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- Buying A Car: Using The Salesperson’s Tactics Against Him
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Buying A Car: Using The Salesperson’s Tactics Against Him
16th September 2009
Buying A Car: Using The Salesperson’s Tactics Against Him
Negotiating the deal. For most car buyers, this is the part of the buying process they dread. It tends to be long, tedious, and nerve-wracking. By comparison, researching models and spending time on the dealership lot is easy. But, when the time comes to negotiate the price, an otherwise pleasant experience can seem intimidating.
A large part of the blame rests on the salespeople. Most are honest, but they also have a job to do: to put you behind the wheel of a new vehicle. To do that, they unleash a number of well-honed sales strategies to move you closer to a purchase decision. With a little savvy, you can turn the tables on them and walk away with a fantastic deal.
The Trip To The Manager’s Office
A time-honored tactic on the dealership lot is for the salesperson to pretend to meet with their manager to convince him your price is fair. This has the dual effect of gaining your trust while positioning the manager as the inflexible curmudgeon. Don’t fall for it. In most cases, the manager is left out of the loop; it is just a negotiation technique.
You can turn the tables on the salesperson by telling him or her you’ll need to speak with your wife or husband before buying the vehicle. If they can use someone else as the “bad guy,” you can do the same.
The Limited Time Offer
Another tried-and-true sales tactic is for the dealership to make it clear that the price they’re offering expires the same day. That creates stress; salespeople know that people make hasty decisions when they want a scarce commodity. But, ask yourself: is the car, truck, or SUV really going to be unavailable at the quoted price the following day? More important, is it truly the best price you can find?
Offer a lower price. They’ll balk, thinking you’ll offer more. Leave your name and phone number with the salesperson and let them know your offer expires at midnight. Two can play the “limited time” game.
Eleventh Hour Price Bump
You and the dealer have finally agreed on a price. You’ve stood your ground and have been rewarded with a great deal. Suddenly, the salesperson explains that they’ll have to increase the price of the vehicle a bit. The reason might be due to fees that were neglected during the negotiations or a number of other excuses. This is a common strategy to enhance their profit. The dealer is counting on your giving in due to the amount of time you’ve spent negotiating. Rebuff the attempt by lowering the price you’re willing to pay for the vehicle.
The salespeople at car dealerships are honest, hard-working individuals. But, it’s worth noting that they’re compensated by the deals they negotiate. There’s nothing wrong with using a little savvy to make them work harder for your money.
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