I thought it would be interesting to share the sales tricks employed once you're sitting at the desk ready to make a deal. NOT the imaginary loss leaders advertised to get you on the lot, false email deals, or the salesman shuffle but once you've done the test drive, parking lot banter, and now you're in the chair. Try to leave out all the lead up and just drop the tactics on us > and your responses....
After chasing down the nonexistent "dealer" truck, I test drove a Tradesman then "reluctantly" upsold myself to a Big Horn. MSRP was $53.6k with a dealer sticker of $44.6k. At the desk, I pointed out the pricing on the previous similar vehicle at $39.9k which drew me in. They reduced to $43k and I hemmed and hawed as I hinted that my limit was $37k upon which he asked how much I was willing to put down ($5k). He disappears to give it a go...
Sales manager comes out with his serious, low tones and tells me how hard he is going to fight for $37k but wants me to sign the bottom of the negotiation outline that says "I will purchase this car and drive it home" (says it's not binding). More waiting....he returns without a word, stares at me, puts his hand out to congratulate me as if we've met my price. I was paranoid so I lean in, shake his hand, and signal my readiness for the math on his shielded worksheet.
He lays it down and I notice the total discount FROM MSRP was now $15.6k ($9k original + $1.6k + $5k to seal the deal) to put the OTD price at $38.7k with TTL/tax/dealer). I was shocked with only 3 hours in and didn't see any red flags as he runs through the rest of the numbers until I get to the amount financed....$38.7k.
Last time I checked...$38.7 minus the $5k= $33.7k financed so he went into his figurometry to avoid what I noted until they had to reveal that they were offering the $38.7k with my $5k down subtracted from the quote so I must have misunderstood. Not to mention the monthly payment after "financing" was waaaaay off. Yeah...so I took the blame without arguing the obvious...now will they call back?
- Oh that car is now a "dealer" car...it's not available. > It's been on the website for a month and is STILL on the website (25% off).
- How much would you like to pay a month..what could you afford? > I don't talk about payments...I talk about purchase price and then payments are decided by term length/interest/down.
- Will you be financing with us...how's your credit? > I'll finance the best interest rate from a reputable bank...I have over 700 credit rating.
- Sign here (multiple times)...it doesn't indicate obligation? > I read each document before signing while affirming verbally the reasons for each paper then I handed it back.
After chasing down the nonexistent "dealer" truck, I test drove a Tradesman then "reluctantly" upsold myself to a Big Horn. MSRP was $53.6k with a dealer sticker of $44.6k. At the desk, I pointed out the pricing on the previous similar vehicle at $39.9k which drew me in. They reduced to $43k and I hemmed and hawed as I hinted that my limit was $37k upon which he asked how much I was willing to put down ($5k). He disappears to give it a go...
Sales manager comes out with his serious, low tones and tells me how hard he is going to fight for $37k but wants me to sign the bottom of the negotiation outline that says "I will purchase this car and drive it home" (says it's not binding). More waiting....he returns without a word, stares at me, puts his hand out to congratulate me as if we've met my price. I was paranoid so I lean in, shake his hand, and signal my readiness for the math on his shielded worksheet.
He lays it down and I notice the total discount FROM MSRP was now $15.6k ($9k original + $1.6k + $5k to seal the deal) to put the OTD price at $38.7k with TTL/tax/dealer). I was shocked with only 3 hours in and didn't see any red flags as he runs through the rest of the numbers until I get to the amount financed....$38.7k.
Last time I checked...$38.7 minus the $5k= $33.7k financed so he went into his figurometry to avoid what I noted until they had to reveal that they were offering the $38.7k with my $5k down subtracted from the quote so I must have misunderstood. Not to mention the monthly payment after "financing" was waaaaay off. Yeah...so I took the blame without arguing the obvious...now will they call back?