Tactics car salespeople hope you don't know Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our mission is to help you make better financial decisions by offering you financial calculators and interactive tools that provide objective and unique content. We also allow users to conduct research and compare data for free to help you make financial decisions with confidence. Bankrate has partnerships with issuers such as, but not restricted to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Earn Money The deals that are displayed 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, for example, the order in which they may appear in the listing categories in the event that they are not permitted by law for our mortgage, home equity and other home lending products. This compensation, however, does affect the content we publish or the reviews you read on this site. We don't include the entire universe of companies, or financial offers that may be open to you. Industrieblick/Adobe Stock
7 min read Published 17 January 2023
Dana Dratch wrote the article. Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who enjoys talking everything related to credit and money. With an undergraduate degree in English and writingskills, she enjoys asking the questions that everyone would like to ask and sharing the answers -and also clever money management tips from the 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 dedicated to helping their readers to take control of their finances by providing precise, well-researched, and well-understood information that breaks down complex topics into manageable bites. The Bankrate guarantee
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Therefore, this compensation may influence the manner, place and when products appear in listing categories in the event that they are not permitted by law. We also offer mortgage or home equity products, as well as other home loan products. Other factors, like our own rules for our website and whether the product is offered in your region or within your own personal credit score could also affect the manner in which products appear on this site. Although we try to offer an array of offers, Bankrate does not include details about each credit or financial products or services. The process of purchasing a or vehicle has a lot of moving parts. You must negotiate with car salespeople about price and bargain with lenders about an auto loan as well as trying to strike a bargain for the trade-in. Mistakes will cost you the money, so being prepared is crucial. "The salespeople are specifically trained to keep you away from your cash," says Jeff Bartlett, Consumer Reports' managing editor for cars. "This is a skill that they practice daily, whereas the average buyer of a car buys a car every five years or so. It's not fair." Be aware of these tactics and take note of the following salesman tips to stand a better chances of getting the car you want with your next purchase. Seven salesperson techniques to keep an eye on There's a good chance you'll be confronted with high-pressure sales pitches when you visit a dealership. Here are seven of the most well-known strategies you might encounter. 1. Playing with the clock car salespeople use time as a tool, says Bartlett. They'll sketch out the process until they're exhausted. The salesperson is going to remain there for the entire day, regardless of you. If you're planning on , don't be afraid to make a plan for an entire day to spend at the dealership and bring something to occupy your time while you wait for the salesperson. However, you don't need to go through the entire process in one day. It's okay to make a decision. If you are looking to purchase Don't be held captive. Tell the salesperson: "Give us your best price." Then, if the salesperson is willing to go back and forth negotiating with their boss, ask them to text or email you the results. Your plan of action: Once you arrive at a dealer, immediately set the pace of the process by saying something like "I'm here for testing the car. Tomorrow, I'll be back and discuss numbers." 2. Psychological profiling: Car sales representatives get extensive training on how to identify the requirements and weaknesses of potential customers. Their ability to quickly assess customers allows them to answer scripted questions and lead the way. "Car salespeople are specially educated in the art of convincing people," Bartlett says. "You'll be looking to identify not just your weaknesses." One query you might hear is "How do you want to spend per monthly?" Bartlett says that it's essential to keep that information in your wallet. "If you announce that upfront, it may alter the course of action. This leaves you vulnerable." Be sure to insist upon it following your test drive when you are currently signing paperwork. It's fine to have car salespersons help you answer a few questions, but be aware that they can use any facts against you for example, vanity, family needs or safety concerns in order to sell you an expensive vehicle or . "Stay on your mission," Bartlett says, and repeat this mantra: "Let's focus on this. We'll get to that later." Your strategy: break down the buying process into phases and concentrate on only one at one time. Begin with the car you would like, and then move on to and put off any add-ons or for separate discussions. 3. The pressure of the "imminent event' You know the things you want, and you have . Then the salesperson says the if you do not purchase the car now then you'll be unable to make the sale, or someone else will come to look at the vehicle. That's a sales tactic known as "the imminent event." "People become more interested in having something that they know someone else is interested in or already has. Car salespeople often take advantage of that," says Ronald Burdge who is a lemon law attorney. "Suppose you're at the car dealership looking around and you decide to purchase one particular car and the salesperson breaks the bad news to youby saying that someone else already has an investment in that car or there's a buyer who stated they'll return later today for the purchase" Burdge continues. "That's generally followed by the request to place a deposit on it or purchase the car now before they come back. The upcoming event could be real however most of the time, the story is just an attempt to convince you to commit to the purchase immediately." "A car dealer who is willing to do this to you is likely to do a whole lot more every chance they encounter," Burdge says. Keep in mind that you can get the exact car in other places, whether at a different dealership or even on the internet. It is also possible to purchase another item. Your strategy: Look the salesperson in the eye and ask "Are you saying that if I go back tomorrow, you can't sell me the car?" In other words your best defense is to just leave -- or at the very least be prepared to do so. 4. The "porcupine closing" this strategy sellers "sticks" the potential buyer with an inquiry. It could be "If I could offer you this monthly installment, would that be what it takes to get you to buy this car now?" Or "If I could get this car in midnight blue do you want to purchase this car now?" This strategy, also known as the "if," signals that the dealer is looking for the trigger to buy, according to LeeAnn Shattuck who is the creator of The Car Chick website and Car Chick TV. The strategy you choose to follow: Your answer to this question should always be no, Shattuck states. Instead, inform the salesperson that you're comparing several dealers to find the most competitive price. After you have compared your options, you'll be able to make a buying decision. 5. The 'Ben Franklin Close' It's a classic. Here's how it works: The Salesperson draws a straight line down the middle of a piece paper, listing reasons to buy the vehicle on one side and reasons not to purchase on the opposite side. This is a popular marketing technique used in the automobile industry , as well as elsewhere. "The notion is that you'll see that on the whole, you would be better off buying a new vehicle," Burdge says. "Of of course, that depends on the information they write down and how truthful it is in the first place." What you should be focused on when you use this method which includes your monthly payments, your down payment, and the length of loan, interest rate, and overall price. "Know what those numbers should be, based on your budget, before you enter the dealership, and be sure to stick to the figures," Burdge says. Your strategy: The best method to stop such a tactic is to label it. Say, "That's the Ben Franklin close." This could cause a awkward moment with your salesperson. However, it'll keep the tactic from going on for long. 6. The 'alternative choice closing' 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 given an option to choose between two options, like whether you would prefer a product with red or blue. Car salespeople who are good at their job never ask yes or no questions since they don't want allow you to choose not to. The trick is to know that both options are available. "In the automobile business selling everything that's on the market," Seidman says. "A knowledgeable buyer could think, 'I'd like to look at everything you have.'" If a salesperson tries to box you in with a different offer, do not take the bait. "You're relaxed, you're leisurely, you're not ready to make a choice," Seidman says. Your plan: Take lessons from the political arena. Refuse to answer with a noncommittal answer -- like you're interested in various colorsand then shift to a different topic. 7. The trip to the back office finance manager is among the most experienced people working in the dealer, Bartlett says. They'll suggest that you add a bunch of unnecessary items. Since you're spending a significant amount of money on the car, you may be urged to purchase security measures for interior staining such as anti-theft devices such as rustproofing, and . "If you've been shrewd throughout the car buying process Don't let it slip through the cracks at this final stage," Bartlett says. It's important to be certain of what you're looking for -- presumably not tacked-on, profit-driving 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 fees from dealers that you could . Some common ones to look for are car preparation fees, title fees and . The best strategy is to know what you need and want before going to the dealership and adhere to your plan. It is best to have financing in place and constantly remind your finance manager that you've got a set plan and don't have the flexibility. What affects a car salesperson's approach? Salespeople usually have pressure to maximise the profit for each vehicle they sell in order to maximize their commissions and this affects the way they communicate with you. The more a car salesperson can convince you to buy an automobile, the greater profit they make. Their commission may be as high as 25% of the vehicle's final sales price, Burdge says. In addition, dealership management offers bonuses for selling cars that were sitting in the parking lot. There are also additional bonuses from the manufacturer of the vehicle for salespersons or from the dealership when they meet a sales quota on a particular model year or year of the vehicle, says Burdge. "Dealerships operate on a month-to-month basis , so at the end of the month , the sales personnel is particularly eager to make more sales happen," Burdge says. "At the beginning of the month, it's generally more about the amount of profit per sale -- so how much profit is to be earned on every car sold." How to prepare to purchase a car prior to you start your 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 to the bottom of your spending plan. What you require should be the first factor you consider. Trucks, SUVs, sedans and minivans all have different pricing and functions. Once you know the type of vehicle, research makes and models. Certain brands have better reviews and warranties. Trims and standard features must be considered when you are shopping. Choose if you'd like to purchase . A brand new car could have the most recent advancements in terms of safety, comfort and performance, however it comes at a higher price point and will be much less valuable in the next year. Before you visit the dealership. Online and bank lenders can offer competitive rates on auto loans and it makes sense to get an idea of your potential monthly payments before the salesperson starts wheeling out common tactics. Utilize your budget as a guide during the purchasing process. Before you set your feet on the dealership lot, it's crucial to begin make sure you are balancing your needs for your vehicle and the amount you can spend. "The more you , the less likely that someone will try to convince you into buying something that isn't suitable for you or is something you're not able to afford," Burdge says. "Make your choices at home, and adhere to them after you go to go to the car dealership." Be confident is most important factor to getting an effective deal. Understanding the most popular strategies can help you remain confident during negotiation. However, it's not the only instrument you can use. Explore different vehicles, understand the value of your vehicle before when you visit the dealership. You don't need to be an expert. You simply need to be certain on the amount you're willing to pay and what you really need.
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Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who is a fan of all things money and credit. With an undergraduate degree of English and writingskills, she loves asking the questions everyone would like to ask and providing the answersand also smart strategies for managing money from 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 passionate about helping readers gain confidence to take control of their finances with clear, well-researched facts that break down otherwise complicated topics into digestible pieces.
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