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How To Deal With Car Dealers
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The car buying process has many moving parts. You have to haggle with sellers on price and negotiate with auto loan lenders – all while trying to get a deal on your business. Mistakes will cost you, so planning is essential.
“Marketers are trained to separate you from your money,” says Jeff Bartlett, director of Consumer Reports. “This is a skill they do every day, while the average consumer buys a car every five years or so. This world is a fair war. “
Know some of these and you have a better chance of getting what you want on your next purchase.
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You will always face high speed sales issues when you go into business. Here are seven of the most common tricks you may encounter.
Bartlett says some car dealers use time as a tool. They will reinforce the process until you are exhausted. The seller will be there all day regardless of you. So, if you plan to negotiate, don’t be afraid to set aside a whole day to spend on business – and bring something to occupy your time while you wait for the salesperson.
But you don’t have to go through the whole process in one day. It is better to take several days to decide.
When you return to a business ready to buy, don’t be held hostage. Say, “Give us your best price.” Then, if the seller agrees to go back and talk to their manager, ask them to text or write you the answer.
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Your strategy: When you arrive at the business, immediately set the pace by saying something like, “I’m here to try. I’ll be back tomorrow and talk to you about the number.”
Car sales staff receive extensive training on how to meet the needs and weaknesses of customers. Their rapid assessment of clients helps them to find written problems and guide the process.
“Car salespeople are highly trained in persuasion,” says Bartlett. “Not only do you want to understand what you want, but you also want to understand your weaknesses.”
One question you may hear is “How much do you want to spend each month?” Bartlett says it’s important to keep that information in your pocket. “If you announce it first, it can distort the process. It makes you vulnerable.” Be sure to say the number after your test and you are in the process of signing the paper.
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It’s great that car salespeople can help answer some questions, but remember that they can use information against you, including trivia, family needs or safety concerns, to sell you on a more expensive car or package option.
“Stick to your mission,” Bartlett said, repeating the phrase: “Let’s focus on this. We’ll get to it later.”
Your strategy: Break the buying process into categories and focus on one at a time. Start with the car you want, then move on to price negotiations and leave the on-ons and trade-ins to discuss separately.
You know what you want and you have come up with a price. Then the salesman says that if you don’t buy the car today, you’ll miss out on a great sale or someone else will come look at the car. This is a sales tactic known as the “imminent event”.
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“People are interested in having something they know someone else wants or already has. Car dealers tend to take advantage of that,” says Ronald Burdge, a lemon law attorney.
“Let’s say you’re at a car dealership looking around and picking out a certain car and the salesman gives you bad news, saying someone else already has money on that car or a buyer has said they’ll be back later. pick it up today,” Burdge continued. “That’s usually followed by an invitation to pre-order or buy it now before they come back. The upcoming event may be real, but more often than not the story is a sales pitch to get an immediate purchase. ”
“A car dealer who will work for you will probably do a lot more every chance they get,” says Burdge. Remember, you may find a similar car elsewhere, either in other stores or on the Internet. You can also buy something else.
Your strategy: Look the dealer in the eye and say, “You’re telling me if you come back tomorrow, you can’t sell me the car?” In other words, the best defense is to walk away – or at least be prepared to do so.
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With this strategy, the seller “sticks” a potential buyer with a problem. It could be, “If I could get you a monthly payment, that’s what it would take to buy this car today?” Or “If I could get this by midnight, would you be willing to buy it today?”
LeeAnn Shattuck, founder of Car Chick and Car Chick TV, says these tactics, known as “ifs,” indicate that the dealer is looking for your trigger.
Your Strategy: Your answer to this question should
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