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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 choices by offering you interactive tools and financial calculators, publishing original and objective content, by enabling you to conduct research and to compare information at no cost and help you make sound financial decisions. Bankrate has partnerships with issuers such as, but not limited to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make Money The offers that appear on this site come from companies who pay us. This compensation could affect how and where products appear on this site, including, for example, the order in which they may be listed within the categories of listing, except where prohibited by law. This applies to our mortgage, home equity and other home lending products. However, this compensation will affect the information we publish, or the reviews appear on this website. We do not include the full range 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 loves to talk about everything related to credit and money. With an undergraduate degree in English and writingskills, she loves asking the questions that everyone would ask if they could and sharing the answers -as well as 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 committed to helping readers feel confident to manage their finances through providing clear, well-researched information that breaks down complex topics into manageable bites. The Bankrate promises

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This compensation could influence the manner, place and in what order products appear within listing categories and categories, unless it is 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 or not a product is available within your area or at your self-selected credit score range could also affect the way and place products are listed on this website. Although we try to offer the most diverse selection of products, 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 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. Making mistakes can cost you dearly, so preparation is important. « The salespeople are specifically trained to protect you from your money, » says Jeff Bartlett, Consumer Reports’ managing editor for automobiles. « This is a skill that they practice daily, whereas the average car buyer buys one car every five or more years. It’s not fair. » Learn these gambits and take note of the following salesman tips to stand a better likelihood of getting what you’d like from your next car purchase. Seven salesperson techniques to watch out for You will likely face high-pressure sales pitches when you visit a dealer. These are the seven most popular techniques you may encounter. 1. The clock is being played out salespeople for cars use time to sell their products, says Bartlett. They’ll play out the procedure until you’re exhausted. The salesperson is going to stay all day long, regardless of you. So, if you plan to visit the dealership, don’t hesitate to make a plan for an entire day to spend at the dealership — and bring something to fill your time while waiting out the salesperson. However, you don’t need to go through the entire process within one day. It’s fine to take your time making an informed decision. If you are ready to make a purchase Don’t be held captive. Tell the salesperson: « Give us your best price. » If the salesperson suggests going between you and their boss, ask that they should text or email you the outcomes. Your strategy: When you arrive at a dealership, immediately set the pace of the procedure by saying something like « I’m here to take a test drive. Tomorrow, I’ll return to discuss numbers. » 2. Psychological profiling: Car sales representatives are provided with extensive training on how to break down the weaknesses and needs of potential customers. Their ability to quickly assess customers ‘ needs allows them to use scripted questions and guide the conversation. « Car salespeople are very specifically educated in the art of convincing customers, » Bartlett says. « You’ll want to understand not only , but your weaknesses. » One query you might hear is « How much do you intend to spend every month? » Bartlett says that it’s essential to keep that information in your wallet. « If you announce that beforehand, it can skew the process. This leaves you vulnerable. » Be sure to insist upon it the day you test drive, and are in the process of signing documents. It’s okay to let car salespersons help you answer a few questions, but remember that they may use information against you, such as vanity, family needs or safety priorities, to upsell you on a 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. » Your plan of action: Divide the process of buying into stages and focus only on one aspect at each step. Begin with the car you would like, and then move on to the other options and save them for a separate discussion. 3. The pressure of the ‘impending event’ is a constant reminder of the things you want, and you have . The salesperson tells you to you that, if don’t purchase the car now and you’ll miss out on the huge sale, or that someone else will come to look at the car. This is a tactic used to sell a car known as « the imminent occasion. » « People are more interested in having 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 an attorney for lemon law. « Suppose you’re in the dealership to look around, and you pick out one particular car and the salesperson delivers the bad news to you, saying somebody else has already put a deposit on that vehicle or that there’s a buyer who has said they’ll come back later in the day for the purchase, » Burdge continues. « That’s typically followed by an offer to either put a deposit price on the car or buy the car now before they come back. The upcoming event could be real however typically, the tale is a sales gimmick to get you to commit to the purchase immediately. » « A dealership that will do that to you is probably going to try a whole amount more each time they receive, » Burdge says. Be aware that you can find the exact car elsewhere, whether at another dealership or on the internet. You could also buy something different. Your strategy: Look the salesperson in the eye and say « Are you saying that if I return tomorrow, you can’t sell me the car? » In other words, your best defense is to leave or at the very minimum be prepared to do it. 4. The « porcupine close » this technique sellers « sticks » the potential buyer with a question. It could be « If I could offer you this monthly payment, would that be enough to get you to buy this vehicle today? » Or « If I can get this in midnight blue, would you be willing to buy this now? » This strategy, known as the « if, » signals that the seller is seeking the trigger to buy, according to LeeAnn Shattuck, 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’re comparing different dealers to determine the most affordable price. After you have compared your options, you’ll be able to purchase. 5. The ‘Ben Franklin Close’ This is a well-known. Here’s how it works It’s when the Salesperson draws a straight line down the middle of a piece of paper, and lists the reasons why you should buy the car on one side, and the reasons not to buy on the other. This is a popular selling technique in the auto business and other industries. « The concept is that you’ll see that on the whole, you would be better off purchasing a new car, » Burdge says. « Of course, it all depends on the information they write down and how accurate it is in the first place. » It is important to focus on about when you use this method which includes your monthly payments, your down payment, and also your length of time, the interest rate, and the overall cost. « Know what the numbers you’re required to be, in accordance with your budget prior to when you enter the dealer, and make sure to stick to the numbers, » Burdge says. Your plan of attack: The best way to defuse such a tactic is to identify it. Say, « That’s the Ben Franklin close. » This will likely create an awkward moment with an agent, however, it’ll keep the tactic from going on for long. 6. The ‘alternative choice closing’ This technique is among the most sought-after, says Dan Seidman, managing director at Read Emotions and author of « The Ultimate Guide to Sales Training. » You’re offered the option of choosing between two options such as whether you’d prefer a car 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 secret: Both choices are readily available. « In the car 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 attempts to lure into a close, don’t take the bait. « You’re relaxed, you’re leisurely and you’re not yet ready to make a decision, » Seidman says. Your plan: Take a lesson from the political arena. Refuse to answer by offering a non-committal responseas if you’re interested in a variety of colors -and then shift to a different subject. 7. The journey for the office back The finance manager is one of the most experienced people working at this dealership Bartlett says. They will recommend that you add a bunch of things you don’t really need. Since you’re spending a significant amount of money on your car, you may be urged to purchase interior stain protection and anti-theft equipment including rustproofing and . « If you’ve been shrewd throughout the car buying process make sure you don’t flinch at the final step, » Bartlett says. You’ll want to be certain of what you’re looking for and not add on, profit-driving extras — and then finalize the package. To ensure additional costs aren’t a burden, look through line-by-line your invoice, looking for fees from dealers that you could . The most common ones to check 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 adhere to your plan. You should ideally already have financing lined up, so consistently remind your finance manager that you’ve got a plan and don’t have the flexibility. What influences a salesperson’s methods? Salespeople are usually under pressure to maximise the profit of each vehicle they sell to earn more commissions, which affects how 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 percent of the final price of sale, Burdge says. Dealership management also gives bonuses to sellers of cars which were parked on the lot. There are still more bonuses from the manufacturer of the vehicle for salespeople or the dealership when they meet an agreed-upon sales goal for the specific model year or year of the vehicle according to Burdge. « Dealerships are run on a monthly basis , so at the end of the month the sales team is especially eager to make more sales happen, » Burdge says. « At the beginning of the month, it’s generally more about the amount of profit per sale. So what amount of profit will be made on each automobile sold. » How do you prepare to buy a car Before you start your car shopping It is important to consider what your needs and wants are, as well as research the models you’re interested in, and write to the bottom of your spending plan. The you need is the primary factor you think about. Trucks, SUVs, sedans and minivans are all available at different pricing and functions. Once you have identified the kind of vehicle, you can research the makes and models. Certain brands 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 new car may have the latest advancements in safety, comfort and performance, however it comes at a higher cost and is worth significantly less in a year. before visiting the dealership. Online and bank lenders can provide affordable rates on auto loans therefore it is logical to have an idea of your monthly payment before the salesperson starts wheeling out common tactics. Use your budget as your guide throughout your purchasing process. Before setting to the lot of the dealer, it’s crucial to begin be able to balance your car’s needs and the amount you can spend. « The greater your spending , the less likely that someone will talk you into buying something that isn’t suitable for you or that you’re not able to afford, » Burdge says. « Make your own choices at home and stick to them once you leave for the car dealer. » Be confident is main ingredient to a good deal Understanding the most common tactics will allow you to remain calm when negotiating. But it’s not the only tool you have. Research multiple vehicles, know the worth of your car before you visit the dealer. You don’t need to be an expert. You only need to be clear on how much you’re willing spend and what you really need.


Authored 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 in English as well as writing, she likes asking the questions everyone would like to ask and sharing the answers -together with strategies for managing money from experts. Written 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 confidence to manage their finances through providing precise, well-researched and concise details that cut otherwise complex topics into manageable bites.

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