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 offering you financial calculators and interactive tools as well as publishing objective and original content. This allows users to conduct studies and compare information for free – so that you can make financial decisions with confidence. Bankrate has partnerships with issuers such as, but not limited to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make Money The offers that appear on this site are from companies that pay us. This compensation could affect how and where products appear on this website, for example such things as the sequence in which they be listed within the categories of listing and other categories, unless prohibited by law. This applies to our mortgage or home equity, and also other home lending products. This compensation, however, does not influence the information we provide, or the reviews that you read on this site. We do not include the entire universe of companies, or financial offerings that could be available to you. Industrieblick/Adobe Stock

7 min read Published 17th January, 2023

Authored by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who loves to talk about all things money and credit. With an education of English as well as writing, she loves asking the questions that everyone would ask if they could and then sharing the answersas well as the most effective money management advice 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 dedicated to helping their readers gain the confidence to take control of their finances through providing precise, well-researched, and well-understood information that breaks down otherwise complex subjects into digestible pieces. The Bankrate guarantee

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This compensation could impact how, where and in what order products 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 proprietary website rules and whether the product is available in your area or at your personal credit score could also affect the manner in which products appear on this website. 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 has a lot of moving components. You have to haggle with car salespeople about price and negotiate with lenders for an auto loan as well as trying to negotiate a fair agreement for your trade-in. Unintentional mistakes will cost you, so preparation is important. “The salespeople are specially trained to keep you away from your cash,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is a skill they practice daily, whereas the typical car buyer purchases one car every five or more years. It’s not fair.” Take note of these tricks and consider the following car salesman tips to stand an increased chances of getting the car you’d like from your next car purchase. The top 7 salesperson strategies to be aware of There are a lot of high-pressure sales pitches when you go to a dealership. Below are 7 of the most common techniques you may come across. 1. The clock is being played out salespeople for cars 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 on , don’t be afraid to reserve an entire day to spend in the showroom — and bring something to fill your time as you wait out the salesperson. You don’t have to complete the entire process in one day. It’s fine to take your time making a decision. When you return to the ready to make a purchase Don’t be held captive. Speak up and say: “Give us your best price.” If the salesperson is willing to go back and forth negotiating with their manager, tell them to text or email you the results. Your strategy: When you arrive at a dealer, immediately set the pace of the procedure by saying something like “I’m here for an evaluation drive. Tomorrow, I’ll return and discuss numbers.” 2. Psychological profiling Car sales staff get extensive training on how to identify the requirements and weaknesses of potential customers. Their ability to quickly assess customers ‘ needs allows them to tap into scripted questions and guide the process. “Car salespeople are very specifically trained to convince customers,” Bartlett says. “You’ll need to know not just your weak spots.” One query you could be asked is “How much do you intend to spend each months?” Bartlett says that it’s crucial to keep this information in your pocket. “If you make it clear upfront, it may skew the process. This leaves you at risk.” Make sure to insist on it the day you test drive, and are in the process of the paperwork. It’s fine to have car salespeople help answer some questions, but remember that they can use any information against you, such as the need to please family members or safety considerations in order to sell you an expensive vehicle or . “Stay on the right track,” Bartlett says, and repeat this mantra: “Let’s focus on this. We’ll come back to it later.” Your strategy: break down the buying process into stages and focus on only one at each step. Begin with the car you are looking for, then move onto and put off any add-ons or for separate discussions. 3. The stress of the ‘coming moment’ You know what you want and can afford . The salesperson tells you the if you do not buy the car today, you’ll miss the big sale, or that someone is going to come and see the vehicle. That’s a sales tactic known as “the imminent occasion.” “People get more interested in having something that they know someone else is interested in or already has. Car salespeople often take advantage of this,” says Ronald Burdge who is a lemon law attorney. “Suppose you’re at a dealership to look around, and you pick out an automobile and the salesman breaks the bad news to youby saying that there’s already a deposit on that car , or there’s a potential buyer who stated they’ll come back later in the day for the purchase,” Burdge continues. “That’s typically followed by an offer to either put a deposit on it or buy it now, prior to when they return. The imminent event might be real but typically, it’s just an esoteric sales pitch to get you to make the purchase right then and there.” “A dealership that does that to you will most likely to offer a lot more every chance they receive,” Burdge says. Remember, you can find the exact car elsewhere, whether at another dealership or on the internet. You could also buy something else. Your plan: Look at the salesperson’s face 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 leave — or at least be prepared to do so. 4. The “porcupine close” this technique, sellers “sticks” potential buyers with the buyer with a question. It could be “If I could offer you this monthly payment, will this be enough to convince you to purchase 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 dealer is looking for your buying trigger, says LeeAnn Shattuck, 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 says. Instead, tell the salesperson you’re shopping around with various dealers in order to get the most affordable price. After you have compared your offers, you plan to purchase. 5. The Ben Franklin closing This is a well-known. Here’s how it works It’s when the person selling the product draws lines down the middle of a piece of paper, and lists reasons to purchase the car on one side, and the reasons not to buy on the other. It’s a common sales gimmick in the auto industry , as well as elsewhere. “The idea is to show that on the whole it’s more likely to buy a brand new vehicle,” Burdge says. “Of course, that actually is contingent on what the buyer writes down and how accurate it is.” It is important to be focused on when you use this method which includes your monthly payments and your down payment and your length, interest rate and overall cost. “Know what those numbers should be, in accordance with your budget before you visit the dealership, and make sure to stick to the figures,” Burdge says. Your plan of attack: The best way to dispel such a tactic is to label it. Tell the salesperson, “That’s the Ben Franklin close.” Doing so is likely to cause an awkward situation with your salesperson. However, it will keep the tactic from continuing. 6. The alternative choice close This tactic 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.” You’re offered an option to choose between two options that could be a matter of whether you’d prefer a car with red or blue. The best car salespeople don’t ever ask you to answer a question because they don’t want allow you to choose not to. The key is that both options are available. “In the business of cars selling what’s on the lot,” Seidman says. “A knowledgeable buyer could say, ‘I want to examine everything you’ve got.'” If a salesperson tries to box you in with the alternative offer, do not take the offer. “You’re at ease, you’re relaxed and you’re not yet ready to make a choice,” Seidman says. The strategy you can use: Learn an example from the political world. Answer the question with a noncommittal answer — like you’re interested in various colorsand then shift to a different subject. 7. The drive to the back office finance manager is one of the most skilled people in the dealer, Bartlett says. They’ll advise you to put on a lot of things you don’t really need. Because you’re spending lots of money on your vehicle, you might be encouraged to buy interior stain protection such as anti-theft devices, rustproofing and an . “If you’ve taken your time during the buying process Don’t let it slip through the cracks at the final step,” Bartlett says. You’ll need to be crystal certain of what you’re looking for — presumably not tacked-on additional profit-making features and finalize that package. To ensure that additional expenses do not add up, you should go through line-by-line your bill, looking out for dealer fees you can . The most common ones to check for are car preparation charges as well as title fees . Your plan: Determine the things you’re looking for and require before you visit the dealer and stay true to your goal. You should have financing secured and you should always remind the finance manager that you have a set and don’t have the flexibility. What factors influence a salesperson’s methods? Salespeople usually have pressure to maximize the profits on each vehicle they sell to earn more commissions, which affects how they interact with you. The more a car salesperson can convince you to pay for the vehicle, the greater the profit they can earn. Their commission may be up to 25% of the final price of sale, Burdge says. Additionally, the management of the dealership gives bonuses to sellers of cars that may have been sitting in the parking lot. There are also additional bonuses from the manufacturer of the vehicle for salespeople , or the dealership when meeting an agreed-upon sales goal for a particular model year or vehicle model according to Burdge. “Dealerships operate on a monthly , so at the end of each month, the sales staff is particularly anxious to make more sales happen,” Burdge says. “At time of beginning the month, the focus is usually more about the amount of profit per sale, so how much profit is to be earned on every car sold.” What are the steps to take to buy a car Before you begin your search for a car, it’s important to review what your needs and wants are, research the vehicles you’re interested in and nail to the bottom of your spending plan. The car you want is the first thing that you take into consideration. Trucks, SUVs, sedans and minivans are all available at different price points and functionality. Once you’ve identified the type of vehicle, you can research the makes and models. Certain manufacturers have better reputations and warranties. The trims and features that are standard should also be considered when you are shopping. Choose if you’d like to go . A brand new car could have the most recent advancements in terms of safety, comfort and function — but it’s priced at a higher cost and is much less valuable in the next year. before visiting the dealership. Banks and online lenders offer competitive rates on auto loans therefore it makes sense to get an idea of your potential monthly payment before the salesperson begins to explain the most common strategies. Use your budget as your guide throughout your 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 try to convince you into something that won’t work for you or that isn’t within your budget,” Burdge says. “Make your own choices at home and stick to them when you head for the car lot.” Confidence is the most important factor to getting a good deal Understanding the most popular strategies will allow you to remain calm in negotiations. However, it’s not the only option you have. Explore different vehicles, understand the worth of your car before when you visit the dealership. There’s no need to be an expert. You just need to be firm about how much you’re willing spend and what you truly 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 of English as well as writing, she loves asking the questions people would want 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 editing and writing for Bankrate from late 2021. They are dedicated to helping readers gain the confidence to control their finances by providing precise, well-researched and concise facts that break down complicated subjects into bite-sized pieces.

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