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 choices by offering you financial calculators and interactive tools that provide objective and unique content. We also allow you to conduct research and to compare information at no cost to help you make financial decisions with confidence. Bankrate has agreements with issuers such as, but not restricted to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make Money The deals that are displayed on this site come from companies that pay us. This compensation may impact how and when products are featured on the site, such as, for example, the order in which they appear in the listing categories in the event that they are not permitted by law. Our mortgage or home equity, and also other products for home loans. This compensation, however, does affect the information we publish, or the reviews you read on this site. We don’t include the full range of companies or financial offers that may be available to you. Industrieblick/Adobe Stock
7 min read Published 17 January 2023
Written by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and finance writer who is a fan of all things credit and money. With an education in English and writing, she loves asking the questions that everyone would want to ask and then sharing the answers- along with smart money management tips from the experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been writing and editing for Bankrate since late 2021. They are dedicated to helping their readers feel confident to control their finances by providing clear, well-researched facts that break down complex topics into manageable bites. The Bankrate guarantee
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This compensation could impact how, where and in what order items appear in listing categories and categories, unless it is prohibited by law. We also offer mortgage or home equity products, as well as other products for home loans. Other elements, such as our own proprietary website rules and whether the product is available in your region or within your self-selected credit score range can also impact how and where products appear on this website. While we strive to provide the most diverse selection of products, Bankrate does not include information about each credit or financial item or product. The process of buying an automobile or a car involves a number of moving components. You must negotiate with car salespeople about price and negotiate with lenders to get an auto loan — all while trying to negotiate a fair bargain for the trade-in. Mistakes will cost you the money, so being prepared is crucial. “The salesmen are very specifically trained to keep you away from your money,” says Jeff Bartlett, Consumer Reports’ managing editor for automobiles. “This is a skill they practice daily, whereas the average car buyer buys an automobile every five years or so. It’s not a fair battle.” Take note of these tricks and take note of the following tips for salespeople to ensure an increased likelihood of getting what you want from your next car purchase. Seven salesperson techniques to watch out for There are a lot of intense sales calls when you visit a dealership. Below are 7 of the most popular tactics you could encounter. 1. The clock is being played out car salespeople utilize time to sell their products, says Bartlett. They’ll draw out the procedure until you’re exhausted. The salesperson will remain there for the entire day, regardless of your. So, if you plan on , don’t be afraid to make a plan for an entire day to spend at the dealership and bring something to fill your time while you wait for the salesperson to arrive. However, you don’t need to go through the entire process within one day. It’s okay to make a decision. If you are prepared to buy, don’t get held hostage. Tell the salesperson: “Give us your best price.” Then, if the salesperson offers to go between you and their boss, ask them to text or email you the outcomes. Your strategy: When you arrive at a dealership, immediately set the pace of the conversation by saying “I’m here for a test drive. Tomorrow, I’ll return to discuss numbers.” 2. Psychological profiling Car sales staff are provided with extensive training on how to analyze the needs and vulnerabilities of potential customers. Their quick evaluation of their customers ‘ needs allows them to tap into scripted questions, and then lead the way. “Car salespeople are specially trained to convince people,” Bartlett says. “You’ll need to know not just your weak spots.” One query you could be asked is “How do you want to spend each month?” Bartlett says that it’s important to have that information in your purse. “If you declare this in advance, it could cause confusion. This leaves you vulnerable.” Insist on after your test drive and are in the process of signing documents. It’s acceptable to let sales representatives assist you with some questions, but remember that they could use the facts against you including desires for family, vanity or safety considerations and try to convince you to buy the more expensive car or . “Stay on the right track,” Bartlett says, and repeat this mantra: “Let’s focus on this. We’ll get to that later.” The best strategy is to Divide the process of buying into phases and concentrate only on one aspect at a time. Start with the car that you want, then move to and put off any add-ons or for a separate discussion. 3. The stress of the ‘coming moment’ You know what you want and can afford . Then the salesperson says the if you do not buy 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 moment.” “People get more interested in getting something that they know someone else is interested in or already has. Car salespeople often take advantage of that,” says Ronald Burdge, a lemon law attorney. “Suppose you’re at a car dealership looking around and you choose an automobile and the salesman breaks the bad information to you, telling you that there’s already a deposit on that car , or there’s a potential buyer who said they’d be back later today in order to take it home” Burdge continues. “That’s usually followed by the offer to either put a deposit on it or buy the car now before they return. The imminent event might be real, but more often than not the tale is an esoteric sales pitch to get you to commit to the purchase as soon as you can.” “A dealership that does that to you will probably going to try a amount more each time they get,” Burdge says. Remember, you can find similar cars elsewhere, whether it’s at a different dealership or online. You can also simply buy another item. Your strategy: Look the salesperson in the eye and say “Are you saying that if I go back the next day, you’ll be unable to sell me the car?” In other words your best defense is to just walk away — or at the very least be prepared to do it. 4. The ‘porcupine close’ With this method the dealer “sticks” potential buyers with a question. This 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 do you want to buy this today?” 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 be”no,” Shattuck states. Instead, explain to the salesperson you’re comparing different dealers to determine the best overall deal. When you’ve compared the options, you’ll be able to purchase. 5. The ‘Ben Franklin Close’ This is a well-known. This is how it works: The Salesperson draws a straight line across the middle of a piece of paper, and lists the reasons why you should buy the vehicle on one side and reasons not to buy on the other. This is a very common marketing technique used in the automobile industry and elsewhere. “The concept is that you will see that, on balance it’s better off buying a new vehicle,” Burdge says. “Of course, it all depends on the information they write down and how true it is.” It is important to be focused on when you use this method that includes your monthly payments as well as your down payment and the length of loan, interest rate, and total cost. “Know the exact numbers that these should be, in accordance with your budget prior to when you enter the dealer, and make sure you stick to the numbers,” Burdge says. Your strategy: The best way to defuse this tactic is to identify it. Say, “That’s the Ben Franklin close.” If you do this, it is likely to cause an uncomfortable moment for your salesperson. However, it will also prevent the tactic from continuing. 6. The ‘alternative choice closing’ This technique is among the most popular, 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 such as whether you’d prefer a car in blue or red. The best car salespeople don’t ever ask you to answer a question because they don’t want to allow you to choose not to. The secret: Both choices are available. “In the business of cars it’s all about selling what’s on the lot,” Seidman says. “A smart consumer might say, ‘I want to examine everything you’ve got.'” If a salesperson is trying to draw into a close, don’t take the bait. “You’re at ease, you’re relaxed and you’re not yet ready to make a final decision,” Seidman says. Your strategy: Take lessons from the political world. Deflect the question by responding by offering a non-committal responselike you’re interested by a variety of colors -and then switch to a different subject. 7. The drive into the rear office finance manager is among the most skilled people at the dealer, Bartlett says. They’ll suggest that you pile on a bundle of that you don’t need. Because you’re spending lots of money on your vehicle, you could be advised to buy interior stain protection, anti-theft devices, rustproofing and an . “If you’ve been shrewd during the buying process Don’t let it slip through the cracks at this final stage,” Bartlett says. You’ll need to be crystal certain of what you’re looking for and not add on or profit-driven extras and finally, you’ll need to finalize your package. To ensure that additional expenses do not add up, you should go through line-by-line your invoice, looking for fees from dealers that you could . Some common ones to look out for are vehicle preparation charges, title fees and . Your strategy: Know the things you’re looking for and require before going to the dealership and stay true to your goal. It is best to have financing secured and you should always remind your finance manager that you’ve got a plan and don’t have the flexibility. What influences a salesperson’s tactics? Salespeople are usually under pressure to make the most profit of every vehicle they sell in order 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 profits they earn. The commission they earn could be up to 25 percent of the price at the time of sale, Burdge says. In addition, dealership management offers bonuses for selling cars that were sitting on the lot. There are more incentives from the manufacturer of the vehicle for salespersons or from the dealership if they have met an agreed-upon sales goal for an individual model year or year of the vehicle Burdge says. Burdge. “Dealerships are run on a monthly basis , so at the end of the month the sales personnel is particularly eager to make more sales happen,” Burdge says. “At at the start of the month it’s usually more about profit per sale. So the amount of profit to be earned on every car sold.” How do you prepare for buying a car before you begin your search for a car It is important to consider your requirements and desires. are, then research the cars you’re interested in, and write down your budget. The you need is the first thing you think about. Trucks, SUVs, sedans and minivans each have their own prices and features. Once you know the type of vehicle, do some research on the manufacturer and models. Certain brands have better reputations and warranties. Standard features and trims are also important to consider when shopping. Consider whether you would like to buy . A brand new car could have the most recent advancements in terms of safety, comfort, and functionality, but it will cost you more at the cost and is valued significantly lower in the course of a year. Before you visit the dealership. Online and bank lenders can offer competitive rates for auto loans and it is logical to have an idea of your potential monthly payment before the salesperson is able to start introducing common methods. Make your budget your guide throughout your buying process. Before you step foot on the dealer lot it is vital to by balancing your vehicle needs and the amount you are able to spend. “The greater your spending , the less likely that someone will try to convince you into buying something that isn’t suitable for you or isn’t within your budget,” Burdge says. “Make your choices at home, and adhere to them once you leave to go to the car dealership.” Confidence is the most important factor to getting a good deal Understanding the most commonly used strategies will allow you to remain calm in negotiations. But it’s not the only option you have. Find out about other vehicles, and know the value of your and you go to the dealership. There’s no need to be a pro — you simply need to be certain about how much you’re willing to spend and what you truly need.
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Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who is a fan of everything related to credit and money. With a degree in English and writing, she loves asking the questions people would like to ask and providing 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 writing and editing for Bankrate from late 2021. They are committed to helping readers gain confidence to take control of their finances with precise, well-researched and concise details that cut complicated topics into digestible pieces.
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