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 interactive financial calculators and tools, publishing original and objective content. This allows users to conduct research and compare data for free and help you make sound financial decisions. Bankrate has agreements with issuers including, but not limited to American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Earn 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 the site, such as, for example, the sequence in which they appear within the listing categories and other categories, unless prohibited by law. Our mortgage, home equity and other home lending products. This compensation, however, does affect the information we provide, or the reviews appear on this website. We do not cover the full range of companies or financial offerings that could be accessible to you. Industrieblick/Adobe Stock
7 min read published 17th January, 2023
Written by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and finance writer who enjoys talking all things money and credit. With a degree of English and writing, she loves asking the questions everyone would ask if they could and then providing the answersas well as clever money management tips from the experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate since the end of 2021. They are passionate about helping readers feel confident to take control of their finances through providing concise, well-researched and well-documented information that breaks down complicated topics into bite-sized pieces. The Bankrate promises
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So, this compensation can affect the way, location and when products are listed in the event that they are not permitted by law for our mortgage home equity, mortgage and other home lending products. Other elements, such as our own website rules and whether the product is available in your area or at your own personal credit score may also influence the manner in which products appear on this site. While we strive to provide an array of offers, Bankrate does not include specific information on every financial or credit item or product. The process of buying vehicles or cars involves a number of moving components. You must negotiate with car salespeople about price and negotiate with lenders for an auto loan as well as trying to strike 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 keep you away from your cash,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is a skill they do every day, and the typical car buyer purchases an automobile every five years or so. It’s not a fair battle.” Take note of these tricks and think about the following salesman tips to stand a better chances of getting the car you’re looking for from your next car purchase. Top 7 salesperson tactics to keep an eye on There are a lot of intense sales calls when you visit a dealership. These are the seven most common strategies you might be faced with. 1. The clock is being played out car salespeople utilize time to sell their products, says Bartlett. They’ll play out the procedure until you’re exhausted. The salesperson is going to be there all day regardless of you. If you’re planning to visit the dealership, don’t hesitate to reserve an entire day to spend at the dealership — and take something to entertain your time while waiting for the salesperson to arrive. However, you don’t need to go through the entire process in one day. It’s okay to make a decision. When you return to the looking to purchase, don’t get held hostage. Say: “Give us your best price.” Then, if the salesperson offers to go back and forth with their manager, tell them to text or email you the outcomes. Your plan of action: Once you arrive at a dealership, immediately begin the process by saying “I’m here to take a test drive. Tomorrow, I’ll be back and talk numbers.” 2. Psychological profiling Car sales staff get extensive training on how to break down the needs and vulnerabilities of prospective customers. Their quick evaluation of their clients allows them to tap into scripted questions and guide the way. “Car salespeople are very specifically educated in the art of convincing people,” Bartlett says. “You’ll need to know not only , but your weak spots.” One query you could be asked is “How much are you looking to spend every month?” Bartlett says that it’s essential to keep this information in your wallet. “If you declare this in advance, it could alter the course of action. This could make you more vulnerable.” Insist on after your test drive and are currently signing paperwork. It’s acceptable to let sales representatives assist you with some questions, but remember that they could use the facts against you such as the need to please family members or safety considerations in order to sell you a more expensive car or . “Stay on your mission,” Bartlett says, and keep repeating this phrase: “Let’s focus on this. Let’s get back to that later.” Your strategy: Break down the purchase process into stages and focus on one thing at one time. Start with the car that you would like, and then move on to and leave add-ons and for a separate discussion. 3. The pressure of the “imminent event’ is a constant reminder of what you want and have . Then the salesperson says to you that, if don’t purchase the car now, you’ll miss the big sale or that someone is going to come and see the vehicle. This is a tactic used to sell a car known as “the coming occasion.” “People become more interested in having something that they know someone else is interested in or already has. Salespeople for cars often make use of this,” says Ronald Burdge, a lemon law attorney. “Suppose you’re at a car dealership and you pick out a particular vehicle and the salesperson breaks the bad news to youby saying that somebody else has already put an investment in that car or there’s a buyer who said they’d be back later today in order to take it home,” Burdge continues. “That’s generally followed by the request to place a deposit price on the car or buy it now, prior to when they return. The imminent event might be true, but typically, it’s just an esoteric sales pitch to get you to commit to the purchase immediately.” “A dealership that will do that to you will most likely to offer a whole lot more every chance they receive,” Burdge says. Be aware that you can find similar cars elsewhere, whether it’s at a different dealership or online. It is also possible to purchase something else. Your plan: Look the salesperson in the eye and say “Are you telling me that if I return the next day, you’ll be unable to offer me the vehicle?” In other words your best defense is to leave or at the very minimum be prepared to do so. 4. The “porcupine close” this technique sellers “sticks” potential buyers with an inquiry. This could be “If I were able to offer you this monthly installment, would that be enough to get you to buy this car today?” Or “If I could get this car in midnight blue, would you be willing to purchase this car right now?” This strategy, called”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 approach: Your response to this question must be”no,” Shattuck states. Instead, inform the salesperson that you’re comparing different dealers to determine the most competitive price. When you’ve compared the offers, you plan to purchase. 5. The Ben Franklin closing This one is a classic. This is how it works It’s when the Salesperson draws a straight line in the middle of a piece of paper, and lists the reasons why you should buy the vehicle on one side and reasons to not buy it on the opposite side. This is a popular selling technique in the auto industry and elsewhere. “The idea is that you’ll see that, on balance it’s more likely to buy a brand new car,” Burdge says. “Of course, that actually is contingent on what the buyer writes down and how accurate it is in the first place.” It is important to concentrate on the following aspects during this tactic that includes your monthly payment as well as your down payment and the length of loan, interest rate, and total cost. “Know what those numbers should be, in accordance with your budget, before you visit the dealer, and make sure that you adhere to those numbers,” Burdge says. Your plan of attack: The best way to defuse the tactic of a salesperson is to name it. You can say, “That’s the Ben Franklin close.” Doing so is likely to cause an uncomfortable moment for an agent, however, it will also stop the technique from continuing. 6. The alternative choice close This strategy is one of the most sought-after, says 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 that could be a matter of whether you’d prefer a product with red or blue. The best car salespeople don’t make you answer no or yes questions because they don’t want to offer you the chance to refuse. The trick is to know that both options are available. “In the business of cars selling what’s available 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 bait. “You’re at ease, you’re relaxed, you’re not ready to make a choice,” Seidman says. Your plan: Take a lesson from the political arena. Answer the question by offering a non-committal responseas if you’re interested in different colorsand then switch to a new topic. 7. The journey to the back office finance manager is among the most skilled people in this dealership Bartlett says. They’ll suggest that you add a bunch of unnecessary items. Because you’re spending lots of money for the car, you may be encouraged to buy interior stain protection such as anti-theft devices including rustproofing and . “If you’ve been strategic throughout the car buying process make sure you don’t flinch at this last step,” Bartlett says. It’s important to be specific about what you’re looking for — presumably not tacked-on, profit-driving extras — and then finalize the package. To make sure that the additional costs aren’t a burden, look through line-by-line your bill, looking for charges from the dealer that you could . 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 before going to the dealership and adhere to your plan. You should ideally already have financing lined up and you should always remind the finance manager that you have a set and aren’t flexible. What factors influence a salesperson’s methods? Salespeople are typically under pressure to make the most profit on each vehicle they sell to earn more commissions, and this influences how they communicate with you. The more a car salesperson convinces you to purchase the vehicle, the greater profit they make. The commission they earn could be up to 25 percent of the vehicle’s final sales price, Burdge says. In addition, dealership management offers bonuses for selling cars which were parked in the parking lot. There are also additional bonuses from the car manufacturer for salespeople , or the dealership when they meet the sales target for a particular model year or model according to 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 at the start of the month it’s typically more about profit per sale. So the amount of profit to be earned on every vehicle sold.” What are the steps to take to buy a car Before you begin your search for a car it is essential to think about what your needs and wants are, as well as research the models you’re interested in, and write down your budget. What you require is the primary factor you think about. Trucks, SUVs, sedans and minivans all have different pricing and functions. Once you have identified the kind of vehicle, research makes and models. Certain brands have better reviews and warranties. The trims and features that are standard must be considered when you are shopping. Decide if you want to buy . A new car may have the most recent advancements in terms of safety, comfort and functionality, but it’s priced at a higher cost and is much less valuable in the next year. before visiting the dealership. Online and bank lenders can provide low rates for auto loans, so 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 during the shopping process. Before you step to the lot of the dealer, it is essential to start by balancing your vehicle needs and the amount you can spend. “The more you , the less likely that someone will try to convince you into something that won’t work for you or that you’re not able to afford,” Burdge says. “Make your decisions at home and stick to them after you go to go to the car dealership.” The ability to trust is key to an effective deal. Understanding the most common tactics can help you remain confident when negotiating. However, it’s not the only tool you have. Research multiple vehicles, know the value of your and you visit the dealer. It doesn’t matter if you’re an expert — you only need to be clear on the amount you’re willing spend and what you actually need.
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Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about everything about credit and money. With an undergraduate degree of English and writingskills, she enjoys asking the questions everyone would want to ask and then sharing the answerstogether with strategies for managing money from experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been editing and writing for Bankrate from late 2021. They are committed to helping readers gain confidence to take control of their finances with clear, well-researched information that breaks down otherwise complex topics into manageable bites.
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