17 Tricks Car Salesmen Don’t Want You To Know

As a former car salesperson, I have learned a thing or two about what to do, and what not to do, when buying a car. If you play the same game as the salesperson, it can easily save you thousands of dollars on your next vehicle purchase. Here are a few things that car salesmen don't want you to know about.

Read the Fine Print

There are many things that can be added into a deal without your knowledge if you don't read the paperwork. Things like "doc" fees, reduced trade in allowances, and other charges can really add up. If you have agreed to any kind of warranty, make sure that this is also included.

Smartphones, Smart Customers

The biggest threat to any salesman is a well-educated customer who has a smartphone. Apps like Auto Trader allow you to look up what your trade in is worth as well as the value of the vehicle you are looking to buy. With this tool, you are able to negotiate a better deal since you are well informed.

Know the Market

Supply and demand is the first thing any salesman or businessperson knows. You know that if you live in an area that is covered in snow, December is not a good Corvette selling month. This is the perfect time to buy the hot rod that you have always dreamed of, simply because the dealership wants it gone.

Don’t Trust the Salesman

The salesman is there for one reason and one reason only: to get the sale. While they may tell you there is nothing wrong with the car, the only way you will know for sure is to take it to a mechanic: one that you know, not one the dealership refers you to. If they try to stop you, walk away.

Carfax is the Buyers Friend

Not only does the Carfax report tell you about accidents, former owners, and prior maintenance, it also tells you how long the vehicle has been at the dealership. Once a vehicle has sat on the lot for a period of time, the dealership pays big; so if the vehicle you are looking at has been there a while, you can easily negotiate a better price.

The Imaginary Phone Call

When making a decision to purchase a vehicle, most people want to talk in private. Salesmen do not like this at all; they want to know what you are thinking and what you are talking about. The most effective trick they use is to follow you from afar and begin to talk on the phone. 9 times out of 10, there is nobody on the other line. If you word your conversation right, you can make them sweat and get whatever you want. Use their game to your advantage.

Wash the Car

Chances are the vehicle you see on the lot is shiny and looking brand new. When you take the time to wash it yourself, you are looking at every inch of the car. If there has been any damage, you will notice it.

Shop Online

Shopping for a vehicle before you go to the dealership is one of your best allies. You can see what is available in your area and use that to negotiate a better deal for the vehicle you really want.

"Destination Fees"

A destination fee is a true cost to the dealership IF they are getting the vehicle from the factory. If they are finding you a vehicle at another dealership they will try to stick you with a destination fee of around $500 when in reality, they are just sending another vehicle to that dealership; there are no fees, just a trade. Don’t get taken in.

The Guilt Trip

Every salesman has their ploy, something to get to the customer so you buy from them. The most common is the one that they are broke or they have a sick kid, something to make you feel sorry for them. Do not fall for this trick, if you don't like the car or the price, walk away.

Read Reviews

The salesman will tell you it is the perfect car, it is not a lemon, and it gets great gas mileage. The only way to get a true understanding of what the vehicle is really like is to read what real owners have to say about it. If there are thousands of negative comments and only a few good ones, then you know it is not the car for you.

Cash or Credit

The old saying used to be that cash talks. This is no longer the case. Now, the dealership actually makes more if you finance. Be sure to shop around for financing. While the dealership will push for their lender, your local bank or credit union will likely get you a better rate.

The Salesman Cannot Make Promises

The salesman, while he may think he can, really can't make any promises towards the deal. They cannot offer you a full tank of gas or new tires. If you want more to the deal then you need to go straight to the finance or sales manager.

The "Meeting"

When you make an offer, your salesman will go into the office with the finance or sales manager. Here, they will talk about their strategy, what they can get out of you and where you are willing to bend. If you are able, stand subtly outside the office and attempt to hear what they are saying, you will be able to use it to your advantage.

Phone Numbers

Do not give out your phone number to your salesman until after you purchase the vehicle. They will call you relentlessly until you break and buy the car from them. This is a hopeless trick that is a favorite for the sleaziest of salesman.

Know Your Options

When you decide on the vehicle you want, look into what options were available in that year. Then, when the salesman says its top of the line but it does not have leather seats, you can tell him that he is wrong.

Think About It

The salesman's worst fear is a customer who is not an impulse buyer. They want the sale immediately; they don't want to wait for you to think. You should at least sleep on it, ask any additional questions and make a rational decision that is well thought out.