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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 providing you with interactive tools and financial calculators, publishing original and objective content. This allows you to conduct research and compare data for free and help you make sound 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 products that appear on this website are provided by companies that pay us. This compensation can affect the way and where products appear on this website, for example, for example, the order in which they may appear in the listing categories in the event that they are not permitted by law. Our mortgage, home equity and other products for home loans. However, this compensation will have no impact on the information we provide, or the reviews that you see on this site. 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 17th January, 2023

Authored by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who is a fan of everything related to credit and money. With an education in English as well as writing, she enjoys asking the questions everyone would like to ask and then sharing the answers- along with smart money management tips 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 committed to helping readers to take control of their finances through providing concise, well-researched and well-documented facts that break down complicated topics into bite-sized pieces. The Bankrate promise

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We receive compensation for the placement of sponsored products andservices or by you clicking on certain links posted on our site. So, this compensation can influence the manner, place and when products appear in listing categories, except where prohibited by law. This is the case for our mortgage home equity, mortgage and other home lending products. Other factors, like our own proprietary website rules and whether a product is offered in the area you reside in or is within your own personal credit score may also influence the way and place products are listed on this website. We strive to provide an array of offers, Bankrate does not include details about every financial or credit product or service. The process of buying vehicles or cars has a lot of moving components. You have to haggle with car salespeople about price and bargain with lenders about an auto loan — all while trying to strike a 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 money,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is something they do every day, and the typical car buyer purchases a car every five or more years. It’s not a fair battle.” Take note of these tricks and take note of the following salesman advice to have an increased chances of getting the car you want from your next car purchase. The top 7 salesperson strategies to keep an eye on You will likely face high-pressure sales pitches when you visit a dealership. Here are seven of the most common techniques you may encounter. 1. Playing out the clock Some salespeople for cars use time as a tool, says Bartlett. They’ll sketch out the process until you’re exhausted. The salesperson will stay all day long, regardless of what you do. If you’re planning on , don’t be afraid to set aside an entire day to spend at the dealership and take something to entertain your time as you wait for the salesperson to arrive. You don’t have to complete the entire process in one day. It’s okay to make a decision. When you’re prepared to buy Don’t be held captive. Tell the salesperson: “Give us your best price.” Then, if the salesperson is willing to go between you and their boss, ask them to text or email you the results. Your plan of action: Once you arrive at a dealer, immediately begin the conversation by saying something like “I’m here to take a test drive. Tomorrow, I’ll come back to discuss numbers.” 2. Psychological profiling Sales staff get extensive training on how to identify the requirements and weaknesses of potential customers. Their quick evaluation of their customers ‘ needs allows them to tap into scripted questions, and then lead the way. “Car salespeople are specially trained to convince customers,” Bartlett says. “You’ll be looking to identify not only , but your weak spots.” One of the questions you might hear is “How much do you intend to spend every monthly?” Bartlett says that it’s crucial to keep this information in your purse. “If you declare this upfront, it may alter the course of action. It leaves you vulnerable.” Be sure to insist upon it the day you test drive, and are currently the paperwork. It’s fine to have car salespersons help you answer a few questions, but keep in mind that they can use any facts against you such as vanity, family needs or safety priorities and try to convince you to buy a 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.” Your plan of action: Divide the process of buying into phases and concentrate on one thing at each step. Start with the car you want, then move to the other options and save them to be discussed in a separate conversation. 3. The pressure of the ‘impending event’ You know the things you want, and you have . Then the salesperson says the if you do not buy the car now and you’ll miss out on the huge sale, or someone else will come to take a look at the car. That’s a sales tactic known as “the coming event.” “People are more interested in having something that they know that someone else would like or already has. Salespeople for cars often make use of that,” says Ronald Burdge, a lemon law attorney. “Suppose you’re in the car dealership and you decide to purchase an automobile and the salesman breaks the bad information to you, telling you that somebody else has already put a deposit on that car , or there’s a potential buyer who said they’d be back later today in order to take it home,” Burdge continues. “That’s usually followed by the request to place a deposit on it or buy the car now prior to when they return. The imminent event might be true however most of the time, the tale is a sales gimmick to get you to spring for the purchase right then and there.” “A dealership that does that to you is likely to do a amount more each time they get,” Burdge says. Keep in mind that you can get similar cars elsewhere, whether at another dealership or on the internet. You could also buy something else. The best strategy is to look the salesperson in the eye and say “Are you saying that if I come back next week, you won’t be able to offer me the vehicle?” In other words the best way to defend yourself is to just quit — or at least be prepared to do it. 4. The ‘porcupine close’ With this technique sellers “sticks” the potential buyer with the buyer with a question. It could be “If I could offer you this monthly installment, would that be what it takes for you to buy this car today?” Or “If I could get this car in midnight blue Would you be willing to buy it now?” This strategy, known as”the “if,” signals that the seller is trying to find your buying trigger, says 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 competitive price. When you’ve compared the offers, you plan to make a buying decision. 5. The Ben Franklin closing This one is a classic. Here’s how it works It’s when the person selling the product draws lines down the middle of the paper, and lists reasons to purchase the car on one side, and the reasons to not buy it on the other side. This is a popular marketing technique used in the automobile business and other industries. “The idea is to show that in the end, you would be better off purchasing a new car,” Burdge says. “Of course, it all depends on the information they write down and how true it is in the first place.” What you should be focused on the following aspects during this strategy — including the monthly payment as well as your down payment and the length of loan, interest rate, and total price. “Know what the numbers you’re required to be, based on your budget prior to when you visit the dealership, and be sure to stick to the numbers,” Burdge says. Your strategy: The most effective method to stop such a tactic is to name it. You can say, “That’s the Ben Franklin close.” This is likely to cause an uncomfortable moment for the salesperson, but it’ll also stop the technique from continuing. 6. The alternative choice close This technique is among 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, like whether you would prefer a product with red or blue. Good car salespeople never ask yes or no questions because they don’t want allow you to refuse. The trick is to know that both options are offered. “In the automobile business it’s all about selling everything that’s on the market,” Seidman says. “A intelligent buyer might think, ‘I’d like to take a look at all the things you have.'” If a salesperson is trying to draw you in with a different offer, do not take the lure. “You’re relaxed, you’re leisurely but you’re still not prepared to make a decision,” Seidman says. Your plan: Take a lesson from the political arena. Deflect the question by responding by offering a non-committal responseas if 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 knowledgeable people in the dealer, Bartlett says. They’ll advise you to add a bunch of that you don’t need. Because you’re spending a lot of money on your vehicle, you could be encouraged to buy security measures for interior staining, anti-theft devices including rustproofing and . “If you’ve been shrewd through the process of buying a car, don’t blow it with the final step,” Bartlett says. You’ll need to be crystal clear about what you want — presumably not tacked-on additional profit-making features and finally, you’ll need to finalize your package. To ensure additional costs aren’t a burden, look line by line through your bill, looking out for dealer fees you can . Some common ones to look for are preparation costs 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 in place and constantly remind the finance manager you have a set and you aren’t able to change. What factors influence a salesperson’s approach? Salespeople are usually under pressure to maximize the profits on each vehicle they sell to increase their commission, 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 could be up to 25% of the vehicle’s price at the time of sale, Burdge says. Dealership management also gives bonuses to sellers of cars which were parked on the lot. There are also additional bonuses from the manufacturer of the vehicle for salespeople , or the dealership if they have met the sales target for the specific model year or model according to Burdge. “Dealerships operate on a monthly , so at the end of each month, the sales personnel is particularly eager to get more sales,” Burdge says. “At the beginning of the month, it’s usually more about the amount of profit per sale. So how much profit is to be made on each automobile sold.” What are the steps to take to purchase a car prior to you begin your search for a car it is essential to think about what your wants and needs are, as well as research the models you’re interested in, and write the budget. What you require is the first thing you think about. Sedans, SUVs, trucks and minivans all have different prices and features. Once you know the type of vehicle, research makes and models. Certain manufacturers have better reputations and warranties. Standard features and trims should also be considered when you are shopping. Choose if you’d like to buy . A brand new car could have the latest innovations in safety, comfort and performance, however it comes at a higher price point and will be valued significantly lower in the course of a year. Before visiting the dealer. There are online and banks that provide affordable rates on auto loans, so it is logical to have an idea of your monthly payment before the salesperson is able to start introducing common methods. Utilize your budget as a guide throughout your shopping process. Before you set your feet on the dealership lot, it is essential to start by balancing your vehicle needs and the amount you can spend. “The greater your spending , the less likely it is 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 choices at home and make sure you stick to them once you leave for the car dealer.” Confidence is the main ingredient to finding a bargain. Knowing the most common tactics can help you remain confident during negotiation. But it’s not only the one tool you have. Explore different vehicles, understand 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 the amount you’re willing to spend and what you truly need.

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Written by Personal Finance Writer Dana Dratch is a personal lifestyle and financial writer who is a fan of all things money and credit. With an undergraduate degree of English and writing, she likes asking the kinds of questions that everyone would like to ask and sharing the answers -together with 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 since late 2021. They are committed to helping readers gain the confidence to control their finances with detailed, well-studied facts that break down otherwise complex topics into manageable bites.

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