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 better financial choices by providing you with financial calculators and interactive tools that provide objective and unique content. We also allow users to conduct research and compare information for free to 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 who pay us. This compensation could affect how and where products appear on this site, including such things as the order in which they appear in the listing categories and other categories, unless prohibited by law. This applies to our mortgage, home equity and other products for home loans. This compensation, however, does affect the information we provide, or the reviews appear on this website. We don't include the universe of companies or financial offers that may be open 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 all things money and credit. With an education in English and writingskills, she likes asking the questions that everyone would like to ask and then sharing the answersand also clever money management tips from the experts. Edited by Rhys Subitch Edited by Auto loans editor Rhys has been writing and editing for Bankrate since the end of 2021. They are passionate about helping readers feel confident to manage their finances through providing precise, well-researched, and well-understood information that breaks down otherwise complicated topics into bite-sized pieces. The Bankrate promises
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This compensation could impact how, where and when products are listed in the event that they are not permitted by law for our mortgage or home equity products, as well as other home loan products. Other factors, such as our own rules for our website and whether the product is available in your region or within your personal credit score can also impact the manner in which products appear on this website. While we strive to provide the most diverse selection of products, Bankrate does not include details about each credit or financial item or product. The process of purchasing an automobile or a car has a lot of moving components. You have to haggle with car salespeople about price and negotiate with lenders for an auto loan and all the while trying to negotiate a fair agreement for your trade-in. Mistakes will cost you and so it is essential to be prepared. "The salesmen are very specifically trained to keep you away from your cash," says Jeff Bartlett, Consumer Reports' managing editor for cars. "This is something they do every day, and the typical car buyer purchases an automobile every five or more years. It's not fair." Be aware of these tactics and think about the following tips for salespeople to ensure a better likelihood of getting what you'd like with your next purchase. Top 7 salesperson tactics to watch out for There are a lot of intense sales calls when you go to a dealership. Below are 7 of the most common strategies you might encounter. 1. Playing out the clock Some car salespeople use time as a tool says Bartlett. They'll draw out the procedure until you're exhausted. The salesperson is going to stay all day long, regardless of you. Therefore, if you're planning on , don't be afraid to set aside an entire day to spend at the dealership and bring something to occupy your time while waiting out the salesperson. But you don't have to complete the entire process in a single day. It's fine to take your time making an option. When you're ready to make a purchase, don't get held hostage. Say: "Give us your best price." If the salesperson suggests going back and forth with their manager, inform them to send you the outcomes. Your strategy: When you arrive at a dealership, immediately establish the pace of the conversation by saying "I'm here for an evaluation drive. Tomorrow, I'll come back to discuss numbers." 2. Psychological profiling: Car sales representatives receive extensive training in how to analyze the needs and vulnerabilities of potential customers. Their quick assessment of customers allows them to use scripted questions and guide the way. "Car salespeople are specifically educated in the art of convincing customers," Bartlett says. "You'll need to know not just your weak spots." One query that you may be asked is "How much are you looking to spend per monthly?" Bartlett says that it's essential to have that information in your purse. "If you announce that in advance, it could skew the process. It leaves you at risk." Be sure to insist upon it after your test drive and are currently the paperwork. It's fine to have car sales representatives assist you with some questions, but keep in mind that they could use the details against you including vanity, family needs or safety concerns, to upsell you on 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 purchase process into phases and concentrate on only one at each step. Start with the car that you want, then move to the other options and save them to be discussed in a separate conversation. 3. The pressure of the 'impending event' is a constant reminder of what you want and can afford . Then the salesperson says the if you do not buy the car today then you'll be unable to make the sale, or that someone is going to come and look at the vehicle. This is a tactic used to sell a car known as "the imminent occasion." "People get more interested in having something that they know that someone else would like 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 and you choose one particular car and the salesman breaks the bad information to you, telling you that there's already an investment in that car or there's a buyer who stated they'll come back later in the day in order to take it home" Burdge continues. "That's generally followed by the offer to either put a deposit on it or purchase the car now before they return. The imminent event might be true but more often than not the tale is an attempt to convince you to spring for the purchase immediately." "A car dealer who is willing to do this to you will likely to do a whole amount more each time they receive," Burdge says. Be aware that you can find the exact car in other places, whether at a different dealership or online. You could also buy another item. Your strategy: Look the salesperson in the eye and ask "Are you telling me that if I return tomorrow, you can't make me buy the car?" In other words your best defense is to quit or at the very minimum be prepared to do it. 4. The "porcupine closing" this method the dealer "sticks" the potential buyer with an inquiry. This could be "If I could offer you this monthly payment, would that be enough to convince you to purchase this car today?" Or "If I can purchase this in midnight blue, would you be willing to buy it now?" This strategy, called"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. Your strategy: Your answer to this question must always be"no," Shattuck states. Instead, inform the salesperson that you're shopping around with several dealers to find the most affordable price. Once you compare your deals, you'll need 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 in the middle of a piece paper, listing the reasons why you should buy the vehicle on one side and reasons not to buy on the other. This is a very common selling technique in the auto industry , as well as elsewhere. "The notion is that you will see that on the whole it's better off purchasing a new car," Burdge says. "Of course, that actually depends on the information they write down and how truthful it is in the first place." You want to concentrate on the following aspects the following aspects during this strategy -- including the monthly payment and your down payment and your length, interest rate and overall cost. "Know the exact numbers that these should be, based on your budget prior to when you enter the dealership, and be sure you stick to the figures," Burdge says. Your strategy: The most effective method to stop this tactic is to name it. You can 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 going on for long. 6. The 'alternative choice close' This strategy 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 given an option to choose between two options that could be a matter of whether you'd prefer a car that is red or blue. Car salespeople who are good at their job never make you answer no or yes questions because they don't want give you a chance to say no. The key is that both options are available. "In the automobile business selling what's available on the lot," Seidman says. "A intelligent buyer might say, 'I'd like examine everything you've got.'" If a salesperson tries to box you in with the alternative offer, do not take the bait. "You're comfortable, you're slouch and you're not yet ready to make a decision," Seidman says. Your plan: Take an example from the political arena. Answer the question with a noncommittal answer -like you're interested by a variety of colors -- before switching to a different subject. 7. The drive to the back office The finance manager is among the most experienced people working in the dealership, Bartlett says. They'll advise you to put on a lot of things you don't really need. Since you're spending a significant amount of money on your vehicle, you might be urged to purchase interior stain protection and anti-theft equipment, rustproofing and an . "If you've been strategic through the process of buying a car, don't blow it with this final stage," Bartlett says. You'll want to be certain of what you're looking for that isn't tacked on, profit-driving extras -- and then finalize the package. To ensure that additional expenses aren't a burden, look line by line through your invoice, looking for fees from dealers that you could . The most common ones to check for are car preparation fees along with title fees . Your plan: Determine the things you're looking for and require before going to the dealership and stick to your mission. It is best to have financing in place and you should always remind the finance manager you've got a plan and you aren't able to change. What affects a car salesperson's methods? Salespeople usually have pressure to make the most profit for each vehicle they sell to earn more commissions, and this influences how they communicate with you. The more a salesperson can convince you to pay for an automobile, the greater the profit they can earn. Their commission could be up to 25% of the final price of sale, Burdge says. Dealership management also provides incentives for selling vehicles which were parked in the parking lot. There are still more bonuses from the car manufacturer for salespeople , or the dealership when meeting the sales target for a particular model year or year of the vehicle Burdge says. Burdge. "Dealerships operate on a monthly which means that at the close of the month the sales team is especially eager to make more sales happen," Burdge says. "At at the start of the month it's typically more about profit per sale -- so what amount of profit will be made on each car sold." How to prepare for buying a car before you begin your search for a car It is important to consider what your needs and wants are, as well as research the models you're interested in, and then write down your budget. What you require 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. The trims and features that are standard should also be considered when you are shopping. Decide if you want to go . A brand new car could have the latest advancements in terms of safety, comfort, and performance, however it's priced at a higher cost and could be valued significantly lower in the course of a year. before visiting the dealership. Banks and online lenders offer affordable rates on auto loans therefore it makes sense to get an idea of your monthly payments before the salesperson begins to explain the most common strategies. Make your budget your guide during the buying process. Before you step to the lot of the dealer, it's crucial to begin be able to balance your car's needs with the amount you're able to spend. "The more you , the less likely it is that someone will try to convince you into something that won't work for you or you're not able to afford," Burdge says. "Make your own choices at home, and adhere to them when you head for the car lot." The ability to trust is most important factor to getting an effective deal. Understanding the most commonly used strategies will allow you to remain calm in negotiations. But it's not the only instrument you can use. Find out about other vehicles, and know the worth of your car before you go to the dealership. You don't need to be an expert. You just need to be firm about how much you're willing to spend and what you actually need.
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Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who is a fan of all things money and credit. With an education in English and writingskills, she likes asking the questions people would want to ask and then sharing the answers- along with 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 the confidence to take control of their finances by providing precise, well-researched and concise information that breaks down otherwise complicated topics into digestible pieces.
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