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7 minutes read. Published 17 January 2023

Dana Dratch wrote the article. 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 undergraduate degree in English and writingskills, she likes asking the questions that everyone would ask if they could and sharing the answers -as well as the most effective money management advice 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 dedicated to helping their readers gain the confidence to manage their finances by providing concise, well-researched and well-documented information that breaks down otherwise complicated topics into bite-sized pieces. The Bankrate promises

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Therefore, this compensation may affect the way, location and when products appear within listing categories and categories, unless it is prohibited by law. This is the case for our mortgage home equity, mortgage and other home loan products. Other factors, like our own rules for our website and whether or not a product is available within the area you reside in or is within your own personal credit score can also impact the way and place products are listed on this site. While we strive to provide an array of offers, Bankrate does not include information about each credit or financial product or service. The process of buying vehicles or cars involves a number of moving components. You have to haggle 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 and so it is essential to be prepared. “The salespeople are specifically trained to separate you from your cash,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is a skill that they practice daily, whereas the average car buyer buys a car every five or more years. This isn’t a fair fight.” Be aware of these tactics and take note of the following tips for salespeople to ensure more chance of getting what you want from your next car purchase. Seven salesperson techniques to keep an eye on You will likely face aggressive sales pitches whenever you visit a dealer. These are the seven most popular strategies you might come across. 1. Playing out the clock Some salespeople for cars use time as a tool, says Bartlett. They’ll sketch out the procedure until you’re exhausted. The salesperson will stay all day long, regardless of what you do. If you’re planning to go, don’t be frightened to make a plan for all day at the dealership and bring something to fill your time while waiting for the salesperson. You don’t have to complete the entire process in a single day. It’s okay to make an informed decision. If you are looking to purchase Don’t be held captive. Tell the salesperson: “Give us your best price.” If the salesperson is willing to go back and forth negotiating with their boss, ask that they should text or email you the outcomes. Your plan of action: Once you arrive at a dealership, immediately begin the conversation by saying something like “I’m here for an evaluation drive. Tomorrow, I’ll come back and talk numbers.” 2. Psychological profiling Sales staff get extensive training on how to identify the needs and vulnerabilities of potential customers. Their quick evaluation of their customers ‘ needs allows them to answer scripted questions and lead the process. “Car salespeople are specially trained to convince people,” Bartlett says. “You’ll need to know not only , but your weaknesses.” One query that you may be asked is “How much are you looking to spend each month?” Bartlett says that it’s important to keep that information in your pocket. “If you make it clear upfront, it may cause confusion. It leaves you vulnerable.” Be sure to insist upon it after your test drive and are in the process of signing documents. It’s okay to let car sales representatives assist you with some questions, but keep in mind that they can use any facts against you for example, desires for family, vanity or safety concerns, to upsell you on a more expensive car or . “Stay focused on your goal,” Bartlett says, and keep repeating this phrase: “Let’s focus on this. We’ll come back to it later.” The best strategy is to Divide the process of buying into phases and concentrate on only one at a time. Begin with the car you want, then move to and put off any add-ons or to be discussed in a separate conversation. 3. The pressure of the ‘impending event’ is a constant reminder of what you want and have . The salesperson tells you the if you do not buy the car now then you’ll be unable to make the sale, or someone is going to come and take a look at the car. That’s a sales tactic known as “the impending event.” “People are more interested in getting something they know that someone else would like or already owns. Salespeople for cars often make use of this,” says Ronald Burdge an attorney for lemon law. “Suppose you’re at the dealership to look around, and you decide to purchase one particular car and the salesman breaks the bad information to you, telling you that someone else already has an investment in that car , or there’s a potential buyer who said they’d be back later today for the purchase,” Burdge continues. “That’s usually followed by the invitation to put a on it or purchase it now, before they return. The upcoming event could be real, but typically, the story is just a sales gimmick to get you to spring for the purchase as soon as you can.” “A dealership that will do that to you will probably going to try a lot more every chance they receive,” Burdge says. Be aware that you can find similar cars in other places, whether at a different dealership or even on the internet. You could also buy something different. Your strategy: Look at the salesperson’s eyes and say “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 simply leave — or at the very least be prepared to do it. 4. The “porcupine closing” this technique the dealer “sticks” the potential buyer with a question. It could be “If I could offer you this monthly payment, will that be enough to get you to buy this vehicle today?” Or “If I could get this car in midnight blue Would you be willing to buy it right now?” This strategy, known as the “if,” signals that the seller is trying to find your buying trigger, says LeeAnn Shattuck, creator of the Car Chick website and Car Chick TV. Your strategy: Your answer to this question must be not yes, Shattuck states. Instead, inform the salesperson that you are shopping around with different dealers to determine the most competitive price. When you’ve compared the deals, you’ll need to make a buying decision. 5. The ‘Ben Franklin Close’ This one is a classic. Here’s how it works It’s when the salesperson draws a line down the middle of a piece paper, listing the reasons why you should buy the car on one side and reasons not to buy on the other. This is a popular marketing technique used in the automobile industry , as well as elsewhere. “The concept is that you will see that, on balance, you would be better off buying a new car,” Burdge says. “Of course, it all is contingent on what the buyer writes down and how accurate it is in the first place.” What you should focus on about when you use this method — including your monthly payment as well as your down payment and your length of time, the interest rate, and the total price. “Know the exact numbers that these should be, based on your budget, before you visit the dealership, and be sure that you adhere to those numbers,” Burdge says. Your strategy: The best way to dispel such a tactic is to name it. Say, “That’s the Ben Franklin close.” Doing so is likely to cause an uncomfortable moment for the salesperson, but it’ll keep 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 the option of choosing between two options such as whether you’d prefer a car with red or blue. The best car salespeople don’t make you answer no or yes questions since they don’t want give you a chance to refuse. The trick is to know that both options are offered. “In the automobile business, you sell what’s available on the lot,” Seidman says. “A knowledgeable buyer could say, ‘I’d like look at everything you have.'” If a salesperson attempts to lure you in with the alternative offer, do not take the lure. “You’re comfortable, you’re slouch and you’re not yet ready to make a choice,” Seidman says. The strategy you can use: Learn a lesson from the political world. Refuse to answer with a noncommittal answer -as if you’re interested in a variety of colors -and then switch to a different subject. 7. The drive into the rear office The finance manager is one of the most experienced people working in this dealership Bartlett says. They will recommend that you add a bunch of that you don’t need. Since you’re spending a significant amount of money on the vehicle, you might be encouraged to buy interior stain protection and anti-theft equipment including rustproofing and . “If you’ve taken your time during the buying process Don’t let it slip through the cracks at this final stage,” Bartlett says. You’ll want to be clear about what you want — presumably not tacked-on, profit-driving extras — and then finalize the package. To ensure additional costs don’t add up, go line by line through your invoice, looking for dealer fees you can . The most common ones to check out for are vehicle preparation costs along with title fees . Your strategy: Know the things you’re looking for and require prior to visiting the dealer and stay true to your goal. You should ideally already have financing in place and constantly remind your finance manager that you’ve got a plan and aren’t flexible. What factors influence a salesperson’s tactics? Salespeople usually have pressure to make the most profit of each vehicle they sell to earn more commissions, and this affects the way they communicate with you. The more a salesperson convinces you to purchase an automobile, the greater the profit they can earn. Their commission may be as high as 25% of the car’s final price of sale, Burdge says. Additionally, the management of the dealership gives bonuses to sellers of cars which were parked on the lot. There are also additional bonuses from the manufacturer of the car for salespeople or the dealership when meeting a sales quota on the specific model year or vehicle model Burdge says. Burdge. “Dealerships operate on a month-to-month basis , so at the end of the month the sales personnel is particularly eager to increase sales,” Burdge says. “At time of beginning the month, the focus is typically more about the amount of profit per sale. So how much profit is to be made on each vehicle sold.” How do you prepare to purchase a car prior to you begin your search for a car, it’s important to review 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 first thing you consider. Sedans, SUVsand trucks and minivans all have different price points and functionality. Once you’ve identified the type of vehicle, research makes and models. Certain brands have better reviews and warranties. Standard features and trims should also 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 functionality, but it’s priced at a higher cost and could be worth significantly less in a year. Before you visit the dealership. There are online and banks that offer low rates on auto loans, so it’s a good idea to have an idea of your potential monthly cost before you go to the dealership. starts wheeling out common tactics. Utilize your budget as a guiding light throughout the shopping process. Before you step 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 spend, the less likely it is that someone will talk you into something that won’t work for you or is something you’re not able to afford,” Burdge says. “Make your choices at home and make sure you stick to them after you go for the car lot.” Confidence is the main ingredient to an effective deal. Understanding the most commonly used strategies can help you remain confident in negotiations. But it’s not the only option you have. Explore different vehicles, understand the value of your vehicle before you visit the dealer. It doesn’t matter if you’re an expert — you simply need to be certain about how much you’re willing to pay and what you actually need.


Authored by Personal Finance writer Dana Dratch is a personal lifestyle and financial writer who loves to talk about everything about credit and money. With an undergraduate degree in English and writingskills, she enjoys asking the kinds of questions that everyone would ask if they could and sharing the answers -and also smart 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 committed to helping readers gain confidence to take control of their finances with precise, well-researched and concise information that breaks down complex topics into manageable bites.

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