P. 1
CAR Dealer Tricks and Tactics

CAR Dealer Tricks and Tactics

Views: 29|Likes:
Published by shaooo

More info:

Published by: shaooo on May 25, 2011
Copyright:Attribution Non-commercial


Read on Scribd mobile: iPhone, iPad and Android.
download as DOCX, PDF, TXT or read online from Scribd
See more
See less





Dealer Tricks and Tactics

Knowledge is power, they say, and if you arm yourself with the knowledge of a dealer's methods to sell cars, you'll be better equipped to avoid buying the wrong car and get yourself a better deal. Read on.

"I am new to this job"
The salesperson may tell you that he is new on the job, just out of training and on probation, and he needs to make a few sales to retain his job. To further this he will hand you business cards that are hand-written, not printed because he needs to make sales before he can get his own personalized business cards. By doing of this, the salesperson hopes to make you feel that they are going through this with you as a learning experience and that they are just as new to this as you are. They may even try to make you the teacher so that you feel more in control. What you should do There are two ways to avoid this scam, the first of which is identifying it. Tell the salesman that you need to see someone who knows about everything you will need. This will force him to start acting as though he know what he is doing to keep you as his customer. The second is to play along with it and be in charge of the situation. Ask for everything you want and when he says that he doesn't think his sales manager will go for any of that, tell him you need to see his sales manager because his lack of training and experience is not helping you buy your car. Either one of these solutions will make the salesman feel as though his trick isn't working and he'll either shape up or you can deal directly with the sales manager.

Controlling the conversation
Dealers often try to "control the conversation" when making a deal. They have many ways to try to do this but the most popular is asking too many questions and answering all of your questions with questions. They will need to ask several questions in order to determine what you're looking for but once you get past those questions, the rest are designed to keep them in the drivers seat and to not give you a chance to stop and think about what's going on. It's hard to think about what's going on when someone is throwing a million questions at you. What you should do Don't be afraid to ask them for a minute to think or to step outside. You are the one in control, not them. Make sure they understand that. If a salesman is answering all of your questions with questions, repeat your question. Don't answer his question without having yours answered first. Let him know that you would like your question answered by telling him, "You didn't answer my question" or "You shouldn't answer a question with a question." They don't like to lose control of the conversation, but stay calm and firm and turn the conversation around. You may have to try a couple of times if they seem unwilling to give up that control but sooner or later they will have to

" When a salesman does this. and leave. When you answer this question. If they are stubborn and refuse. If they refuse to make the deal on your terms. What you should do You can avoid the question by either telling them that there is nothing that could get you into this car today (unless it was free) or simply tell them that the price is too high. they'll tell you they can work on those for you. suddenly they have something else to bargain with.concede. Go out and grab one. Your salesman will act as the good salesman who is supposed to be on your side. This is played in order to wear down the customer until they are willing to agree to other terms just to get out of there. What you should do . there are ten other salesman walking around the dealership waiting for a potential customer. I'm good. I'm helping you! This trick is played as there is a good salesman and a bad salesman. they'll tell you they can find something you¶ll like. If you tell them it's the color. you feel obliged to answer which gives them more leverage to work with. As you are leaving the salesman will either try to stop you and give you a better deal or let you go if that is in fact his best offer. "What do I have to do to get you into this car today?" This is their famous question. What you should do When a salesman says this. otherwise known as "take it or leave it. The most famous question How many times have you heard a salesman ask. The part of the bad salesman will be played by another salesman or a sales manager. your best option is to leave it. This answer gives you some leverage because now they will try to work with you on the most important aspect: the price of the car. leave or go out in the lot and find a different salesperson. it is to scare you into thinking this is the best you are going to get anywhere ± so you better buy it now. He will try to act as though he is willing to help you with anything you need to get into your new car. If you tell them it's the payments. Take it or leave it A salesman will act as if he has cut every possible corner for you and give you the "this is it" phrase. All salesmen ask it and for one simple reason. If that was his best offer. it will still be there if you shop around and return. If they will not get one someone else to attend to you. ask for a different salesperson or the sales manager. The good salesman will try to take all of your offers while the bad salesman will shoot down all of them.

How to handle dealer? y y y y Let the salesperson know that you are in the market and looking at different vehicles. but don't talk price. Take a test drive. do it one issue at a time. Don't be pressured into making any commitment regardless of what the dealer tells you. If you rush into a deal. A quality salesperson will be able to explain the benefits of his car over the competition. are you prepared to do business today?" etc. The purpose of these questions is to get a commitment from you without the dealer committing anything to you. Dealers love to negotiate with you right after the test drive. . " Let me go check with my manager". If you say yes to any of these questions you are simply narrowing the range of negotiations and the dealer will continue to negotiate until you start saying "NO". Beware of phrases like : "The best price is the price you¶re willing to pay". when you are at an emotional high.When going through the negotiations. you may end up regretting the decision. This in turn will wear them down and they will be less likely to shoot down every offer you make. "If I give you a good price.

operation. you can cut the risk of buying a car that will fall apart and become a black hole for your money. . try E-LOAN for a car loan. A used car. secure in the knowledge that you paid a fair price for your set of wheels. If you are in the market to buy a used car and need some extra cash.Used car buying tips Buying a used car is more complicated than buying a new one. But used-car buying need not be as fraught with anxiety and terror as some may think. If you are living on limited means. Not all aspects of buying a used car are bad. that car is your problem no matter what happens. Narrowing down your dream list is a bit more difficult for used cars than new cars because there are so many more used vehicles. will not have most of these fees. Choosing a Used Car How much could you afford? Before you begin your search for a good deal on a used car. There are concerns about what may be breaking or already been fixed. the car is under warranty ² at least for a period of time. Another concern with buying a used car is the warranty. If you are not going to finance the used car. Buying an "as is" car is very risky ± once you hand over that money and sign your name on the dotted line. you will soon be driving the car of your dreams. Talk to friends or acquaintances who drive cars that appeal to you. maintenance and repair costs. When buying a new car. you will only have to get liability insurance which is much cheaper than full coverage which is required when financing any car. spend time considering many of the same factors that would apply to a new car purchase: how you will use the vehicle. If something does go wrong. Used cars can be the smartest way to go sometimes. you need to anticipate future needs and lifestyle changes. with a new car you get peace of mind ± no one has driven the vehicle carelessly or failed to have it maintained on a regular basis. word of mouth is often one of the best ways to gather information about reliability or quirks of certain models. Knowing where and how to buy a used car as well as which cars to buy can alleviate most of the tension consumers feel about this process. These safeties are not usually included in the purchase of a used car. even when bought from a lot. how long you plan to keep it and your budget ± including insurance. Over half of the used cars today are being sold "as is". Today you could easily consider buying a mid-sized car as these cars are available at great bargains. a used car is a great idea if bought outright. Another bonus is that a used car won't have fees attached to the price like a new car would. Buying a used car obviously carries a certain degree of risk. By following the following simple steps. After all. What Car should you buy? Decide what car suits your lifestyle and image the best. If you are willing to spend time doing thorough research. Since you will probably own and use the same car for many more years. the dealership adds fees like cleaning and shipping to the price.

tyres and spares will need more money. Make sure the engine starts right away. Check the body for rust or fill. Test-drive the car on different types of roads.fuel. and there are no unusual noises or vibrations. so try and test drive the car under many conditions. Look out for a shaky steering. maintenance. too wet or too busy to study your choice. or "clocked.they want to be seen driving only the latest cars. Always take the car for a test drive.000km a year are prime buys. Give yourself enough time to examine the car thoroughly. Do some Research You know how much you want to spend on a vehicle. but do you know how realistic that "deal" really is? Get the valuation of the car done from a bank's valuator or just submit the car's details on CarWale. A larger car will have higher running costs . Do not purchase it at night. How Much Should You Spend? It's easy to overspend your budget on a new car or truck.com and we shall provide you with the approximate value of the vehicle. A car with low mileage should not have a brake pedal that looks worn out. A car with low mileage. Here's how to avoid getting in over your head. push the gearshift through various gears to see how it performs." This fraud is practiced by thousands of fly-by-night. Buying a middle-aged car (3-5 years old) that has been treated well by its owner could be a great buy.000-18. or if you are too cold. Your best bet is to look for something almost new ± a car two years old or younger. it could mean front-end trouble. Always have a mechanic check the car. Analog odometer readings can be rolled back. of course. city driving and parallel parking can be difficult. newer car rather than a large. If the car has a manual transmission.How Old is 'old'? If budget is top priority then you should pick a smaller. Look under the car. You could get a good deal because there are many car owners who don't want to be seen in 'yesterday's model' . If the car has steering without power assistance. Examine the Exterior Look for signs of an accident. an essential part of the process. particularly the underside. . older car. Take a Test-Drive The test-drive is. such as dents or new paint or chrome. Test the brakes for signs of pulling. The effect is obvious: a high-mileage car is turned into a low-mileage car to increase the car's value. Check for cracks in the frame. in the rain. Cars that have logged 14. but with a lot of wear on the driver's seat or the brake and accelerator may indicate tampering with the odometer. Cars flogged badly by chauffeurs or heavily used ones are trouble. independent used-car sellers nationwide. Make sure the hood shuts properly.

This type of warranty will not cover accidents while the car is in your possession. make your offer subject to getting credit at a reasonable rate. consumers should protect themselves by ensuring there are no outstanding liens against the car (for example: an unpaid loan).rusting or welding. write them down. mirrors. avoid the car. and that handles and locks work well. Avoiding Scams . Check for rust under the mats. Check for a jack and the condition of the spare tire. if you want your mechanic to inspect the car before the sale is final (and you have not already had the car examined). heater and windows. Examine the Interior Lift the hood and check the condition of the belts and hoses. You should also check the odometer. suggest the seller grant a 30-day warranty. and whether it's dirty. Look at the tires closely for any signs of uneven wear. Make sure doors open and close easily. horn. the shocks are worn. If there are conditions to your offer. Push down the corners of the car to check the shock absorbers. Check the parts and accessories. The seller may ask for a deposit. Look for signs of fluids leaking from the car. the car could be repossessed . including oil. Check the liens When buying a used car. Making an Offer If you decide to buy. Check the condition of the muffler. Make sure the person who is selling the car actually owns it. make the mechanic's approval a condition of the sale. Make sure it corresponds to the number on the car. and if you think someone has tampered with it. A Stolen Car Always check the serial number on the Vehicle Registration card. headlights and windshield washer. Make sure you state in your offer that the deposit will be refunded if the mechanic does not approve the car. or if you do not get the financing. If you need to borrow money to make the purchase. seatbelts.even if you paid full price to the seller. For example. such as lights. tailpipe and exhaust components. Check the dimmer switch. Open the trunk. The warranty should say that the seller will take the car back should any major problems arise with the engine or other parts of the car. Make sure they all work. and is not trying to sell a leased vehicle. you can make an offer either verbally or in writing. As part of the offer. brake or transmission fluid. radio. If the car bounces up and down several times. Have a friend check the outside lights for you. Pull out the dipstick to see the oil level. If there is still an outstanding lien. It is against the law to change the odometer reading. Check the battery to see if it is cracked.

the seller is responsible for covering the money for the fake check. But while consumers and ethical auto dealers have benefited greatly from the internet. the buyer creates a reason why he needs to write the check for more money and have the seller wire him the difference. Most people dread going to buy a new car for one simple reason: the salesmen. That means. As such. don't be afraid to leave the dealership. I'm not saying all salesmen are out to get you. The best way to avoid most scams is to make sure you never transfer ownership of your vehicle until you have the cash in your hand. If buying.This scam is often perpetrated on sellers of used cars over the internet through classified ads and auctions. you either get cash from the buyer or wait for the cashier's check to clear. Dealer Tricks If you are buying car from a dealer you must consider the dealer¶s tricks. In addition. If you follow these few precautions. call the issuing bank before you accept the check and wait for the check to clear before you transfer the car into the buyer's name. most car dealerships are trying to become "customer friendly". . Avoid buyers who will never meet you or never wish you to see the vehicle in person (overseas). If you ever find yourself in any of these situations. Here are some of the most common ones directed toward buyers and sellers online: Certified Check Scams . you need to be aware of potential scams. Word of mouth is one of the strongest forms of advertising and dealerships know this. To avoid check scams. we've compiled a list of dealer tricks and how to avoid them. A buyer indicates that he wants to buy the car and pay with a cashier's check. always verify the seller actually has/owns the item for sale and meet them face-to-face to view the vehicle. Avoid taking personal checks and allowing buyers to pay the car off over time. used-car buying is a business that has traditionally created a bad name for itself. Nowadays. you will be a loyal customer to that dealership and maybe even that particular salesman. but it is often discovered long after the seller has wired the money. To help you find a good dealership and weed through the bad. You can also let the salesperson know that you are leaving because of their trick and that you will not be back to that dealership to buy your new car. The check turns out to be a fake.As most of us know. Once you weed out the dealerships with poor customer service and poor sales tactics and find one you like and trust. your buying and selling experience should go smoothly. but we've seen our fair share of deceptive salesmen who use tricks or play on words to get that sale and make that commission. At the last minute. so too have crooked buyers and sellers.

You have the right to see a copy of the dealer's warranty before you make your purchase. Ask for the car's maintenance record from the owner. safety and mileage ratings in consumer magazines or online. please email them to us at contact@carwale." you'll have to pay for anything that goes wrong after the sale. Although we've only listed the tricks we've seen first hand. you may be tempted to think you're home free. In fact. If you have encountered any new ones we have not listed and would like to share them with others and expose all the tricks we can. Closing the Deal When you reach an agreement on the purchase price of a used car. These documents are required to transfer ownership of the vehicle. dealer. there are many more tricks that dealerships/salesman will try to play on unsuspecting customers. there are several crucial steps that need to be done correctly.Make sure you browse through our list to familiarize yourself with these tricks before you go to a dealership. or repair shop. . Find out as much as you can about the dealer from local consumer protection officials. Warranties are included in the price of the product. highways. The certificate also provides the purchaser a chance to confirm vehicle ownership. maintenance costs. Test drive the car on hills. In Nutshell y y y y y y y y y y Examine the car's repair record. Don't get caught unaware. Make sure all oral promises are written into the Buyer's Guide. If you buy a car "as is. Have the car inspected by a mechanic you hire. Change in Ownership Always ask the seller for the car¶s registration papers. or all your hard work up to this point could be for naught. service contracts cost extra and are sold separately. The Used Car rule generally doesn't apply to private sales.com. and in stop-and-go traffic.

You're Reading a Free Preview

/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->