7 Tactics Car Salespeople Hope You Don't Know

When you walk into a car dealership, knowing the tactics that car salesman use can be the difference between getting the deal you want and one that the dealer wants. You need to recognize the tactics used by car salespeople — and be ready to counter them. In short, you need to outsmart the salesman. 

That’s not easy because the salesman sells cars every day and has likely met all types of buyers. Ultimately, they want to increase the commissions they earn and may try any trick in the book to accomplish that.

Here, you’ll find out the seven most common car salesman tricks and how to counteract them — important things to know before you set foot inside the dealership and start negotiating.

Why is it important to understand what’s coming from car salesmen?

If you’re looking to buy a car for a fair price and walk away with a sweet deal, it pays to know a few negotiating tricks. Whether you’re considering a new or used car, before you go to speak to the dealer, do your research so that you know exactly what you’re looking for (a shortlist of features) and how much you’re prepared to pay. 

Then, by getting to grips with the tactics used by car salesmen, you can take better control of the negotiation process and be more confident. That makes you a happier car buyer because you won’t be fooled into thinking you’re getting a better deal than you are.

How to beat car salesman’s tricks: 7 car buying negotiating tips

Here are seven of the tricks used by salesmen that they won’t be expecting you to know — complete with pro tips on how to respond to each tactic.

1. Pushing you to finance through the dealership 

If you’ve done your research as advised, you may have used a car payment calculator and know roughly the total price and monthly payment you can stretch to. 

The salesman will want to know this — perhaps with the intention of “massaging” the purchase price of the car and financing terms/trade-in terms into your budget so that you opt for a financing deal from the dealership.

While this may sound like an attractive option, there’s more to the total cost of buying a car than the monthly payments. You may end up paying more if you finance your car through the dealership because of unfavorable terms.

Pro negotiation tip

Keep your monthly payment to yourself. Bat away any questions that ask how much you want to pay each month. Search around for auto loans before talking to the dealership so that you know the interest rates, terms and fees from various loan options at the time of purchase. That way, you’ll know if the car salesman is offering you a dud deal.

2. Playing for time

Car salesmen know that the process of buying a car can be energy-sapping. Unscrupulous ones will use this to their advantage, drawing out the process and insisting they need to go back and forth with their boss until you throw your hands up and simply give in to make life easier.

Pro negotiation tip

Give yourself time — when you walk into a dealership, appear relaxed and not pushed for time. Don’t make it look like you’re ready to make a decision that day or are desperate to go to lunch. If you look like you have all day or all week even, the car salesman will be less likely to play for time.

A good strategy is to say that you’re “I’m here for a test drive. I’ll come back on Wednesday to talk about the price.” If you’re scared that you’ll miss out, at least take a break or go home for a few hours.

3. Focusing on the trade-in

Another of the tricks car salesmen use is to try to manipulate the trade-in value of your car to make it appear that you’re getting a great deal on the new car. By upping the trade-in value of your car, your eyes may light up and you’ll miss what they do “with the other hand”, i.e., they may inflate the price of the car you want to buy while you’re not focusing on that.

Pro negotiation tip

Treat your trade-in as a separate deal. Know the true value of your existing car by getting a valuation from a couple of dealerships or the Kelley Blue Book before shopping for your new car.  Alarm bells should start ringing if a dealer offers you more than it’s worth. You can then take evasive action and walk away or insist on re-negotiating.

4. Adding extras that you don’t need or want

The salesman may craftily weave optional extras into your deal that you neither need nor want. It may seem like they’re a mandatory part of the deal, with no full breakdown provided and no explanation of all the fees you’re paying. Typical examples are gap insurance, extended warranties, window tints and fabric protection. Most of these extras can be added later if you like — and you might get a better deal by negotiating them separately away from the dealership.

Pro negotiation tip

Ask for a breakdown of fees and charges and ask which ones are mandatory (some fees like taxes, title transfers and registration are government-imposed fees). Check whether any are waivable or negotiable.

5. Inflating interest rates 

Car dealerships have no obligation to give you a competitive interest rate. Many will inflate the rate for financing loans, hoping to catch buyers who don’t know what’s available and increase their profits from the deal. Dealerships don’t want you to shop around — they may pressure you to take the easy option of organizing financing with them.

Pro negotiation tip

Understand what the going interest rate is by researching loans before you enter the dealership. You might even seek pre-approval. That will empower you to make the best financial decision for you – not the salesman. If you do want to use the dealer for financing, make sure you have a good credit score or take steps to raise it so the dealer has no excuses for offering you a poor interest rate.

6. Psychological profiling

If a car salesman sees an unprepared buyer walking into the showroom, they can normally spot them a mile off and their training kicks in. Training usually includes basic psychological profiling, which covers identifying the vulnerabilities of a prospective buyer. They will have the appropriate questions ready to ensure that they press all the psychological and emotional “buttons” to persuade a buyer.

Pro negotiation tip

Understand what your weak spots are, keep the important numbers to yourself and be prepared. That will help you maintain control and deflect any questions designed to pressure you. Understand too that the car salesman's tactics will include trying to move you through the stages of buying a car quickly. Take your time and go at your speed. 

7. Using various common sales “closes”

Car salesmen usually try to close the deal early and often. They are highly trained in various ways to do this as they know that many people will be pressured into saying “yes” simply by asking the right questions. Here are a few of the most common closes used by car salesmen:

• “If I get you the interest rate you’re asking for, would that be all you need to buy this car today?” 
• “Would you prefer to buy the model in blue or red?”
• The salesman draws up a list of the pros/cons of buying the car – with the pros greatly outweighing the cons.

Pro negotiation tip

Firstly, prioritize what’s most important to you in the deal (not what’s most important to the car salesperson)and know what the numbers are from your research. Don’t fall for the pros/cons list tactic and simply say “That’s the Ben Franklin close” (that should stop the salesman in his tracks).

Don’t be pressured and, wherever possible, answer “no” to direct yes/no questions or you may be trapped into committing to a deal you’re not ready for. Try to be non-committal and deflect the questions. It’s ok to say “I don’t know yet”.

Are you prepared for car salesman tricks?

You don’t need to be a professional to go toe to toe with a car salesman. You just need to be prepared for the tactics and know what to expect. No car salesman likes dealing with a buyer who knows his or her stuff.

First, do your research. Know the value of your trade-in car and what loan offers are available to you. Then, when you enter the dealership, be patient, keep your numbers close to your chest, take each stage as it comes and don’t be pressured into saying “yes” to anything you don’t need, want or aren’t ready for. This should help you maintain control of the deal and walk away with something you don’t regret later.

Want to avoid the hassle of negotiating car deals?

Are you worried about high-pressure car salesman tricks or the hassles of negotiating a car deal? Leasing and subscribing are alternative options to buying a car. You can avoid the stress of dealing with unscrupulous car salesmen with a car subscription that also provides greater flexibility with the car you drive 

A subscription allows you to drive the car you want for a single monthly fee that includes registration, insurance, maintenance and repairs. You’ll never have to worry about another car salesman tactic again.

FINN provides a fast, low-risk and convenient car subscription with no down payment or long-term commitment necessary. Insurance, maintenance and roadside assistance are included in one monthly fee and the car you select can be delivered right to your doorstep.