Tactics car salespeople hope you don’t know Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our aim is to assist you make smarter financial decisions by providing you with interactive tools and financial calculators, publishing original and objective content, by enabling users to conduct studies and compare data for free – so that you can make financial decisions with confidence. Bankrate has agreements 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 site are from companies that compensate us. This compensation can affect the way and where products appear on this site, including, for example, the order in which they appear in the listing categories, except where prohibited by law. This applies to our mortgage or home equity, and also other home loan products. But this compensation does not influence the information we publish, or the reviews that you read on this site. We do not cover the entire universe of companies, or financial offers that may be available to you. Industrieblick/Adobe Stock

7 min read published 17th January, 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 and writingskills, she enjoys asking the questions that everyone would ask if they could and sharing the answers -as well as clever money management tips 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 committed to helping readers to control their finances through providing concise, well-researched and well-documented information that breaks down otherwise complex subjects into digestible pieces. The Bankrate promises

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This compensation could influence the manner, place and in what order products appear in listing categories and categories, unless it is prohibited by law. This is the case for our mortgage, home equity and other home loan products. Other factors, like our own proprietary website rules and whether the product is available in the area you reside in or is within your self-selected credit score range could also affect the way and place products are listed on this site. We strive to provide a wide range offers, Bankrate does not include specific information on each credit or financial item or product. The process of purchasing a or vehicle involves a number 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 the money, so being prepared is crucial. “The salespeople are specifically trained to separate you from your money,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is something they apply every day, while the average car buyer buys an automobile every five years or so. It’s not fair.” Take note of these tricks and take note of the following tips for salespeople to ensure more chances of getting the car you’d like with your next purchase. Top 7 salesperson tactics to watch out for There’s a good chance you’ll be confronted with intense sales calls when you visit a dealer. Here are seven of the most popular strategies you might come across. 1. Playing out the clock Some car salespeople use time as a tool, says Bartlett. They’ll draw out the process until you’re exhausted. The salesperson is going to be there all day regardless of what you do. If you’re planning to visit the dealership, don’t hesitate to set aside the entire day at the dealership — and bring something to fill your time while waiting out the salesperson. You don’t have to complete the entire process within one day. It’s okay to make an informed decision. When you’re prepared to buy Don’t be held captive. Say: “Give us your best price.” If the salesperson is willing to go back and forth negotiating with their boss, ask them to send you the outcomes. The strategy is to arrive at a dealership, you must immediately begin the conversation by saying “I’m here to take an evaluation drive. Tomorrow, I’ll be back and discuss numbers.” 2. Psychological profiling Sales staff receive extensive training in how to break down the requirements and weaknesses of prospective customers. Their ability to quickly assess customers allows them to use scripted questions, and then lead the process. “Car salespeople are specially educated in the art of convincing customers,” Bartlett says. “You’ll be looking to identify not only , but your weaknesses.” One of the questions that you may be asked is “How much are you looking to spend per month?” Bartlett says that it’s important to keep that information in your purse. “If you make it clear upfront, it may cause confusion. This could make you more vulnerable.” Insist on the day you test drive, and are currently the paperwork. It’s okay to let car sales representatives assist you with some questions, but be aware that they may use facts against you such as vanity, family needs or safety priorities and try to convince you to buy an expensive vehicle or . “Stay focused on your goal,” Bartlett says, and repeat the mantra: “Let’s focus on this. We’ll come back to it later.” The best strategy is to Divide the process of buying into stages and focus on one thing at each step. Start with the car you would like, and then move on to the other options and save them for separate discussions. 3. The pressure of the ‘impending moment’ You know what you want and can afford . The salesperson tells you the if you do not buy the car today and you’ll miss out on the huge sale, or that someone else will come to look at the vehicle. That’s a sales tactic known as “the impending moment.” “People get more interested in getting something they know that someone else would like or already owns. The salespeople at the car dealership often take advantage of this,” says Ronald Burdge who is a lemon law attorney. “Suppose you’re at the car dealership and you choose a particular vehicle and the salesperson delivers the bad information to you, telling you that somebody else has already put a deposit on that car or there’s a buyer who has said they’ll return later today to pick it up” Burdge continues. “That’s usually followed by the invitation to put a on it or buy the car now before they return. The impending event may be true, but typically, the tale is an attempt to convince you to spring for the purchase right then and there.” “A auto dealer that is willing to do this to you is likely to do a whole of a lot more than they encounter,” Burdge says. Remember, you can find that identical car elsewhere, whether it’s at a different dealership or on the internet. It is also possible to purchase another item. Your plan: Look at the salesperson’s face and say “Are you saying that if I go back tomorrow, you can’t make me buy the car?” In other words the best way to defend yourself is to simply quit or at the very minimum be prepared to walk away. 4. The “porcupine closing” this technique the seller “sticks” potential buyers with the buyer with a question. It could be “If I could get you this monthly payment, will this be enough to get you to buy this car today?” Or “If I could get this car 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 strategy: Your answer to this question must always be”no,” Shattuck says. Instead, inform the salesperson that you are shopping around with several dealers to find the best overall deal. Once you compare your deals, you’ll need to make a buying decision. 5. The ‘Ben Franklin Close’ This is a well-known. Here’s how it works the person selling the product draws lines across the middle of a piece paper, listing reasons to buy the vehicle on one side, and the reasons to not buy it on the opposite side. This is a very common selling technique in the auto industry and elsewhere. “The concept is that you will see that, on balance, you would be better off buying a new car,” Burdge says. “Of of course, that depends on the information they write down and how true it is.” It is important to focus on about when you use this method which includes your monthly payment as well as your down payment and also your length of loan, interest rate, and total cost. “Know what the numbers you’re required to be, based on your budget, before you enter the dealership, and make sure you stick to the figures,” Burdge says. Your plan of attack: The best way to dispel such a tactic is to name 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 prevent the tactic from continuing. 6. The alternative choice close This strategy is one of the most well-known, according to Dan Seidman, managing director at Read Emotions and author of “The Ultimate Guide to Sales Training.” The client is given an option to choose between two options such as whether you’d prefer a product with red or blue. Car salespeople who are good at their job never 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 car business, you sell what’s on the lot,” Seidman says. “A knowledgeable buyer could say, ‘I want to look at everything you have.'” If a salesperson is trying to draw you in with the alternative closing, don’t fall for the lure. “You’re relaxed, you’re leisurely but you’re still not prepared to make a choice,” Seidman says. Your plan: Take an example from the political arena. Deflect the question by responding with a non-committal answer- like you’re interested in various colors- before switching to a different subject. 7. The journey to the back office The finance manager is among the most experienced people working in the dealership, Bartlett says. They’ll suggest that you add a bunch of that you don’t need. Because you’re spending lots of money on the car, you may be urged to purchase security measures for interior staining, anti-theft devices, rustproofing and an . “If you’ve taken your time through the process of buying a car, don’t blow it with this last step,” Bartlett says. You’ll need to be crystal clear about what you want and not add on, profit-driving 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 bill, looking for charges from the dealer that you could . Some common ones to look out for are vehicle preparation fees, title fees and . Your plan: Determine what you want and need before you visit the dealer and stick to your mission. You should ideally already have financing in place and constantly remind the finance manager you’ve got a set plan and don’t have the flexibility. What factors influence a salesperson’s methods? Salespeople are usually under pressure to maximize the profits on every vehicle they sell in order to increase their commission, and this affects the way they communicate with you. The more a car salesperson can convince you to buy the vehicle, the greater the profit they can earn. Their commission may be up to 25 percent of the car’s price at the time of sale, Burdge says. In addition, dealership management provides incentives for selling vehicles which were parked at the dealership. There are also additional bonuses from the manufacturer of the vehicle for salespersons or from the dealership when meeting an agreed-upon sales goal for a particular model year or model Burdge says. Burdge. “Dealerships operate on a monthly , so at the end of each month, the sales personnel is particularly eager to make more sales happen,” Burdge says. “At at the start of the month it’s generally more about profit per sale — so what amount of profit will be earned on every car sold.” How do you prepare to buy a car Before you begin your search for a car It is important to consider what your needs and wants are, then research the cars you’re interested in and nail the budget. What you require is the primary factor you think about. Sedans, SUVsand trucks and minivans each have their own price points and functionality. Once you know the type of vehicle, you can research the makes and models. Certain brands have better reputations and warranties. Trims and standard features should also be considered when shopping. Choose if you’d like to purchase . A brand new car could have the latest advancements in safety, comfort and performance, however it’s priced at a higher cost and could be worth significantly less in a year. Before visiting the dealer. Banks and online lenders offer competitive rates on auto loans and it is logical to have an idea of your monthly cost before you go to the dealership. starts wheeling out common tactics. Make your budget your guide during the buying process. Before you set your feet on the dealership lot, it’s crucial to begin by balancing your vehicle needs with the amount you’re able to spend. “The more you , the less likely that someone will talk you into a deal that doesn’t work for you or that you’re not able to afford,” Burdge says. “Make your own choices at home and stick to them when you head for the car dealer.” Be confident is main ingredient to finding a bargain. Knowing the most common tactics will help you stay confident in negotiations. However, it’s not the only tool you have. Explore different vehicles, understand the value of your vehicle before you visit the dealer. You don’t need to be an expert. You only need to be clear on how much you’re willing to pay and what you really need.


Authored by Personal Finance writer Dana Dratch is a personal lifestyle and finance writer who enjoys talking all things money and credit. With an undergraduate degree of English as well as writing, she enjoys asking the questions people would want to ask and sharing the answers — along with smart money management tips from the experts. Edited by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate from late 2021. They are dedicated to helping readers gain the confidence to take control of their finances with precise, well-researched and concise details that cut otherwise complicated topics into digestible pieces.

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