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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 providing you with interactive financial calculators and tools that provide objective and unique content. We also allow users to conduct research and to compare information at no cost to help you make informed 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 Earn Money The deals that are displayed on this site come from companies that pay us. This compensation could affect how and where products appear on the site, such as, for example, the order in which they appear within the listing categories and other categories, unless prohibited by law. This applies to our mortgage or home equity, and also other home lending products. But this compensation does not influence the content we publish or the reviews you read on this site. We do not cover the entire universe of companies, or financial deals that might be available to you. Industrieblick/Adobe Stock

7 min read published 17th January, 2023

Dana Dratch wrote the article. 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 undergraduate degree of English and writing, she likes asking the kinds of questions people would ask if they could and then providing the answersas well as clever money management tips from the experts. The article was edited 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 feel confident to control their finances with precise, well-researched, and well-understood information that breaks down complex topics into manageable bites. The Bankrate promise

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This compensation could influence the manner, place and in what order products appear in listing categories, except where prohibited by law. We also offer mortgage, home equity and other home loan products. Other factors, such as our own website rules and whether a product is available in your area or at your personal credit score could also affect how and where products appear on this website. While we strive to provide an array of offers, Bankrate does not include information about every credit or financial item or product. The process of purchasing vehicles or cars is a complex one with many moving components. You have to haggle with sales representatives of the car and negotiate with lenders for an auto loan as well as trying to strike a deal for your trade-in. Mistakes will cost you and so it is essential to be prepared. “The salesmen are very specifically trained to keep you away from your money,” says Jeff Bartlett, Consumer Reports’ managing editor for cars. “This is a skill that they do every day, and the average car buyer buys a car every five or more years. It’s not a fair battle.” Take note of these tricks and consider the following car tips for salespeople to ensure more likelihood of getting what you’d like with your next purchase. Top 7 salesperson tactics to watch out for There are a lot of high-pressure sales pitches when you go to a dealership. Here are seven of the most well-known techniques you may encounter. 1. The clock is being played out salespeople for cars use time as a tool says Bartlett. They’ll play out the process until you’re exhausted. The salesperson is going to stay all day long, regardless of what you do. So, if you plan to go, don’t be frightened to reserve the entire day at the dealership and bring something to occupy your time as you wait for the salesperson to arrive. But you don’t have to complete the entire process in one day. It’s fine to take your time making a decision. When you return to the looking to purchase Don’t be held captive. Tell the salesperson: “Give us your best price.” Then, if the salesperson offers to go back and forth negotiating with their boss, ask them to send you the outcomes. Your plan of action: Once you arrive at a dealer, immediately begin the procedure by saying something like “I’m here for an evaluation drive. Tomorrow, I’ll come back to discuss numbers.” 2. Psychological profiling Car sales staff receive extensive training in how to analyze the requirements and weaknesses of potential customers. Their ability to quickly assess customers ‘ needs allows them to tap into scripted questions and guide the process. “Car salespeople are specifically trained to convince customers,” Bartlett says. “You’ll want to understand not just your weak spots.” One of the questions that you may be asked is “How do you want to spend every monthly?” Bartlett says that it’s essential to keep this information in your purse. “If you make it clear beforehand, it can alter the course of action. This leaves you vulnerable.” Make sure to insist on it after your test drive and are currently signing paperwork. It’s fine to have car sales representatives assist you with some questions, but remember that they could use the details against you for example, the need to please family members or safety considerations and try to convince you to buy the more expensive car 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 Divide the process of buying into steps and concentrate only on one aspect at each step. Start with the car you are looking for, then move onto and leave add-ons and to be discussed in a separate conversation. 3. The pressure of the ‘impending event’ is a constant reminder of what you want and can afford . The salesperson then tells you the if you do not buy the car today, you’ll miss the big sale, or that someone is going to come and take a look at the vehicle. It’s a marketing tactic referred to as “the imminent moment.” “People get more interested in getting something that they know that someone else would like 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 the car dealership and you choose one particular car and the salesperson delivers the bad news to youby saying that there’s already an investment in that car , or there’s a potential buyer who stated they’ll come back later in the day in order to take it home,” Burdge continues. “That’s usually followed by the invitation to put a on it or purchase the car now prior to when they return. The upcoming event could be true but more often than not the tale is an esoteric sales pitch to get you to spring for the purchase immediately.” “A dealership that will do that to you will most likely to offer a amount more each time they encounter,” Burdge says. Remember, you can find the exact car elsewhere, whether at another dealership or online. It is also possible to purchase another item. The best strategy is to look at the salesperson’s face and ask “Are you telling me that if I go back the next day, you’ll be unable to offer me the vehicle?” In other words the best way to defend yourself is to simply walk away or at the very minimum be prepared to do so. 4. The “porcupine close” this method the dealer “sticks” the potential buyer with an inquiry. It could be “If I were able to offer you this monthly payment, will that be what it takes for you to buy this car now?” Or “If I can get this in midnight blue Would you be willing to purchase this car today?” This strategy, called”the “if,” signals that the seller is trying to find your buying trigger, says LeeAnn Shattuck, creator of the Car Chick website and Car Chick TV. Your approach: Your response to this question must always be not yes, Shattuck states. Instead, tell the salesperson you’re shopping around with different dealers to determine the most competitive price. After you have compared your offers, you plan to make a buying decision. 5. The ‘Ben Franklin close’ It’s a classic. This is how it works the Salesperson draws a straight line down the middle of a piece of paper, and lists reasons to purchase the vehicle on one side and reasons to not buy it on the opposite side. This is a popular marketing technique used in the automobile industry , as well as elsewhere. “The notion is to show that in the end it is better off purchasing a new vehicle,” Burdge says. “Of course, it all depends on what they write down and how truthful it is.” You want to be focused on during this tactic which includes your monthly payment and your down payment and the length of time, the interest rate, and the overall cost. “Know what the numbers you’re required to be, according to your budget, before you enter the dealership, and make sure to stick to those figures,” Burdge says. Your strategy: The most effective method to stop such a tactic is to label it. Say, “That’s the Ben Franklin close.” Doing so could cause a awkward moment with your salesperson. However, it’ll keep the tactic from being repeated. 6. The ‘alternative choice closing’ 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 a choice between two things such as whether you’d prefer a car with red or blue. The best car salespeople don’t ask yes or no questions because they don’t want offer you the chance to say no. The secret: Both choices are readily available. “In the automobile business selling what’s available on the lot,” Seidman says. “A intelligent buyer might think, ‘I’d like to look at everything you have.'” If a salesperson tries to box into a close, don’t take the offer. “You’re comfortable, you’re slouch but you’re still not prepared to make a choice,” Seidman says. Your plan: Take an example from the political world. Refuse to answer with a noncommittal answer -like you’re interested by different colorsand then shift to a different topic. 7. The drive to the back office finance manager is one of the most knowledgeable people at the dealership, Bartlett says. They will recommend that you add a bunch of things you don’t really need. Because you’re spending a lot of money for the vehicle, you might be advised to buy interior stain protection such as anti-theft devices including rustproofing and . “If you’ve been shrewd through the process of buying a car, 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 or profit-driven extras and finally, you’ll need to finalize your package. To make sure that the additional costs don’t add up, go line-by-line through your bill, looking for dealer fees you can . A few common ones to look out for are vehicle preparation fees as well as title fees . Your plan: Determine what you need and want before you visit the dealer and stick to your mission. You should have financing lined up and constantly remind your finance manager that you’ve got a set plan and aren’t flexible. What influences a salesperson’s approach? Salespeople usually have pressure to maximize the profits for 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 a vehicle, the more profit they make. Their commission may be as high as 25% of the vehicle’s final sales price, Burdge says. Dealership management also gives bonuses to sellers of cars that may have been sitting at the dealership. There are also additional bonuses from the car manufacturer for salespeople or the dealership when meeting an agreed-upon sales goal for an individual model year or vehicle model Burdge says. Burdge. “Dealerships operate on a monthly which means that at the close of each month, the sales staff is particularly anxious to increase sales,” Burdge says. “At at the start of the month it’s generally more about profit per sale, so what amount of profit will be earned on every vehicle sold.” How do you prepare to buy a car Before you start your car shopping It is important to consider your requirements and desires. are, as well as research the models you’re interested in and nail to the bottom of your spending plan. What you require is the first thing that you take into consideration. Sedans, SUVs, trucks and minivans are all available at different price points and functionality. Once you’ve identified the type of vehicle, do some research on the manufacturer and models. Certain manufacturers have better reputations and warranties. Standard features and trims must be considered when shopping. Choose if you’d like to buy . A new vehicle may come with the latest advancements in safety, comfort and performance, however it comes at a higher cost and is valued significantly lower in the course of a year. before visiting the dealership. There are online and banks that provide competitive rates for auto loans and it is logical to have an idea of your potential monthly payments before the salesperson starts wheeling out common tactics. Use your budget as your guiding light throughout the purchasing process. Before you step to the lot of the dealer, it’s crucial to begin be able to balance your car’s needs and the amount you are able to spend. “The more you , the less likely it is that someone will try to convince you into buying something that isn’t suitable for you or is something isn’t within your budget,” Burdge says. “Make your choices at home and make sure you stick to them once you leave to go to the car dealership.” The ability to trust is most important factor to getting a good deal Understanding the most common tactics will help you stay confident during negotiation. However, it’s not the only tool you have. Find out about other vehicles, and know the value of your and you go to the dealership. You don’t need to be an expert. You only need to be clear about how much you’re willing to spend and what you truly need.


The article was 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 a degree of English and writingskills, she loves asking the questions everyone would like 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 the end of 2021. They are committed to helping readers gain the confidence to take control of their finances with clear, well-researched information that breaks down complicated subjects into bite-sized pieces.

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