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 as well as publishing objective and original content. We also allow you to conduct research and compare data for free and help you make informed financial decisions. 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 the site, such as for instance, the order in which they may appear within the listing categories in the event that they are not permitted by law. This applies to our mortgage, home equity and other products for home loans. This compensation, however, does have no impact on the information we provide, or the reviews that you read on this site. We do not cover the full range of companies or financial offerings that could 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 is a fan of all things money and credit. With an education in English as well as writing, she loves asking the questions everyone would like to ask and then providing the answersand also 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 late 2021. They are committed to helping readers to control their finances with precise, well-researched, and well-understood information that breaks down complicated topics into bite-sized pieces. The Bankrate promise
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This compensation could impact how, where and in what order items are listed 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 website rules and whether or not a product is offered in the area you reside in or is within your own personal credit score could also affect the manner in which products appear on this website. Although we try to offer an array of offers, Bankrate does not include details about each credit or financial product or service. The process of purchasing vehicles or cars has a lot of moving components. You must negotiate with car salespeople about price and negotiate with lenders to get an auto loan as well as trying to negotiate a deal for your trade-in. Unintentional mistakes will cost you, so preparation is important. “The salespeople are specifically trained to protect you from your money,” says Jeff Bartlett, Consumer Reports’ managing editor for automobiles. “This is a skill they practice daily, whereas the typical car buyer purchases an automobile every five years or so. It’s not a fair battle.” Be aware of these tactics and think about the following salesman advice to have an increased chance of getting what you’re looking for when you buy your new car. Top 7 salesperson tactics to watch out for You will likely face high-pressure sales pitches when you visit a dealership. These are the seven most common tactics you could be faced with. 1. Playing with the clock car salespeople use time as a tool, says Bartlett. They’ll draw out the process until you’re exhausted. The salesperson will remain there for the entire day, regardless of you. So, if you plan to go, don’t be frightened to set aside all day in the showroom — and bring something to occupy your time as you wait out the salesperson. But you don’t have to go through the entire process in one day. It’s okay to make a decision. When you’re prepared to buy, don’t get held hostage. Tell the salesperson: “Give us your best price.” Then, if the salesperson offers to go back and forth with their manager, inform them to send you the outcomes. The strategy is to arrive at a dealership, immediately establish the pace of the conversation by saying something like “I’m here for testing the car. Tomorrow, I’ll come back and discuss numbers.” 2. Psychological profiling Sales staff receive extensive training in how to identify the needs and vulnerabilities of prospective customers. Their quick assessment of customers allows them to tap into scripted questions, and then lead the way. “Car salespeople are specifically trained in how to persuade customers,” Bartlett says. “You’ll need to know not just your weak spots.” One of the questions that you may be asked is “How much are you looking to spend every monthly?” Bartlett says that it’s important to keep that information in your purse. “If you declare this upfront, it may skew the process. This could make you more vulnerable.” Insist on following your test drive when you are currently signing paperwork. It’s okay to let car sales representatives assist you with some questions, but remember that they may use facts against you such as the need to please family members or safety priorities in order to sell you an expensive vehicle or . “Stay on your mission,” Bartlett says, and repeat this mantra: “Let’s focus on this. Let’s get back to that later.” Your plan of action: Break down the purchase process into stages and focus only on one aspect at one time. Start with the car that you would like, and then move on to the other options and save them for separate discussions. 3. The pressure of the “imminent moment’ You know the things you want, and you have . The salesperson then tells you the if you do not purchase the car now then you’ll be unable to make the sale or that someone else will take a look at the vehicle. That’s a sales tactic known as “the impending event.” “People become more interested in having something that they know someone else wants or already owns. The salespeople at the car dealership 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 salesman breaks the bad news to you, saying there’s already a deposit on that car , or there’s a potential buyer who stated they’ll be back later today for the purchase,” Burdge continues. “That’s typically followed by an invitation to put a on it or buy it right now before they come back. The imminent event might be real, but most of the time, the tale is a sales gimmick to get you to commit to the purchase immediately.” “A dealership that will do that to you will most likely to offer a whole of a lot more than they get,” Burdge says. Be aware that you can find similar cars elsewhere, whether it’s at a different dealership or on the internet. You can also simply buy something else. Your plan: Look the salesperson in the eye and ask “Are you saying that if I return the next day, you’ll be unable to offer me the vehicle?” In other words the best way to defend yourself is to simply walk away — or at least be prepared to walk away. 4. The “porcupine closing” this technique, sellers “sticks” the potential buyer with a question. It could be “If I could get you this monthly payment, would this 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, called”the “if,” signals that the seller is trying to find your trigger for buying, says LeeAnn Shattuck, the creator of The Car Chick website and Car Chick TV. The strategy you choose to follow: Your answer to this question must always be not yes, Shattuck says. Instead, inform the salesperson that you’re shopping around with various dealers in order to get the best overall deal. After you have compared your options, you’ll be able to take a decision. 5. The ‘Ben Franklin close’ This one is a classic. Here’s how it works the person selling the product draws lines down the middle of the paper, and lists reasons to purchase the car on one side and reasons to not buy it on the other side. It’s a common marketing technique used in the automobile industry and elsewhere. “The notion is that you will see that on the whole it’s more likely to buy a brand new car,” Burdge says. “Of course, that actually depends on the information they write down and how accurate it is in the first place.” You want to be focused on the following aspects during this strategy that includes the monthly payment, your down payment, and the length, interest rate and overall cost. “Know what those numbers should be, according to your budget prior to when you go into the dealer, and make sure to stick to those figures,” Burdge says. Your plan of attack: The best method to stop such a tactic is to identify it. Tell the salesperson, “That’s the Ben Franklin close.” Doing so could cause a awkward moment with your salesperson. However, it’ll also prevent the tactic from continuing. 6. The ‘alternative choice closing’ This technique is among the most well-known, according to Dan Seidman, managing director at Read Emotions and author of “The Ultimate Guide to Sales Training.” You’re offered a choice between two things that could be a matter of whether you’d prefer a car in blue or red. Good car salespeople never ever ask you to answer a question because they don’t want give you a chance to choose not to. The trick is to know that both options are available. “In the automobile business it’s all about selling what’s on the lot,” Seidman says. “A intelligent buyer might think, ‘I’d like to take a look at all the things you have.'” If a salesperson tries to box you in with the alternative offer, do not take the bait. “You’re relaxed, you’re leisurely, you’re not ready to make a final decision,” Seidman says. Your plan: Take lessons from the political world. Refuse to answer with a noncommittal answer -like you’re interested by various colorsand then shift to a different topic. 7. The drive into the rear office The finance manager is one of the most skilled people at the dealership, Bartlett says. They’ll suggest that you put on a lot of that you don’t need. Because you’re spending a lot of money on your vehicle, you might be encouraged to buy interior stain protection such as anti-theft devices such as rustproofing, and . “If you’ve taken your time through the process of buying a car, don’t blow it with the final step,” Bartlett says. It’s important to be clear about what you want that isn’t tacked on or profit-driven extras and finally, you’ll need to finalize your package. To ensure additional costs aren’t a burden, look line-by-line through your bill, looking out for charges from the dealer that you could . Some common ones to look for are preparation charges, title fees and . Your strategy: Know what you want and need prior to visiting the dealer and stick to your mission. You should ideally already have financing lined up and constantly remind the finance manager that you have a set and you aren’t able to change. What influences a salesperson’s approach? Salespeople are usually under pressure to make the most profit for each vehicle they sell in order to maximize their commissions which affects how they interact with you. The more a salesperson convinces you to purchase an automobile, the greater profit they make. Their commission could be up to 25 percent of the price at the time of sale, Burdge says. Additionally, the management of the dealership provides incentives for selling vehicles which were parked at the dealership. There are still more bonuses from the car manufacturer for salespeople or the dealership if they have met an agreed-upon sales goal for an individual model year or vehicle model according to Burdge. “Dealerships are run on a monthly basis and at the end of each month, the sales team is especially eager to get more sales,” Burdge says. “At time of beginning the month, the focus is generally more about the amount of profit per sale. So what amount of profit will be made on each vehicle sold.” How do you prepare to buy a car Before you embark on car shopping It is important to consider what your wants and needs are, then research the cars you’re interested in and nail to the bottom of your spending plan. What you require is the primary factor you consider. Trucks, SUVs, sedans and minivans all have different prices and features. Once you’ve identified the type of vehicle, you can research the makes and models. Certain brands have better reviews and warranties. The trims and features that are standard should also be considered when shopping. Choose if you’d like to go . A new car may have the latest innovations 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 you visit the dealership. Banks and online lenders offer affordable rates on auto loans, so it makes sense to get an idea of the potential monthly payment before the salesperson starts wheeling out common tactics. Make your budget your guide during the buying process. Before setting to the lot of the dealer, it is vital to be able to balance your car’s needs and the amount you can spend. “The more you , the less likely it is that someone will talk you into a deal that doesn’t work for you or is something you can’t afford,” Burdge says. “Make your decisions at home, and adhere to them when you head for the car lot.” The ability to trust is main ingredient to finding a bargain. Knowing the most common tactics can help you remain confident during negotiation. But it’s not only the one tool you have. Find out about other vehicles, and know the value of your vehicle before you go to the dealership. There’s no need to be a pro — you simply need to be certain on how much you’re willing to pay and what you really need.
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The article was written by personal finance writer Dana Dratch is a personal finance and lifestyle writer who is a fan of everything about credit and money. With an undergraduate degree of English and writingskills, she loves asking the kinds of questions that 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 writing and editing for Bankrate since late 2021. They are dedicated to helping readers gain the confidence to control their finances with clear, well-researched details that cut otherwise complicated topics into digestible pieces.
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