6 Tactics of a Used Car Salesman
"What do I have to do to get you into a car today?"
... "The biggest thing to watch out for with used car dealers is people who are more concerned with selling you a car than finding out the specifics of your situation," says Simon Lawrence, a used car dealer in Nashville....
Simon said to be on alert for these six techniques when buying a car.
1) The Hard Sale
...Never make a purchase simply because you feel pressure from an overaggressive sales guy. Simon adds that upfront pricing is a good way for dealers to deal with this tension. ...
With upfront pricing, the customer's job is simple: Do some research, know the price, and buy the car or walk away.
2) Selling on Payment Instead of Price
When a salesman pops the question, "What kind of payment are you looking for?" before you've even talked about the price of the car, that's a major red flag.
"If you're focused on payment, they will stretch the term as far as possible to get you a 'payment' you're happy with, even though you've overpaid on the car," says Simon. .. A great salesman should never begin with payment. ...
Find a car you can afford and pay for it ... with cash.
3) The Trade-In Trick
Some dealers will make you think you're getting a good deal on your trade-in value while ripping you off on the car you're buying. ...
An example: You know the value of your trade-in is around $5,000, ...The dealer says they'll "give you a deal on your trade" by offering $7,000....
The $20,000 car you're buying is really only worth $17,000. So you're getting a "good deal" on one hand while getting ripped off on the other hand. "... people come in thinking, What can I get for my trade? as opposed to, What is the car I'm getting worth?" says Simon. Keep both of these values in mind when you're talking with a dealer about a trade-in.
4) Bad Information
Another common tactic with dealers is to answer a question with misleading information. ...One of the doors is a little off-center and has some slight cracks in the paint. It looks as if it's been in an accident....
You ask the salesman about it, and he responds, "Oh, that's no big deal. We can touch that up for you without a problem....
5) Hidden Fees
The fees aren't really "hidden," but most dealers aren't going to publicize all the extra costs—like processing fees. ..."You find a car for $10,000. You agree on that price, and you're happy with the car and ready to purchase. Then you go inside and realize you have a $799 processing fee, a $235 title and registration fee, and a $49 licensing fee tacked on."
"It's all profit," says Simon. ...
.Ask about the fees so you don't get blindsided at the last minute."
6) The Waiting Game
..."You have all these levels of leadership, so someone takes the keys to your possible trade-in, and you have to go through three or four people if you want to get them back."
...If you feel like you're being run through the waiting game wringer, then take the initiative and make the dealer start moving—or call the deal off. Don't agree to something because you just want to get out of there.
...The good news is there are car dealers who do things the right way. Talk to your friends, family members and coworkers who have had good experiences buying a car.
But, no matter where you go, keep your eyes and ears open for these sales tactics, and make sure you get a good deal on a car that fits your situation.
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Posted on Shalom Adventure by: Barbara Zaremsky
