Any tips for dealing with car salespeople?

Status
Not open for further replies.
Originally Posted By: ShiningArcanine
Originally Posted By: John_K
Originally Posted By: Paul56
Do NOT go for a test drive until AFTER the deal is arranged.


Why?

John


Because the fact that you went to a test drive is a red flag to them that they have you hooked and you will pay whatever they want you to pay, regardless of what you say. It is a psychological thing. Never, ever test drive a car from a dealership from which you might actually buy it.

Going for a test drive at a dealership will sabotage any chances you will have of receiving a good deal from them because they will think that they are guaranteed your business. Thank all of the people out there that fall for this tactic. They are the reason that dealerships are like this when it comes to test drives.

If you read the thread at fatwallet.com to which I linked earlier, you should have already known this. If you do not believe this, I suggest you go to your local university and find the professor that teaches the general psychology; ask him what effect test drives has on potential car buyers from a dealer's point of view when it comes to negotiating prices. I am certain he will say that the dealer will expect the buyer to be more inclined to buy it because of some concept in psychology that escapes me at the moment because it has been a few years since I took that class.


Too bad that this still doesn't make sense.

I'm going to drive it first, especially if it is used. What if there is something odd about the vehicle, the way it drives? I'm 6 foot 3, if I'm not comfortable in the driver's seat during a 10 minute test drive, then there's no need to even talk about a deal.

A test drive doesn't show that the buyer is "hooked". The way the the buyer ACTS during/after the test drive shows if they're hooked.

A cool, reserved demeanor and a poker face goes a looonnnggg way.
 
This is actually a good thread. A lot of people are afriad of the big bad dealer, and Jaws the shark salesman. I find saying no very easy. Just say no I'll pass take the guys card and leave, nothing to be afraid of. Most smart people buy on the second visit, at that point they've got their act together.

For anyone who is serious about buying a new or used car from a dealer, never buy at the beginning of a month. Go the last few days of the month. Quotas, bounus, and volume goals are pushed to the max toward the end of the month, management is more agressive in pricing. We always went for high gross in the beginning of the month and then got real aggressive toward the end of the month trying to move metal. Of the 5 dealerships I worked at that was how business was done.
 
Best strategy is to deal with them via e-mail. You can get lists of dealers off of Dealer net.com. Simply send a group of dealers in an area you desire a description of what you want and tell them you want their best price out the door w/o tax and title. The beauty of this procedure is that it weeds out the slimeballs real quick because they will show total flagrant disregard for following directions (for example, all communication via e-mail.) I simply cross those who cannot follow simple directions off the list. I used this procedure in buying a new 2006 Honda Odyssey in July of 06. We were planning trips to Illinois and Maryland of that year (so we shopped dealers in those states) and we expanded our search to Michigan and Pennyslvania as well as Ohio. At that time, the van we wanted stickered at $31345. We received quotes (that were not backloaded w/dealer fees) from $27,268-$29,295. We went to a dealer with the best selection who quoted $27,500 (used that as the starting point). We drove out in a new Odyssey 90 minutes later (60 of that was prepping the van) for $27000 (not including tax/title.) Most decent sized dealerships have departments and salespeople who are dedicated to internet sales, I found. This, without a doubt, was the easiest new car purchase I have ever made.
 
Last edited:
Back in 07 my sister was looking to trade her 07 Camry for a low mileage 07 Grand Marquis...I went to the Mercury dealer with her...The salesman was such a jerk...He wanted top dollor for the 07 Grand Marquis and a few thousand less [than what I expected] for the Camry which only had 7K miles on it at the time...I told her NOT to deal with this idiot anymore and we will find another salesman...Went back a few days later and got somebody different.

Bottom line is she save 5K bucks with the new salesman as she got a much better trade in and he knocked the price down of the Grand Marquis which also had just 7K miles on it.

If for some reason you are uncomfortable with the sales guy get just get another one...You have the right to get anyone you want...Sure the other guy was very annoyed that we kicked him to the curb but thats too bad.

What makes this so bad is the sales guy [the jerk] was recommended by my service advisior that I have been dealing with for years...After I told her about the incident she said she will no longer recommend him.
 
Originally Posted By: demarpaint
That would be the asking price, everyone haggles, most people don't do it right though. Many people would offer $1000 to $1500 off that price, and if I were working with them they would be driving that car home that day.

I had many situations where the customer said in the above example I'll give you $13,500 for the car. I'd shake their hand and congratulate them on their purchase. Then we'd sit down and spot deliver the car.


Haggle up, not down.
 
I might also add the best strategy is to make the salesperson play defense. Most salespeople are trained to take charge and intimidate the customer IMO. When I have taken charge of the dialogue and been proactive most become intimidated and don't know how to react. More than once in a single visit, one salesperson who was trying to zoom me and got caught suddenly "disappears" and a second appears who tries to give me a line of "bull" and gets caught suddenly goes "Poof." That's when the sales manager appears. Usually that is the point when there is the most potential to get things done.
 
Originally Posted By: heypete
4. When you're ready to buy, call the dealers, ask for fleet/internet sales. Way better than regular sales. Tell them you are looking to buy the vehicle (be specific, including inventory number) today and you want the absolute best price they offer. Write their offer down.


I tried that once. They refused to give me a price and said anything but a price (e.g. we can beat such and such) to get me to come in. When I did, I was told that they couldn't make such offers and their only purpose was to get me to visit. Needless to say, I was not very happy. It was like this with all of the dealers if I recall correctly.
 
Originally Posted By: mrsilv04
Originally Posted By: ShiningArcanine
Originally Posted By: John_K
Originally Posted By: Paul56
Do NOT go for a test drive until AFTER the deal is arranged.


Why?

John


Because the fact that you went to a test drive is a red flag to them that they have you hooked and you will pay whatever they want you to pay, regardless of what you say. It is a psychological thing. Never, ever test drive a car from a dealership from which you might actually buy it.

Going for a test drive at a dealership will sabotage any chances you will have of receiving a good deal from them because they will think that they are guaranteed your business. Thank all of the people out there that fall for this tactic. They are the reason that dealerships are like this when it comes to test drives.

If you read the thread at fatwallet.com to which I linked earlier, you should have already known this. If you do not believe this, I suggest you go to your local university and find the professor that teaches the general psychology; ask him what effect test drives has on potential car buyers from a dealer's point of view when it comes to negotiating prices. I am certain he will say that the dealer will expect the buyer to be more inclined to buy it because of some concept in psychology that escapes me at the moment because it has been a few years since I took that class.


Too bad that this still doesn't make sense.

I'm going to drive it first, especially if it is used. What if there is something odd about the vehicle, the way it drives? I'm 6 foot 3, if I'm not comfortable in the driver's seat during a 10 minute test drive, then there's no need to even talk about a deal.

A test drive doesn't show that the buyer is "hooked". The way the the buyer ACTS during/after the test drive shows if they're hooked.

A cool, reserved demeanor and a poker face goes a looonnnggg way.


This is how the dealers work. When has their behavior ever made sense?
 
#1: The first thing out of the salesman's mouth will be "how much do you want to spend a month?" ..so he can come back with the high side of $100 more.

Always answer with, "A dollar".
grin2.gif
 
Originally Posted By: ShiningArcanine
This is how the dealers work. When has their behavior ever made sense?


The only thing that doesn't make sense is the approach that you're laying out...

Do you also go through all of the negotiations to buy a house before looking at it, seeing the floor plan, or driving through the neighborhood?
 
Originally Posted By: mrsilv04
Originally Posted By: ShiningArcanine
This is how the dealers work. When has their behavior ever made sense?


Do you go through the negotiations to buy a house, before ever seeing the floor plan, or ever setting foot inside of it?

I doubt it.


Yeah, but you dont pay for an inspection until the PA is countersigned and a price is agreed upon.

But I see your point and agree, not taking a test drive is sounding like a way to protect those who are really laim and need to avoid some sort of temptation. Seems silly to me, no test drive is going to change my buying spending habits at all.
 
Originally Posted By: Gary Allan
#1: The first thing out of the salesman's mouth will be "how much do you want to spend a month?" ..so he can come back with the high side of $100 more.

Always answer with, "A dollar".
grin2.gif



A good salesman listens, then adjusts the selling technique to the customer. There are customers that are looking for a monthly payment. I've fit the car to the payment, based on how much they can put down, and their credit. People looking for a payment should be careful, because it can lead to a finance manager "packing a deal". Lets say you land on a used car, you have $2000 to put down, fair credit and are looking for a $300/month payment. The finance manager works the numbers and discovers that you can be put into that car for $250 a month. Trust me you'll be paying $300/month after he packs a warranty, vin etch, and what ever else he can to push that payment up. I remember people saying $300 payments walking out the door paying $375, when in reality it could have been $250. For all the math wiz people I used those numbers for an example. The finance manager is the real shark, and can make a dealership a ton of money if he's good!

OFFER AS LITTLE INFORMATION AS POSSIBLE!

BTW don't hold this against me I left car sales years ago.
 
We had some good Finance managers where I worked. A female comes to mind, she would litterally throw a fit if things didn't go her way, and on occasion chased customers into the parking lot trying to sell them something. I couldn't stand her! Some thought they could walk on water.

When I bought my Jeep and sat down with the FI manager I told him I had an extensive background in the business and to give me the papers to sign I wasn't buying anything but the Jeep. We had a few laughs and everything was on the up and up with this guy once I cleared the air.
 
Originally Posted By: Paul56
Do NOT go for a test drive until AFTER the deal is arranged.


If I want to test drive ten different vehicles in an efficient time period, I'm not going to arrange deals on every one. I want to get in, drive the vehicles I'm interested in, get a quick idea on discounts and incentives, and move on to the next dealership. Why would I even want to be involved in arranging a deal on a car that I probably won't even buy after I test drive it?

Originally Posted By: Paul56
Test drive... that is where they get you emotionally involved with that new car feel and smell.

No way... rent one to give it a thorough test drive.


I'm not paying the money to rent all those cars, even if I could find them. They wouldn't be available for rental in a standard anyway!
 
Originally Posted By: PT1
I test drive at least 2 different models....makes em crazy...I study the car features on the internet before I go and then tell the salesman all about the features and benefits of the car while we are driving...stops em dead in their tracks. They don't know what to do when you start actually selling them the car...
grin2.gif
Then I pick one that is at least 10k over my price range and offer them 40% off sticker...so they will switch me down to the first car I drove which is the one I wanted in the first place.


The last time I did any serious shopping, I drove four different models at the Mazda dealer, four at the Honda dealer, two at the Subaru dealer, two at the Nissan dealer, and two at the Toyota dealer, and I named the exact trim level I was interested in for each model right when I started talking to them. It really cuts down on the salesmanship and gets you going on what's important: analyzing the car.

Originally Posted By: PT1
I would only buy a used car from a private owner. Especially if I only had $7k to work with.


Same here. You can get a much better feel for what you're buying when you meet the owner, see his/her family, see his/her home, etc.
 
Deals are usually written after a test drive. People come in and want to drive a car to see if it "fits", sort of like buying a shoe. We did get their name address, and copy of their DL, after all it was the dealerships insurance that was covering the car they were driving.

Here is a tip I give friends when finishing up a test drive with an agressive salesman. I used it when I test drove a Rav4 my wife liked. I told my wife before the test drive how I would shut this guy down with a few words. She is always amused at how I deal with jerks. When the salesman said I'll write you up and you can take the Rav4 home this afternoon, I said "I just don't feel the love, sorry". Then added I don't like anything else in the Toyota line up. He couldn't wait for the test drive to end! Works like a charm. Funny thing was I never heard that line in 3 1/2 years of selling cars.
 
That's why if they don't give you a price, you cross them off the list. You are not working for the salesperson. If they want the business, they do it your way. I told more than one when they followed up with me as to why "I didn't give them the chance to earn my business," I commented it was because if they couldn't follow simple instructions, they didn't deserve my business!
 
It is interesting how many of these posts don't relate to the problem of the original poster, as they relate to new car buying, and he is buying used (unless you can now buy a new car for $7K).
 
Status
Not open for further replies.

Similar threads

Thermo1223
Tiguan decided to identify as the Exxon Valdez...
Replies
18
Views
2K
meep
A
Would you let someone borrow your car for $40
4 5 6
Replies
102
Views
3K
k1xv
slo town
End of life experience during my Dad's passing
2 3
Replies
49
Views
2K
bbhero
rstcso
Out with the Audi & In with a Pilot
2 3
Replies
54
Views
2K
CKN
eljefino
How to buy a car on Facebook Marketplace
Replies
16
Views
6K
Elkins45
Back
Top Bottom