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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 decisions by offering you interactive tools and financial calculators as well as publishing objective and original content, by enabling users to conduct studies and compare data for free to help you make informed financial decisions. Bankrate has agreements 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 when products are featured on this website, for example for instance, the sequence in which they appear within the listing categories and other categories, unless prohibited by law. Our mortgage, home equity and other products for home loans. This compensation, however, does affect the information we provide, or the reviews appear on this website. We do not include the full range of companies or financial deals that might be available to you. Industrieblick/Adobe Stock

7 min read published January 17, 2023

Authored by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and finance writer who enjoys talking all things credit and money. With an education of English and writingskills, she loves asking the questions that everyone would ask if they could and then sharing the answers- along with clever money management tips from the experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been writing and editing for Bankrate since the end of 2021. They are dedicated to helping their readers gain the confidence to take control of their finances with concise, well-researched and well-documented facts that break down complex subjects into digestible pieces. The Bankrate promise

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There are money-related questions. Bankrate has answers. Our experts have been helping you master your finances for more than four decades. We continually strive to provide consumers with the expert guidance and tools required to be successful throughout their financial journey. Bankrate adheres to a strict code of conduct , therefore you can be confident that our information is trustworthy and reliable. Our award-winning editors and journalists produce honest and reliable content to help you make the best financial decisions. The content created by our editorial staff is objective, factual and uninfluenced by our advertisers. We’re open regarding how we’re capable of bringing high-quality content, competitive rates and valuable tools to our customers by explaining how we earn money. Bankrate.com is an independent, advertising-supported publisher and comparison service. We receive compensation for placement of sponsored products and, services, or by you clicking on certain links posted on our site. This compensation could impact how, where and in what order products are listed and categories, unless it is prohibited by law. This is the case for our mortgage or home equity products, as well as other products for home loans. Other factors, such as our own rules for our website and whether the product is available in the area you reside in or is within your self-selected credit score range can also impact the way and place products are listed on this website. Although we try to offer the most diverse selection of products, Bankrate does not include specific information on every credit or financial products or services. The process of buying vehicles or cars has a lot of moving parts. It is necessary to negotiate with car salespeople over price and bargain with lenders about an auto loan as well as trying to negotiate a fair bargain for the trade-in. Unintentional mistakes will cost you and so it is essential to be prepared. “The salespeople are specially trained to keep you away from your cash,” says Jeff Bartlett, Consumer Reports’ managing editor for automobiles. “This is a skill that they do every day, and the average car buyer buys one car every five years or so. It’s not a fair battle.” Take note of these tricks and consider the following car tips for salespeople to ensure a better likelihood of getting what you want when you buy your new car. Seven salesperson techniques to watch out for There are a lot of high-pressure sales pitches when you go to a dealership. Below are 7 of the most well-known tactics you could encounter. 1. Playing out the clock Some car salespeople utilize time to sell their products, says Bartlett. They’ll play out the procedure until you’re exhausted. The salesperson will stay all day long, regardless of you. If you’re planning on , don’t be afraid to reserve the entire day at the dealership and take something to entertain your time as you wait out the salesperson. But you don’t have to go through the entire process within one day. It’s fine to take your time making an option. When you return to the prepared to buy Don’t be held captive. Speak up and say: “Give us your best price.” If the salesperson suggests going between you and their manager, tell them to text or email you the results. Your strategy: When you arrive at a dealer, immediately establish the pace of the procedure by saying something like “I’m here to take testing the car. Tomorrow, I’ll come back to discuss numbers.” 2. Psychological profiling: Car sales representatives get extensive training on how to analyze the weaknesses and needs of potential customers. Their quick assessment of customers ‘ needs allows them to answer scripted questions, and then lead the conversation. “Car salespeople are specially trained to convince people,” Bartlett says. “You’ll want to understand not just your weaknesses.” One question that you may be asked is “How do you want to spend each months?” Bartlett says that it’s crucial to keep this information in your wallet. “If you make it clear in advance, it could cause confusion. It leaves you vulnerable.” Be sure to insist upon it the day you test drive, and are currently the paperwork. It’s acceptable to let salespeople help answer some questions, but be aware that they may use facts against you for example, 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 come back to it later.” The best strategy is to Divide the process of buying into steps and concentrate only on one aspect at a time. Begin with the car you would like, and then move on to and put off any add-ons or to be discussed in a separate conversation. 3. The pressure of the “imminent event’ You know what you want and can afford . The salesperson then tells you the if you do not buy the car now and you’ll miss out on the huge sale or that someone else will come to see the vehicle. It’s a marketing tactic referred to as “the impending moment.” “People become more interested in getting something they know someone else wants or already has. The salespeople at the car dealership often take advantage of this,” says Ronald Burdge an attorney for lemon law. “Suppose you’re at the dealership to look around, and you decide to purchase a particular vehicle and the salesperson breaks the bad information to you, telling you that there’s already an investment in that car or there’s a buyer who said they’d come back later in the day for the purchase,” Burdge continues. “That’s usually followed by the invitation to put a on it or buy the car now before they come back. The impending event may be real however more often than not the story is just a sales gimmick to get you to make the purchase immediately.” “A auto dealer that will do that to you is likely to do a lot more every chance they receive,” Burdge says. Keep in mind that you can get that identical car in other places, whether at a different dealership or even on the internet. You can also simply buy another item. Your strategy: Look at the salesperson’s eyes and ask “Are you saying that if I come back tomorrow, you can’t sell me the car?” In other words the best way to defend yourself is to quit — or at least be prepared to walk away. 4. The “porcupine closing” this method the seller “sticks” potential buyers with the buyer with a question. It could be “If I could get you this monthly installment, would this be enough to get you to buy this car today?” Or “If I could get this car in midnight blue do you want to purchase this car now?” This strategy, called”the “if,” signals that the dealer is looking for the trigger to buy, according to LeeAnn Shattuck who is the creator of the Car Chick website and Car Chick TV. Your strategy: Your answer to this question should always be”no,” Shattuck states. Instead, explain to the salesperson you are shopping around with different dealers to determine the most affordable price. When you’ve compared the deals, you’ll need to make a buying decision. 5. The ‘Ben Franklin close’ This is a well-known. The way it works is the salesperson draws a line in the middle of the paper, and lists reasons to purchase the vehicle on one side, and the reasons not to buy on the other. This is a very common selling technique in the auto business and other industries. “The notion is that you’ll see that on the whole it is better off purchasing a new car,” Burdge says. “Of course, that actually depends on the information they write down and how accurate it is in the first place.” What you should be focused on during this tactic — including the monthly payment as well as your down payment and your length of time, the interest rate, and the overall price. “Know what those numbers should be, based on your budget before you go into the dealer, and make sure that you adhere to the numbers,” Burdge says. Your strategy: The best way to defuse this tactic is to label it. You can say, “That’s the Ben Franklin close.” This could cause a uncomfortable moment for the salesperson, but it will keep the tactic from continuing. 6. The ‘alternative choice closing’ This technique is among the most sought-after, 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 that could be a matter of whether you’d prefer a product in blue or red. Good car salespeople never ever ask you to answer a question since they don’t want give you a chance to choose not to. The key is that both options are readily available. “In the automobile business selling what’s on the lot,” Seidman says. “A smart consumer might say, ‘I’d like examine everything you’ve got.'” If a salesperson is trying to draw into a close, don’t take the bait. “You’re relaxed, you’re leisurely and you’re not yet ready to make a decision,” Seidman says. Your plan: Take a lesson from the political world. Refuse to answer by offering a non-committal response- like you’re interested in a variety of colors -and then shift to a new topic. 7. The drive to the back office The finance manager is among the most skilled people in this dealership Bartlett says. They’ll suggest that you pile on a bundle of things you don’t really need. Because you’re spending lots of money on the vehicle, you might be encouraged to buy security measures for interior staining, anti-theft devices including rustproofing and . “If you’ve taken your time during the buying process, don’t blow it with this final stage,” Bartlett says. It’s important to be certain of what you’re looking for and not add on, profit-driving extras — and then finalize the package. To ensure additional costs do not add up, you should go through line-by-line your bill, looking out for dealer fees you can . A few common ones to look for are preparation costs as well as title fees . Your strategy: Know the things you’re looking for and require before you visit the dealer and adhere to your plan. It is best to have financing secured and you should always remind the finance manager that you’ve got a plan and aren’t flexible. What influences a salesperson’s methods? Salespeople are typically under pressure to maximise the profit for each vehicle they sell in order to maximize their commissions which affects how they interact with you. The more a salesperson convinces you to pay for a vehicle, the more profits they earn. The commission they earn could be up to 25 percent of the price at the time of sale, Burdge says. Dealership management also gives bonuses to sellers of cars which were parked in the parking lot. There are more incentives from the manufacturer of the car for salespeople , or the dealership when they meet an agreed-upon sales goal for the specific model year or year of the vehicle according to Burdge. “Dealerships operate on a month-to-month basis , so at the end of each month, the sales team is especially eager to get more sales,” Burdge says. “At at the start of the month it’s usually more about profit per sale, so what amount of profit will be made from each automobile sold.” How to prepare to buy a car Before you begin your search for a car, it’s important to review what your wants and needs are, research the vehicles you’re interested in and nail the budget. The car you want should be the first factor you think about. Sedans, SUVs, trucks and minivans each have their own pricing and functions. Once you’ve identified the type of vehicle, research makes and models. Certain manufacturers have better reputations and warranties. The trims and features that are standard are also important to consider when you are shopping. Decide if you want to buy . A brand new car could have the most recent advancements in terms of safety, comfort, and performance, however it will cost you more at the cost and is valued significantly lower in the course of a year. Before visiting the dealer. Banks and online lenders provide low rates on auto loans, so it makes sense to get an idea of the potential monthly cost before you go to the dealership. starts wheeling out common tactics. Make your budget your guiding light throughout the shopping process. Before you set your feet on the dealership lot, it is vital to make sure you are balancing your needs for your vehicle and the amount you are able to spend. “The more you , the less likely that someone will try to convince you into a deal that doesn’t work for you or is something you’re not able to afford,” Burdge says. “Make your choices at home, and adhere to them when you head for the car dealer.” The ability to trust is key to a good deal Understanding the most common tactics will allow you to remain calm during negotiation. But it’s not only the one tool you have. Find out about other vehicles, and know the worth of your car before you go to the dealership. There’s no need to be an expert. You just need to be firm on how much you’re willing to spend and what you truly need.

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Authored by Personal Finance writer Dana Dratch is a personal lifestyle and finance writer who is a fan of everything about credit and money. With a degree in English and writing, she enjoys asking the questions everyone would want to ask and providing the answersand also smart financial tips from experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate since late 2021. They are dedicated to helping readers gain confidence to control their finances by providing detailed, well-studied facts that break down otherwise complicated subjects into bite-sized pieces.

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