Tactics car salespeople hope you don't know Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our goal is to help you make smarter financial decisions by offering you interactive financial calculators and tools, publishing original and objective content. We also allow you to conduct research and compare data for free and help you make financial decisions with confidence. Bankrate has partnerships with issuers, including but not limited to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make money The products that appear on this website are provided by companies that compensate us. This compensation may impact how and when products are featured on this website, for example such things as the order in which they may appear in the listing categories, except where prohibited by law for our mortgage, home equity and other products for home loans. This compensation, however, does not influence the information we provide, or the reviews you read on this site. We do not cover the entire universe of companies, or financial offerings that could be available to you. Industrieblick/Adobe Stock
7 min read Published January 17, 2023
Dana Dratch wrote the article. Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about everything related to credit and money. With an undergraduate degree of English as well as writing, she loves asking the questions everyone would ask if they could and then providing the answersas well as the most effective money management advice from experts. Written 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 feel confident to control their finances with concise, well-researched and well-documented facts that break down complicated topics into bite-sized pieces. The Bankrate guarantee
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This compensation could influence the manner, place and when products appear in listing categories and categories, unless it is prohibited by law. We also offer mortgage or home equity products, as well as other home loan products. Other factors, such as our own website rules and whether the product is offered in your area or at your personal credit score may also influence the manner in which products appear on this website. While we strive to provide the most diverse selection of products, Bankrate does not include specific information on every financial or credit products or services. The process of purchasing a or vehicle has a lot of moving components. It is necessary to negotiate with sales representatives of the car and bargain with lenders about an auto loan -- all while trying to negotiate a fair agreement for your trade-in. Making mistakes can cost you dearly, so preparation is important. "The salespeople are specifically trained to separate you from your money," says Jeff Bartlett, Consumer Reports' managing editor for automobiles. "This is a skill that they do every day, and the average buyer of a car buys an automobile every five or more years. It's not a fair battle." Be aware of these tactics and take note of the following tips for salespeople to ensure a better likelihood of getting what you're looking for when you buy your new car. Seven salesperson techniques to watch out for There's a good chance you'll be confronted with high-pressure sales pitches when you go to a dealership. These are the seven most common techniques you may encounter. 1. Playing with the clock car salespeople utilize time as a tool, says Bartlett. They'll draw out the process until you're exhausted. The salesperson will stay all day long, regardless of what you do. So, if you plan on , don't be afraid to reserve the entire day at the dealership -- and bring something to fill your time as you wait out the salesperson. However, you don't need to go through the entire process in a single day. It's fine to take your time making a decision. When you return to the looking to purchase Don't be held captive. Tell the salesperson: "Give us your best price." If the salesperson is willing to go between you and their manager, tell that they should text or email you the results. Your plan of action: Once you arrive at a dealership, you must immediately begin the procedure by saying something like "I'm here to take testing the car. Tomorrow, I'll be back and talk numbers." 2. Psychological profiling Car sales staff get extensive training on how to analyze the requirements and weaknesses of potential customers. Their quick evaluation of their customers ' needs allows them to tap into scripted questions and guide the way. "Car salespeople are specially trained in how to persuade customers," Bartlett says. "You'll want to understand not only , but your weaknesses." One question that you may be asked is "How do you want to spend every month?" Bartlett says that it's important to have that information in your pocket. "If you make it clear beforehand, it can alter the course of action. This could make you more at risk." Be sure to insist upon it after your test drive and have you completed the paperwork. It's fine to have car salespeople help answer some questions, but remember that they may use facts against you including desires for family, vanity or safety concerns, to upsell you on a more expensive car or . "Stay focused on your goal," Bartlett says, and repeat the mantra: "Let's focus on this. We'll get to that later." The best strategy is to break down the buying process into steps and concentrate on only one at each step. Begin with the car you would like, and then move on to and put off any add-ons or for separate discussions. 3. The stress of the 'coming event' You know what you want and have . The salesperson tells you that if you don't purchase the car today then you'll be unable to make the sale, or someone is going to come and look at the car. That's a sales tactic known as "the impending event." "People get more interested in getting something they know someone else is interested in or already owns. The salespeople at the car dealership often take advantage of that," says Ronald Burdge, a lemon law attorney. "Suppose you're at the car dealership looking around and you decide to purchase an automobile and the salesman breaks the bad information to you, telling you that there's already an investment in that vehicle or that there's a buyer who has said they'll be back later today in order to take it home" Burdge continues. "That's usually followed by the offer to either put a deposit price on the car or buy it right now prior to when they return. The upcoming event could be true, but typically, the tale is an attempt to convince you to spring for the purchase immediately." "A auto dealer that is willing to do this to you is most likely to offer a whole of a lot more than they encounter," Burdge says. Be aware that you can find the exact car elsewhere, whether at another dealership or online. You could also buy another item. The best strategy is to look the salesperson in the eye and ask "Are you telling me that if I return the next day, you'll be unable to sell me the car?" In other words, your best defense is to simply quit -- or at the very least be prepared to do so. 4. The "porcupine closing" this strategy sellers "sticks" the potential buyer with a question. It could be "If I were able to offer you this monthly payment, would that be enough to get you to buy this vehicle today?" Or "If I can purchase this in midnight blue Would you be willing to buy this now?" This strategy, known as"the "if," signals that the seller is seeking the trigger to buy, according to 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 are shopping around with different dealers to determine the best overall deal. Once you compare your options, you'll be able to purchase. 5. The 'Ben Franklin close' This one is a classic. The way it works is the person selling the product draws lines down the middle of a piece paper, stating the reasons why you should buy the vehicle on one side, and the reasons not to purchase on the other side. It's a common selling technique in the auto industry , as well as elsewhere. "The concept is that you will see that on the whole it's better off buying a new car," Burdge says. "Of course, it all depends on what they write down and how truthful it is." You want to concentrate on the following aspects during this tactic -- including the monthly payment and your down payment and your length, interest rate and total cost. "Know what those numbers should be, based on your budget, before you go into the dealer, and make sure you stick to the numbers," Burdge says. Your plan of attack: The best way to dispel such a tactic is to label it. Say, "That's the Ben Franklin close." If you do this, it could cause a uncomfortable moment for your salesperson. However, it will also stop the technique from being repeated. 6. The 'alternative choice closing' This tactic is one of the most sought-after, says Dan Seidman, managing director at Read Emotions and author of "The Ultimate Guide to Sales Training." You're offered an option to choose between two options that could be a matter of whether you'd prefer a product that is red or blue. Car salespeople who are good at their job never make you answer no or yes questions since they don't want allow you to choose not to. The key is that both options are offered. "In the automobile business selling everything that's on the market," Seidman says. "A smart consumer might say, 'I'd like examine everything you've got.'" If a salesperson is trying to draw into a closing, don't fall for the bait. "You're comfortable, you're slouch but you're still not prepared to make a choice," Seidman says. Your strategy: Take an example from the political world. Answer the question with a noncommittal answer -- like you're interested in a variety of colors -- before switching to a new topic. 7. The drive to the back office finance manager is among the most experienced people working at the dealer, Bartlett says. They will recommend that you add a bunch of that you don't need. Because you're spending lots of money for the car, you may be urged to purchase security measures for interior staining and anti-theft equipment including rustproofing and . "If you've taken your time through the process of buying a car make sure you don't flinch at the final step," Bartlett says. You'll want to be clear about what you want and not add on or profit-driven extras and then finalize the package. To make sure that the additional costs don't add up, go line by line through your bill, looking for dealer fees you can . Some common ones to look for are car preparation costs as well as title fees . Your strategy: Know what you want and need before going to the dealership and stay true to your goal. You should have financing in place, so consistently remind your finance manager that you've got a set plan and you aren't able to change. What affects a car salesperson's approach? Salespeople are usually under pressure to maximise the profit for every vehicle they sell in order in order to maximize their commissions and this influences how they communicate with you. The more a salesperson convinces you to buy a vehicle, the more profits they earn. The commission they earn could be as high as 25 percent of the car's price at the time of sale, Burdge says. Additionally, the management of the dealership offers bonuses for selling cars that may have been sitting at the dealership. There are also additional bonuses from the manufacturer of the car for salespeople or the dealership when they meet the sales target for an individual model year or vehicle model, says Burdge. "Dealerships operate on a monthly which means that at the close of the month the sales staff is particularly anxious to get more sales," Burdge says. "At the beginning of the month, it's typically more about the amount of profit per sale. So what amount of profit will be earned on every automobile sold." What are the steps to take to buy a car Before you begin your search for a car It is important to consider what your wants and needs are, as well as research the models you're interested in and nail down your budget. The car you want is the first thing you think about. Sedans, SUVs, trucks and minivans all have different pricing and functions. Once you've identified the type of vehicle, research makes and models. Certain brands have better reviews and warranties. Trims and standard features must be considered when shopping. Choose if you'd like to purchase . A new car may have the latest advancements in terms of safety, comfort, and functionality, but it's priced at a higher price point and will be valued significantly lower in the course of a year. Before visiting the dealer. Online and bank lenders can provide competitive rates on auto loans therefore it makes sense to get an idea of your potential monthly payment before the salesperson starts wheeling out common tactics. Use your budget as your guide during the buying process. Before you set to the lot of the dealer, it's crucial to begin be able to balance your car's needs and the amount you can spend. "The more you spend, the less likely it is that someone will try to convince you into a deal that doesn't work for you or that you're not able to afford," Burdge says. "Make your decisions at home and stick to them after you go for the car dealer." Confidence is the key to a good deal Understanding the most commonly used strategies will help you stay confident during negotiation. But it's not the only tool you have. Research multiple vehicles, know the worth of your car before when you visit the dealership. It doesn't matter if you're an expert -- you simply need to be certain on how much you're willing to spend and what you truly 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 in English and writingskills, she likes asking the questions everyone would want to ask and then sharing the answers- along with smart financial tips from experts. 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 take control of their finances by providing precise, well-researched and concise information that breaks down complicated topics into digestible pieces.
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