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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 aim is to assist you make smarter financial decisions by offering you financial calculators and interactive tools as well as publishing objective and original content. This allows users to conduct studies and compare information for free – so that you can 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 products that appear on this website are provided by companies that compensate us. This compensation may impact how and when products are featured on the site, such as for instance, the order in which they may appear in the listing categories and other categories, unless prohibited by law for our mortgage, home equity and other home lending products. But this compensation does have no impact on the content we publish or the reviews you read on this site. We do not cover the universe of companies or financial offerings that could be available to you. Industrieblick/Adobe Stock

7 min read published 17 January 2023

Authored by Dana Dratch Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about everything related to credit and money. With an education of English and writing, she loves asking the questions everyone would ask if they could and then providing the answers- along with the most effective money management advice from the experts. The article was edited 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 with clear, well-researched information that breaks down complicated topics into bite-sized pieces. The Bankrate guarantee

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If you have questions about money. Bankrate has answers. Our experts have been helping you manage your finances for more than four years. We are constantly striving to provide our readers with the professional guidance and the tools necessary to make it through life’s financial journey. Bankrate follows a strict policy, which means you can trust that our information is trustworthy and precise. Our award-winning editors and journalists provide honest and trustworthy information to assist you in making the best financial decisions. The content we create by our editorial staff is factual, objective, and not influenced by our advertisers. We’re transparent about how we are able to bring quality information, competitive rates and valuable tools to our customers by explaining how we make money. Bankrate.com is an independent, advertising-supported publisher and comparison service. We receive compensation for the promotion of sponsored goods and, services, or when you click on certain links posted on our site. So, this compensation can influence the manner, place and in what order products appear in listing categories in the event that they are not permitted by law. We also offer mortgage or home equity products, as well as other products for home loans. Other elements, such as our own rules for our website and whether the product is available within the area you reside in or is within your 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 information about every financial or credit products or services. The process of buying a or vehicle has a lot of moving parts. You have to haggle 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 keep you away from your money,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is something they apply every day, while the average buyer of a car buys an automobile every five or more years. It’s not fair.” Take note of these tricks and take note of the following tips for salespeople to ensure an increased chance of getting what you want with your next purchase. Seven salesperson techniques to be aware of There’s a good chance you’ll be confronted with aggressive sales pitches whenever you visit a dealership. These are the seven most popular techniques you may encounter. 1. The clock is being played out car salespeople use time as a tool says Bartlett. They’ll play out the process until they’re exhausted. The salesperson will remain there for the entire day, regardless of your. Therefore, if you’re planning to visit the dealership, don’t hesitate to reserve the entire day at the dealership — and take something to entertain your time while you wait for the salesperson. However, you don’t need to complete the entire process within one day. It’s okay to make a decision. If you are looking to purchase do not be held hostage. Tell the salesperson: “Give us your best price.” If the salesperson offers to go back and forth negotiating with their boss, ask them to text or email you the results. Your strategy: When you arrive at a dealership, you must immediately begin the conversation by saying something like “I’m here for an evaluation drive. Tomorrow, I’ll come back and talk numbers.” 2. Psychological profiling Car sales staff receive extensive training in how to break down the requirements and weaknesses of prospective customers. Their quick assessment of clients allows them to answer scripted questions and guide the process. “Car salespeople are very specifically trained in how to persuade customers,” Bartlett says. “You’ll want to understand not just your weak spots.” One of the questions you might hear is “How much do you intend to spend each monthly?” Bartlett says that it’s crucial to have that information in your wallet. “If you announce that upfront, it may skew the process. It leaves you vulnerable.” Make sure to insist on it the day you test drive, and are in the process of the paperwork. It’s okay to let car salespeople help answer some questions, but remember that they could use the details against you such as desires for family, vanity or safety concerns, to upsell you on an expensive vehicle or . “Stay on your mission,” Bartlett says, and keep repeating this phrase: “Let’s focus on this. We’ll come back to it later.” The best strategy is to break down the buying process into steps and concentrate only on one aspect at one time. Begin with the car you are looking for, then move onto the other options and save them for a separate discussion. 3. The stress of the ‘coming moment’ You know what you want and can afford . The salesperson tells you that if you don’t purchase the car today, you’ll miss the big sale or that someone else will come to look at the car. It’s a marketing tactic referred to as “the coming event.” “People get more interested in getting something they know that someone else would like or already owns. The salespeople at the car dealership often take advantage of this,” says Ronald Burdge, a lemon law attorney. “Suppose you’re at a car dealership and you decide to purchase an automobile and the salesperson breaks the bad news to you, saying someone else already has an investment in that car , or there’s a potential buyer who stated they’ll come back later in the day for the purchase,” Burdge continues. “That’s usually followed by the offer to either put a deposit price on the car or buy it right now before they come back. The imminent event might be real however typically, the tale is an esoteric sales pitch to get you to spring for the purchase right then and there.” “A auto dealer that will do that to you will most likely to offer a amount more each time they receive,” Burdge says. Keep in mind that you can get the exact car elsewhere, whether it’s at a different dealership or on the internet. You can also simply buy another item. Your plan: Look the salesperson in the eye and ask “Are you saying that if I go back the next day, you’ll be unable to offer me the vehicle?” In other words your best defense is to simply walk away or at the very minimum be prepared to do it. 4. The ‘porcupine close’ With this method, the dealer “sticks” potential buyers with an inquiry. This could be “If I could get you this monthly payment, would this be enough for you to buy this vehicle today?” Or “If I can purchase this in midnight blue Would you be willing to buy it today?” This strategy, also known as”the “if,” signals that the seller is trying to find the trigger to buy, according to LeeAnn Shattuck, the creator of The Car Chick website and Car Chick TV. Your approach: Your response to this question must be no, Shattuck states. Instead, tell the salesperson you are shopping around with different dealers to determine the most affordable price. After you have compared your offers, you plan to make a buying decision. 5. The ‘Ben Franklin close’ This one is a classic. The way it works is the salesperson draws a line in the middle of a piece of paper, listing reasons to purchase the vehicle on one side and reasons to not buy it on the other. This is a very common marketing technique used in the automobile industry , as well as elsewhere. “The concept is to show that, on balance, you would be better off purchasing a new car,” Burdge says. “Of course, that actually is contingent on what the buyer writes down and how true it is in the first place.” You want to concentrate on the following aspects during this tactic which includes your monthly payments and your down payment and also your length, interest rate and total price. “Know what the numbers you’re required to be, based on your budget, before you enter the dealer, and make sure you stick to the numbers,” Burdge says. Your strategy: The best way to defuse the tactic of a salesperson is to name it. You can say, “That’s the Ben Franklin close.” If you do this, it could cause a awkward moment with an agent, however, it’ll keep the tactic from being repeated. 6. The ‘alternative choice closing’ This tactic is one of the most well-known, according to Dan Seidman, managing director at Read Emotions and author of “The Ultimate Guide to Sales Training.” You’re given the option of choosing between two options, like whether you would 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 offered. “In the business of cars it’s all about selling everything that’s on the market,” Seidman says. “A knowledgeable buyer could say, ‘I’d like take a look at all the things you have.'” If a salesperson attempts to lure into a close, don’t take the offer. “You’re at ease, you’re relaxed and you’re not yet ready to make a decision,” Seidman says. The strategy you can use: Learn lessons from the political world. Refuse to answer with a non-committal answeras if you’re interested in various colors- before switching to a different subject. 7. The trip to the back office finance manager is among the most knowledgeable people at the dealer, 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 for the vehicle, you could be advised to buy security measures for interior staining and anti-theft equipment including rustproofing and . “If you’ve been shrewd throughout the car buying process Don’t let it slip through the cracks at this final stage,” Bartlett says. You’ll need to be crystal certain of what you’re looking for and not add on or profit-driven extras and finalize that package. To ensure that additional expenses do not add up, you should go line by line through your invoice, looking for fees from dealers that you could . A few common ones to look out for are vehicle preparation fees along with title fees . The best strategy is to know what you need and want before going to the dealership and adhere to your plan. It is best to have financing in place, so consistently remind the finance manager you’ve got a plan and you aren’t able to change. What affects a car salesperson’s methods? Salespeople are typically under pressure to make the most profit of every vehicle they sell in order in order to maximize their commissions and this affects the way they communicate with you. The more a car salesperson convinces you to buy the vehicle, the greater the profit they can earn. Their commission may be up to 25 percent of the car’s final sales price, Burdge says. In addition, dealership management offers bonuses for selling cars that may have been sitting on the lot. There are still more bonuses from the manufacturer of the vehicle for salespeople , or the dealership when they meet a sales quota on a particular model year or year of the vehicle, says Burdge. “Dealerships operate on a month-to-month basis and at the end of the month , the sales staff is particularly anxious to increase sales,” Burdge says. “At at the start of the month it’s typically more about the amount of profit per sale, so how much profit is to be earned on every car sold.” What are the steps to take for buying a car before you embark on car shopping it is essential to think about what your wants and needs are, as well as research the models you’re interested in, and write down your budget. The you need is the primary factor you consider. Sedans, SUVs, trucks and minivans each have their own prices and features. Once you know the type of vehicle, research makes and models. Certain brands have better reviews and warranties. Standard features and trims are also important to consider when shopping. Decide if you want to buy . A new car may have the latest innovations in safety, comfort and function — but it’s priced at a higher cost and is worth significantly less in a year. before visiting the dealership. Online and bank lenders can offer competitive rates on auto loans therefore it’s a good idea to have an idea of your potential monthly payments before the salesperson begins to explain the most common strategies. Make your budget your guide throughout your buying process. Before you step to the lot of the dealer, it is vital to make sure you are balancing your needs for your vehicle and the amount you are able to spend. “The greater your spending , the less likely that someone will talk you into something that won’t work for you or that you’re not able to afford,” Burdge says. “Make your choices at home and stick to them when you head for the car dealer.” Be confident is main ingredient to finding a bargain. Knowing the most commonly used strategies will help you stay confident in negotiations. But it’s not the only instrument you can use. Research multiple vehicles, know the value of your vehicle before you go to the dealership. It doesn’t matter if you’re an expert — you just need to be firm on how much you’re willing spend and what you truly need.

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Written by Personal Finance Writer Dana Dratch is a personal finance and lifestyle writer who loves to talk about all things money and credit. With a degree in English and writingskills, she likes asking the questions everyone would want to ask and providing the answerstogether with financial tips 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 dedicated to helping readers gain the confidence to control their finances with precise, well-researched and concise facts that break down otherwise complex topics into manageable bites.

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