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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 smarter financial decisions by offering you interactive financial calculators and tools, publishing original and objective content, by enabling you to conduct research and compare information for free and help you make informed financial decisions. Bankrate has agreements with issuers such as, but not restricted to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Earn Money The offers that appear on this website are provided by companies that compensate us. This compensation could affect how and where products appear on this site, including for instance, the sequence in which they appear in the listing categories in the event that they are not permitted by law for our mortgage or home equity, and also other home loan products. However, this compensation will affect the content we publish or the reviews you see on this site. We do not cover the universe of companies or financial offers that may be open to you. Industrieblick/Adobe Stock

7 minutes read. Published 17th January, 2023

Dana Dratch wrote the article. Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal lifestyle and finance writer who is a fan of all things money and credit. With an education of English and writingskills, she loves asking the kinds of questions people would ask if they could and sharing the answers -and also the most effective money management advice from experts. Written by Rhys Subitch Edited by Auto loans editor Rhys has been writing and editing for Bankrate since late 2021. They are passionate about helping readers to manage their finances by providing clear, well-researched information that breaks down otherwise complicated topics into bite-sized pieces. The Bankrate promises

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This compensation could affect the way, location and in what order items appear in listing categories in the event that they are not permitted by law for our mortgage home equity, mortgage and other home loan products. Other elements, such as our own website rules and whether the product is offered in your area or at your own personal credit score may also influence the manner in which products appear on this website. Although we try to offer a wide range offers, Bankrate does not include specific information on each credit or financial product or service. The process of buying an automobile or a car involves a number of moving components. You have to haggle with car salespeople over price and negotiate with lenders for an auto loan and all the while trying to negotiate a agreement for your trade-in. Making mistakes can cost you dearly and so it is essential to be prepared. “The salespeople are specially trained to separate you from your cash,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is a skill that they do every day, and the average buyer of a car buys one car every five years or so. It’s not a fair battle.” Learn these gambits and take note of the following tips for salespeople to ensure a better chances of getting the car you want when you buy your new car. Seven salesperson techniques 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 popular techniques you may come across. 1. Playing with the clock car salespeople utilize time to sell their products, says Bartlett. They’ll play out the process until you’re exhausted. The salesperson is going to stay all day long, regardless of your. So, if you plan to go, don’t be frightened to set aside all day in the showroom — and bring something to fill your time while waiting for the salesperson. But you don’t have to go through the entire process in a single day. It is fine to make an option. If you are prepared to buy Don’t be held captive. Say: “Give us your best price.” Then, if the salesperson is willing to go back and forth with their boss, ask that they should text or email you the results. Your plan of action: Once you arrive at a dealership, you must immediately establish the pace of the process by saying “I’m here to take a test drive. Tomorrow, I’ll come back to discuss numbers.” 2. Psychological profiling: Car sales representatives are provided with extensive training on how to analyze the needs and vulnerabilities of prospective customers. Their ability to quickly assess customers allows them to answer scripted questions, and then lead the conversation. “Car salespeople are very specifically trained to convince customers,” Bartlett says. “You’ll be looking to identify not only , but your weak spots.” One question you might hear is “How do you want to spend each month?” Bartlett says that it’s important to keep this information in your pocket. “If you announce that beforehand, it can skew the process. It leaves you vulnerable.” Insist on after your test drive and are currently signing paperwork. It’s okay to let car salespeople help answer some questions, but keep in mind that they could use the facts against you including vanity, family needs or safety concerns, to upsell you on a more expensive car or . “Stay on your mission,” 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 stages and focus on only one at a time. Start with the car you are looking for, then move onto and leave add-ons and for separate discussions. 3. The stress of the ‘coming event’ is a constant reminder of what you want and can afford . The salesperson tells you that if you don’t purchase the car now, you’ll miss the big sale, or 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 they know someone else is interested in or already has. The salespeople at the car dealership often take advantage of that,” says Ronald Burdge an attorney for lemon law. “Suppose you’re at a dealership to look around, and you pick out a particular vehicle and the salesperson breaks the bad information to you, telling you that there’s already an offer on the vehicle or that there’s a buyer who stated they’ll return later today in order to take it home,” Burdge continues. “That’s generally followed by the request to place a deposit on it or buy the car now before they come back. The imminent event might be real but most of the time, it’s just an esoteric sales pitch to get you to spring for the purchase immediately.” “A car dealer who is willing to do this to you is likely to do a of a lot more than they encounter,” Burdge says. Remember, you can find the exact car elsewhere, whether at another dealership or on the internet. It is also possible to purchase another item. Your strategy: Look the salesperson in the eye and say “Are you saying that if I go back the next day, you’ll be unable to sell me the car?” In other words, your best defense is to just leave — or at the very least be prepared to walk away. 4. The “porcupine closing” this method, the dealer “sticks” potential buyers with an inquiry. It could be “If I were able to offer you this monthly payment, will this be enough for you to buy this car today?” Or “If I could get this car in midnight blue Would you be willing to purchase this car today?” This strategy, known as”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. The strategy you choose to follow: Your answer to this question must be no, Shattuck states. Instead, tell the salesperson you’re comparing different dealers to determine the best overall deal. When you’ve compared the deals, you’ll need to take a decision. 5. The ‘Ben Franklin Close’ This one is a classic. Here’s how it works the Salesperson draws a straight line across the middle of a piece paper, stating reasons to purchase the car on one side and reasons not to purchase on the opposite side. This is a very common selling technique in the auto industry , as well as elsewhere. “The idea is that you will see that on the whole it is more likely to buy a brand new vehicle,” Burdge says. “Of course, it all is contingent on what the buyer writes down and how accurate it is in the first place.” You want to focus on about when you use this method — including the monthly payment, your down payment, and your length, interest rate and overall cost. “Know what those numbers should be, according to your budget, before you go into the dealership, and make sure that you adhere to the numbers,” Burdge says. Your plan of attack: The best method to stop this tactic is to identify it. You can say, “That’s the Ben Franklin close.” This will likely create an awkward situation with an agent, however, it will also stop the technique from continuing. 6. The alternative choice close This strategy is one of the most popular, says Dan Seidman, managing director at Read Emotions and author of “The Ultimate Guide to Sales Training.” The client is given a choice between two things such as whether you’d prefer a car that is red or blue. The best car salespeople don’t ask yes or no questions because they don’t want give you a chance to refuse. The trick is to know that both options are available. “In the automobile business, you sell what’s on the lot,” Seidman says. “A knowledgeable buyer could say, ‘I want to examine everything you’ve got.'” If a salesperson attempts to lure you in with a different close, don’t take the bait. “You’re comfortable, you’re slouch and you’re not yet ready to make a final decision,” Seidman says. The strategy you can use: Learn an example from the political world. Deflect the question by responding with a non-committal answerlike you’re interested by a variety of colors -and then switch to a new topic. 7. The trip into the rear office The finance manager is among the most experienced people working at the dealership, Bartlett says. They’ll advise you to put on a lot of that you don’t need. Since you’re spending a significant amount of money on your vehicle, you might be encouraged to buy security measures for interior staining such as anti-theft devices such as rustproofing, and . “If you’ve been shrewd during the buying process, 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 or profit-driven extras and finally, you’ll need to finalize your package. To make sure that the 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 car preparation fees as well as title fees . The best strategy is to know the things you’re looking for and require prior to visiting the dealer and stick to your mission. It is best to have financing in place and constantly remind the finance manager you have a set and you aren’t able to change. What influences a salesperson’s tactics? Salespeople are typically under pressure to make the most profit of each vehicle they sell in order to maximize their commissions and this affects the way they interact with you. The more a salesperson can convince you to buy an automobile, the greater the profit they can earn. The commission they earn could be up to 25% of the final sales price, Burdge says. In addition, dealership management gives bonuses to sellers of cars which were parked at the dealership. There are also additional bonuses from the car manufacturer for salespeople or the dealership when meeting the sales target for an individual model year or model, says Burdge. “Dealerships operate on a month-to-month basis , so at the end of each month, the sales staff is particularly anxious to increase sales,” Burdge says. “At at the start of the month it’s typically more about profit per sale, so how much profit is to be earned on every vehicle sold.” What are the steps to take to purchase a car prior to you embark on car shopping it is essential to think about what your wants and needs are, research the vehicles you’re interested in, and write down your budget. The you need should be the first factor you think about. Sedans, SUVs, trucks and minivans each have their own 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 shopping. Consider whether you would like to go . A new car may have the most recent advancements in safety, comfort and function — but it comes at a higher price point and will be valued significantly lower in the course of a year. Before you visit the dealership. Banks and online lenders offer affordable rates for auto loans, so it’s a good idea to have an idea of the potential monthly payments before the salesperson begins to explain the most common strategies. Use your budget as your guide throughout your purchasing process. Before setting your feet on the dealership lot, it is vital to make sure you are balancing your needs for your vehicle with the amount you’re able to spend. “The more you spend, the less likely 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 decisions at home and make sure you stick to them when you head to go to the car dealership.” The ability to trust is main ingredient to finding a bargain. Knowing the most commonly used strategies will help you stay confident during negotiation. But it’s not the only instrument you can use. Explore different vehicles, understand the value of your and you go to the dealership. It doesn’t matter if you’re a pro — you only need to be clear about how much you’re willing to pay and what you truly need.

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Authored by Personal Finance writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about all things money and credit. With an education in English and writing, she likes asking the questions everyone would like to ask and sharing the answers -together with financial tips from 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 gain confidence to take control of their finances with precise, well-researched and concise details that cut otherwise complicated subjects into bite-sized pieces.

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