What Everyone Should Know About Dealing with Car Salesmen
First of all, never appear either desperate for a new vehicle or super-excited about a certain model that you “just have to have.” Even if you are trading in a junker that is about to fall apart any minute leaving you without a ride, and the salesman sees your old car, make it clear that you believe you can get plenty more miles off it and are just casually checking in to replacing it. If you are trading in a newer car, it will be easy to say that you obviously don’t need to get into a new vehicle right away. Bottom line is the salesman should believe that you don’t need to buy a car that day, and even if you decide to start making a deal, you are able and willing to walk out at any time.
Don’t fall for flattery. This is one of the more unsavory tricks in the sales bag. Over the years I have been involved in purchasing cars for myself and with my mother, and you can see the salesman’s watering mouth when he sees us. One of my favorites is: “You two are mother and daughter? I thought you were sisters!” I suppose such flattery is supposed to endear you to the salesperson, and thus want to buy from him. “You look good in this car” is common. It’s the same thing as a clothes salesperson saying you look good in a particular dress. It makes you feel good about yourself and want to purchase the item. I’m not saying all salespeople are shameless liars and flatters, but some are, and these are basic sales techniques meant to help them do their job: sell their product. You just want to make sure you are buying because you’re getting the car and deal that you want, not to please a flattering (or flirtatious) salesman or because they have made you think “you look good in it.”
Besides flattery, salespeople come up with other ways to appear to be your best buddy and make you feel as if they are working for you. But remember, they are not working for you, they are working for the dealership and to make a paycheck. There’s nothing wrong with this, but you have to keep that in mind. When you lose sight of that you lose control of the deal (which I’ll talk about later). One sales technique to “bond” you with a salesperson is for them to learn your name and use it often. People like hearing their name, and it implies a familiarity with that person. It can even be used to assert a certain amount of power over you. Why not turn it around on them? Use their name a lot, before you ask any question or even answer. It will show them that you are aware of what they are doing or may even work in your favor, as you use it to assert your own power. “So, Steve, just what is the advantage of getting such-and-such.” “Tell me, Steve, what do you really think aboutâÂ?¦” If nothing else, it is sometimes fun to watch a salesperson outwardly flustered by your unexpected ability to recognize and use their own techniques.
Among the best ways to approach your interaction with a salesperson is to do your homework before hand. With the Internet you can research just about anything. You can find the features of cars you want or don’t want and sometimes even shop without the pressure of a sales person. When you finally show up on the lot, you are armed with knowledge and can cut to the chase of the sale. Make a list of the features you must have (power doors, CD changer, whatever) to make sure you get those. And if there is anything you don’t like about a car, note that as well. If a salesperson thinks they can make a sale if they just add (or subtract) a certain feature, they will probably do it. Remember, this is your car, not theirs. When I bought my current car it had a package on it that I didn’t need. It was rather expensive, and they knew I’d walk on the deal, so they gave it to me “for free” (which is a relative term in car wheeling and dealing, but I’d have paid a couple thousand more if I had just accepted it to get the car). They may also be willing to add a feature to your car for free. “I’d buy it if only it had such-and-such.” Sure, you might be able to get that feature after market, but why not see if the car dealer will throw it in to make the sale?
Probably the most important tool you have on your side is to stay in control of the deal. Not only should you go onto the lot armed with your research, but with the idea firmly in your head that you and not the sales staff is in control of your deal. First, this will help you to exude confidence which the salesperson will notice and should help keep him from pulling out too many tricks in his sales bag. Also, it will make you feel better, whether you buy or not, because you will walk away knowing that you got what you wanted. There are few items worse to experience buyer’s remorse over than a car.
Remember, this is a big purchase for you, whether it’s a used clunker or a brand new fancy ride. You should have as much control over the sale as possible, including the decision not to buy (or not to buy now). Many people, both men and women, are swept away by the salesperson as soon as they step onto the lot and sucked into a wave that you ride uncontrolled until you drive off the lot in a car you may have paid way too much for. Turn the tide. Make the sales staff work for you. You are offering them the opportunity to get your business, and they should earn it by working a good deal for you and listening to what you want instead of bullying or tricking you into a sale.
The idea is to make the salesperson realize that you know what you want, what your financial limits are, and that you are more than willing to walk off the lot without a car if you don’t feel comfortable. Even if underneath you are terrified, know nothing about car buying, and really do want that red SUV you’ve been dreaming of, try to stay calm, confident and within your means. The salesperson has a whole bag of tricks to pull out on you, so you should be armed with a bag of your own. And number one is exuding confidence and the ability to buy only if it suits you. Ultimately, you want to buy a car you will be happy with for years to come, and the salesperson will earn themselves a satisfied new customer.
