Things You Need to Know About Car Dealers and Their Tactics

Auto dealers are experts of the craft and masters in the art of persuasion. They make money based on a commission from each car they sell. If they don’t close the deal, they don’t make the money. According to a Bank rate article, this means that many will use various schemes and tactics to make a sale.

Mind you, not all salespeople are out to swindle you. There are honest and not so honest ones. Odds are, you’ll cross at least one underhanded attempt to get you in a car fast. Auto dealers maximize profits through customer persuasion.

If you’re looking to change vehicles or purchase your first one, you’ve come to the right place. Without knowing how dealers operate, you end up at their mercy. To resist their aggressive and persuasive charm, here are some tactics to guard against.

Wait and Strike

One of the tactics that Bank rate details is all about time. Car dealers know how to use the time to their advantage while trying to persuade a customer. This tactic uses the car-buying process against you until you’re unable to wisely negotiate.

Salespeople make you wait, show you vehicle after vehicle, and talk about endless options. By the time you’re ready to make a decision, you’re tired and hungry and just want the deal finished. When you’re in this state, the salesperson can more easily persuade you to accept a deal that’s not right for you.

To guard against this tactic, let the salesperson know your intentions and schedule. If you’ve already narrowed your search to a specific vehicle, stick to looking at that vehicle only. Avoid letting the dealer drag you all over the lot to see vehicles you don’t want. And know that you can return at another time to continue the discussion.

Customer Profiling

A car dealer often probes customers for potential weak areas. For example, you may decide on a firm budget for your desired car. The salesperson asks questions or brings up topics to determine if you’ll go beyond your budget. Perhaps you’re looking for a compact car. Then the salesman brings up a slightly larger vehicle to gauge your reaction.

Car dealers use these profiling techniques constantly. Sometimes, it’s to determine if a customer is serious about buying or not. Other times, it’s to determine how much money a customer will spend on a vehicle.

Salespeople use this information to lead you on, so it is crucial to know your weak points before even going to a dealership. You can outsmart this tactic by acknowledging all the angles that might work against you. When you’re at the car lot, you control the situation as the buyer. Be firm about your price range and vehicle preferences. Not so firm as to be close-minded but firm enough to protect yourself and your finances. At the start, state what you’re looking for in very general terms and see where it leads. Then, you can disclose more information to the salesperson when you choose.

Limited Time Deals

Car dealers are always in the fast lane; they want to move vehicles constantly. Once they have your profile, they’ll eventually offer you the car they want to sell. However, this is the beginning of another sales tactic. Once they offer the vehicle, they’ll declare that it won’t be available if you walk away from the deal. This ruse is used to seal the deal as soon as possible. At first, you’ll think you are going to get a special car only to have it withdrawn if you hesitate. Anything but an immediate decision turns the deal into a limited-time offer.

Remember, you are the buyer. If the car is not the right deal or doesn’t meet your expectations, you can walk away from it. The decision-making power is yours alone, so avoid buying into being rushed or forced into an agreement. Most times, you’ll find a similar vehicle or similar deal at the same lot weeks later. Take your time to consider the situation and know you can always decline or shift to another vehicle.

The IF Technique

Be ready for any questions that begin with the word “if.” These questions can begin the moment you step on the lot. “If I can get this vehicle in blue, will you buy it?” “If I can get you a discount, will you take it?” “If I can get you this monthly payment, will you buy the car now?” Each seems like a tempting offer. However, it’s a technique used to close a deal before the workday is over. The salesperson is exploring your limits while trying to make you commit.

The question remains, are you comfortable saying yes? If the answer is no, then say so. If you know you’d rather look at another model or make of vehicle, then say no and move on. If you know you can’t afford the payment, don’t allow the salesperson to keep pushing you. And if you want to look on another lot, you can leave and do so. Be prepared beforehand to handle these “if” questions and make the best decision for you.

Takeaway

Not every car dealer is out to swindle or trick customers. However, when deciding to purchase a vehicle, you want to be prepared. Prioritize your preferences and finances over falling victim to various sales schemes. Wisely investing in a car takes time and consideration. Remember these tips to help you find the perfect car for you. Once you have picked your car, you can just hire a car transport service and have it delivered to you brand new!