6 Car Salesman Secrets To Know Before You Buy A Car
If you're about to buy a new (or used) car, here's how to beat a few of the most common sales tactics.
September 25, 2017
by R.J. Wilson
Americans are buying more new cars than ever before.
In 2016, U.S. drivers purchased a record setting 17.5 million light vehicles new, according to a report byThe Washington Post. While that trend isn’t expected to hold up through 2017, auto dealerships still aren’t hurting.
But while the industry flourishes, surveys show that Americans hate dealing with car salespeople. According to a 2015 Autotrader study, only 17 out of more than 4,000 respondents said that they preferred the current car-buying process to alternatives such as online shopping. That’s not 17 percent, by the way—only 17 individual people said that they enjoyed going to the dealership (and in our opinion, even that number seems a little high).
That’s partially because salespeople will do just about anything to sell their stock. We spoke with a former car salesperson, who asked to remain anonymous, about how modern dealerships operate. If you’re about to buy a new vehicle, here’s what you need to know.
1. Before you’ve even stepped onto the lot, they’re getting you ready to buy.
“We’re not above using tricks to get people in the door,” says our source, who worked as a salesperson at a city dealership for four years. “That might mean rotating the stock, putting up balloons, or advertising sales that aren’t really sales.”
Once you’ve stepped onto the lot, your salesperson will quickly try to start up a conversation to figure out how to sell to you. As soon as possible, they’ll start asking about your budget.
That’s where this next bit of information comes in handy…
2. They’re trained to sell based on incremental payments rather than the full price.
There are two reasons that dealerships focus on payments: First, monthly payments can hide the true cost of a vehicle.