committed to helping readers gain the confidence to control their finances with clear, well-researched facts that break down complex topics into manageable bites.
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