It’s no secret that car salespeople can be pushy. While plenty of salespeople understand boundaries and work with integrity, many think more about their bottom line than what you need in a vehicle.
With these tips, you won’t have to worry if a salesperson starts to test your boundaries. You’ll be more than prepared to face them.
Boundaries from the Beginning
When you pull into the lot, a salesperson will likely seek you out and begin their sales pitch. Even if you aren’t “just looking,” say that you are, in fact, just looking. Communicating boundaries firmly and early prevents heavier boundary-pushing later on. Remember, no is both one word and a complete sentence.
Be Firm
Suppose you struggle with assertiveness; practice in the mirror. Practice saying, “No, thank you,” and stating exactly what you want. Once you’ve mastered the mirror, practice with a friend. Not only will this help you in the dealership lot, but it is a useful skill to take with you anywhere in life.
Do Your Research
Salespeople don’t get paid by how knowledgeable they are. Their bottom line is sales; some will say whatever they think will make you sign the dotted line. Be ready by researching the vehicle you’re looking at, how much your chosen modifications will cost, etc. That way, salespeople can’t sway you.
Rinse and Repeat
Did they not listen the first time? Feel free to reset and repeat boundaries as necessary. Feel free to leave if a salesperson walks all over them. You deserve respect, so don’t be afraid of intimidation tactics or feel obligated to listen to what they have to say.
Emphasize a Limited Budget
Without a firm budget, salespeople may try to “sell up” to newer, more expensive models. Whether or not price is actually a factor in your purchase, emphasize that you have a strict budget you MUST adhere to. The moment the salesperson tries to offer a more expensive vehicle, package, or add-on, shut it down with a reminder of your spending limit.
Honesty is King
People often confuse honesty with being rude. But being earnest isn’t a bad thing. The salesperson is there to do a job and you’re there to find the best deal on a new or used car. If you don’t have time to listen to a long pitch, express your lack of time. If they try to show you a vehicle out of budget, tell them it is out of your discussed budget.
Create a Time Constraint
When a salesperson approaches, mention that you are on a time restraint and cannot linger. That way, if you’re truly just looking, you aren’t bogged down by a sales push. If you’re serious? It helps cut down on the length of pitches that no one has time to hear. Time to cut to the chase!
Let Them Know You Have Options
While doing homework on the best deals in your area, let the salesperson know you’ve been looking around…and intend to keep your options open. It’ll emphasize the fact you’re not married to one dealership or car and aren’t afraid to pursue a better deal elsewhere. Keep your cards close!
Find Your Own Financing
Salespeople are more than eager to increase the interest rate through their own financing program. Getting preapproved through a third party, like your bank, is a better option. There are no secret markups when you already know the rate you’re preapproved at. When they ask if you’re interested in their financing? Say no.
Eat Beforehand
Seriously. You know how you shouldn’t go grocery shopping when you’re hungry? Well, you shouldn’t go car shopping when you are hungry. Eat a meal and bring some snacks when you hunt for a new vehicle. You don’t want to let your stomach pressure you into hurrying the process.
Bring a Relative Or Friend
Having a second perspective during your car-buying journey is crucial for picking up on pushy sales tactics you may need to recognize. It also shows salespeople that manipulating you will be more challenging. So wether you bring a parent, uncle, or your best friend since college, two is always better than one.
Time It Right
Try to visit a dealership towards the end of the month when the pressure of sales quotas leaves less room for long negotiations. A salesperson will still want to close a deal as soon as possible, but there needs to be more room for long-winded pitches or elaborate tricks to get you to sign a bad deal.
Keep Track of Sales and Specials
If a dealership has a “once-in-a-lifetime” special or a “never-again” sale, they’re likely promoting a false sense of urgency, and the deal isn’t as great as you would think. It’s no better than semi-annual sales or holiday deals. Keep track of how many sales or “doorbusters” your dealership offers and call their bluff in the negotiation room.
Ask for Clarification
If you need clarification about the terms of your potential purchase, ask the salesperson to explain further. If they dodge the question or still explain it confusingly, it’s worth leaving for another dealership or taking the time to understand the stipulations on your own time and terms. Better yet, beef up your knowledge before going back to negotiate.
Walking Away is an Option
Walking away from an hours-long negotiation may feel like a waste of time. But ultimately, it is better to walk away without spending enormous cash on a car you don’t need or want. Think about it this way—would you rather waste three hours and pay nothing or waste years paying off a car you can’t afford? Don’t let the sunken cost fallacy cost you thousands.
