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 providing you with interactive tools and financial calculators, publishing original and objective content. This allows you to conduct research and to compare information at no cost – so that you can 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 deals that are displayed on this website are provided by companies who pay us. This compensation can affect the way and where products appear on this site, including, for example, the order in which they be listed within the categories of listing in the event that they are not permitted by law. This applies to our mortgage and home equity products, as well as other products for home loans. However, this compensation will affect the information we provide, or the reviews appear on this website. We don’t include the universe of companies or financial offers that may be open to you. Industrieblick/Adobe Stock
7 min read published 17 January 2023
Dana Dratch wrote the article. Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who loves to talk about all things credit and money. With a degree of English as well as writing, she loves asking the questions everyone would like to ask and then sharing the answers- along with the most effective money management advice from the experts. Written 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 to control their finances with clear, well-researched facts that break down complex topics into manageable bites. The Bankrate guarantee
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This compensation could affect the way, location and when products appear within listing categories in the event that they are not permitted by law. This is the case for our mortgage or home equity products, as well as other home loan products. Other factors, such as our own website rules and whether a product is available within your area or at your self-selected credit score range could also affect the way and place products are listed on this website. We strive to provide an array of offers, Bankrate does not include specific information on every credit or financial products or services. The process of purchasing a or vehicle has a lot of moving parts. You must negotiate with car salespeople over price and negotiate with lenders to get an auto loan — all while trying to negotiate a fair deal for your trade-in. Mistakes will cost you, so preparation is important. “The salesmen are very 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 average buyer of a car buys one car every five years or so. It’s not fair.” Be aware of these tactics and think about the following salesman tips to stand a better likelihood of getting what you’re looking for with your next purchase. Top 7 salesperson tactics to be aware of There’s a good chance you’ll be confronted with intense sales calls when you visit a dealer. Below are 7 of the most popular tactics you could encounter. 1. The clock is being played out car salespeople use time as a tool says Bartlett. They’ll play out the procedure until you’re exhausted. The salesperson is going to stay all day long, regardless of your. Therefore, if you’re planning on , don’t be afraid to reserve the entire day in the showroom — and take something to entertain your time while you wait for the salesperson. You don’t have to complete the entire process in one day. It is fine to make a decision. If you are prepared to buy Don’t be held captive. Say: “Give us your best price.” Then, if the salesperson offers to go back and forth with their manager, tell that they should text or email you the results. Your plan of action: Once you arrive at a dealership, immediately set the pace of the process by saying something like “I’m here for testing the car. Tomorrow, I’ll be back and talk numbers.” 2. Psychological profiling: Car sales representatives receive extensive training in how to identify the weaknesses and needs of prospective customers. Their ability to quickly assess customers ‘ needs allows them to tap into scripted questions and lead the process. “Car salespeople are specifically trained to convince customers,” Bartlett says. “You’ll need to know not only , but your weaknesses.” One of the questions you might hear is “How do you want to spend per month?” Bartlett says that it’s essential to keep that information in your purse. “If you declare this upfront, it may skew the process. This could make you more vulnerable.” Make sure to insist on it the day you test drive, and are in the process of the paperwork. It’s acceptable to let sales representatives assist you with some questions, but be aware that they could use the details against you including the need to please family members or safety concerns and try to convince you to buy the more expensive car or . “Stay on the right track,” Bartlett says, and keep repeating this phrase: “Let’s focus on this. We’ll get to that later.” Your plan of action: Divide the process of buying into steps and concentrate on only one at one time. Begin with the car you are looking for, then move onto the other options and save them for separate discussions. 3. The stress of the ‘coming event’ You know the things you want, and you have . Then the salesperson says to you that, if don’t purchase the car now, you’ll miss the big sale, or that someone else will come to take a look at the vehicle. This is a tactic used to sell a car known as “the impending event.” “People become more interested in having something that they know someone else is interested in or already owns. Car salespeople often take advantage of that,” says Ronald Burdge an attorney for lemon law. “Suppose you’re in the car dealership looking around and you pick out a particular vehicle and the salesperson delivers the bad information to you, telling you that there’s already an offer on the car or there’s a buyer who said they’d return later today to pick it up” Burdge continues. “That’s typically followed by an request to place a deposit on it or purchase the car now before they come back. The imminent event might be true, but most of the time, the story is just an attempt to convince you to make the purchase immediately.” “A auto dealer that does that to you is most likely to offer a lot more every chance they encounter,” Burdge says. Keep in mind that you can get similar cars in other places, whether at a different dealership or online. It is also possible to purchase another item. The best strategy is to look at the salesperson’s eyes and say “Are you saying that if I go back next week, you won’t be able to offer me the vehicle?” In other words your best defense is to just quit or at the very minimum be prepared to do so. 4. The “porcupine close” this method sellers “sticks” the potential buyer with the buyer with a question. It could be “If I were able to 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 today?” This strategy, called”the “if,” signals that the dealer is looking for your buying trigger, says LeeAnn Shattuck, the creator of The Car Chick website and Car Chick TV. Your approach: Your response to this question must always be not yes, Shattuck says. Instead, tell the salesperson you’re comparing different dealers to determine the best overall deal. When you’ve compared the options, you’ll be able to make a buying decision. 5. The ‘Ben Franklin close’ This is a well-known. This is how it works It’s when the Salesperson draws a straight line in the middle of the paper, and lists the reasons why you should buy the vehicle on one side, and the reasons not to buy on the opposite side. This is a popular sales gimmick in the auto industry and elsewhere. “The concept is to show that, on balance, you would be better off buying a new vehicle,” Burdge says. “Of course, it all depends on what they write down and how truthful it is.” You want to concentrate on the following aspects during this tactic that includes your monthly payment and your down payment and your length of time, the interest rate, and the total price. “Know the exact numbers that these should be, in accordance with your budget before you enter the dealership, and be sure you stick to the numbers,” Burdge says. Your plan of attack: The best way to dispel this tactic is to name it. Say, “That’s the Ben Franklin close.” Doing so will likely create an awkward moment with your salesperson. However, it’ll keep the tactic from continuing. 6. The ‘alternative choice closing’ This tactic is one of the most popular, says Dan Seidman, managing director at Read Emotions and author of “The Ultimate Guide to Sales Training.” You’re given a choice between two things that could be a matter of whether you’d prefer a model in blue or red. The best car salespeople don’t make you answer no or yes questions because they don’t want to offer you the chance to say no. The secret: Both choices are offered. “In the car business, you sell everything that’s on the market,” 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 relaxed, you’re leisurely, you’re not ready to make a final decision,” Seidman says. The strategy you can use: Learn a lesson from the political arena. Refuse to answer with a non-committal answerlike you’re interested by a variety of colors -and then switch to a new topic. 7. The trip for the office back The finance manager is among the most knowledgeable people in the dealership, Bartlett says. They’ll advise you to put on a lot of things you don’t really need. Because you’re spending a lot of money on the car, you may be advised to buy security measures for interior staining and anti-theft equipment including rustproofing and . “If you’ve taken your time throughout the car buying process make sure you don’t flinch at this final stage,” Bartlett says. You’ll need to be crystal certain of what you’re looking for and not add on additional profit-making features and finalize that package. To make sure that the additional costs don’t add up, go through line-by-line your bill, looking out for dealer fees you can . The most common ones to check out for are vehicle preparation charges along with title fees . Your plan: Determine what you want and need before going to the dealership and adhere to your plan. It is best to have financing lined up and you should always remind the finance manager you have a set and aren’t flexible. What factors influence a salesperson’s methods? Salespeople are usually under pressure to make the most profit on every vehicle they sell in order in order to maximize their commissions and this influences how they interact with you. The more a car salesperson can convince you to purchase the vehicle, the greater the profit they can earn. Their commission may be as high as 25 percent of the final sales price, Burdge says. Additionally, the management of the dealership offers bonuses for selling cars which were parked at the dealership. There are also additional bonuses from the car manufacturer for salespeople or the dealership when meeting an agreed-upon sales goal for the specific model year or model Burdge says. Burdge. “Dealerships operate on a monthly and at the end of the month , the sales team is especially eager to increase sales,” Burdge says. “At at the start of the month it’s generally more about the profit made per sale. So the amount of profit to be made from each car sold.” How do you prepare to purchase a car prior to you start your car shopping, it’s important to review your requirements and desires. are, as well as research the models you’re interested in, and then write down your budget. What you require should be the first factor that you take into consideration. Trucks, SUVs, sedans and minivans all have different 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. The trims and features that are standard must be considered when you are shopping. Consider whether you would like to purchase . A new vehicle may come with the latest innovations in safety, comfort and functionality, but it will cost you more at the cost and is much less valuable in the next year. Before visiting the dealer. Online and bank lenders can provide competitive rates for auto loans, so it is logical to have an idea of your potential monthly payment before the salesperson starts wheeling out common tactics. Utilize your budget as a guiding light throughout the purchasing process. Before you set to the lot of the dealer, it is vital to by balancing your vehicle needs with the amount you’re able to spend. “The more you spend, the less likely it is to be manipulated into buying something that isn’t suitable for you or that you’re not able to afford,” Burdge says. “Make your decisions at home and make sure you stick to them after you go for the car lot.” Be confident is main ingredient to a good deal Understanding the most commonly used strategies will allow you to remain calm in negotiations. But it’s not the only tool you have. Find out about other vehicles, and know the worth of your car before you go to the dealership. You don’t need to be a pro — you just need to be firm on the amount you’re willing to pay and what you actually need.
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Written by Personal Finance Writer Dana Dratch is a personal lifestyle and finance writer who is a fan of everything about credit and money. With an undergraduate degree in English and writing, she enjoys asking the questions people would like to ask and then sharing the answers- along with smart strategies for managing money from experts. Edited by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate since late 2021. They are passionate about helping readers gain confidence to manage their finances with clear, well-researched information that breaks down complicated topics into digestible pieces.
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