Outsmarting Car Salesmen with Knowledge and Research

The world of car sales can be fraught with pitfalls, from inflated prices to hidden fees. However, with the right knowledge and preparedness, you can turn the tables on even the most seasoned car salesman. Let me share a few personal anecdotes and strategies that have proven effective in outsmarting car sales tactics.

Car Salesman Perplexities

Have you ever shocked a car salesman and caused him to backtrack or make excuses after he realized you’re far more knowledgeable about the vehicle than he is? Here are a few cases where I’ve managed to do just that.

Revolutionary Engine Readings

I was purchasing a Ford and the salesman showed me how to read the tick-over revs which were a neat feature indeed. Later, when he turned on the air conditioning, he asked me to check the revs againthey were the same. He then claimed that the efficiency of the air conditioning caused this. I stifled a laugh and explained the real reason why the revs were the same. He truly had no idea.

Unscrupulous Contract Changes

In 2006, I purchased a used Nissan for my son who was in college. The following day, the salesman called me and claimed there was a mistake on the contract, requiring me to resign. When I got there, it was clear they wanted an additional $500 for the down payment or a $10 increase in the monthly payment from our initially agreed terms. Naturally, I declined. This manipulation isn't a first-timer tactic. Salesmen often create the illusion that payments are within your budget and then introduce a 'mistake' to adjust the terms. This salesperson even admitted that most people would accept the changes.

Recall Past Battles

Unfortunately, my friend faced the same trick years later when trading in his classic 1973 Corvette, which was in perfect condition. However, his memory of my experience helped prevent a similar outcome. After he refused, the dealership decided to return the truck instead. Interestingly, he eventually sold the Corvette for $60,000 after keeping it for ten more years.

Empowerment Through Knowledge

No, I didn't do my research just on those occasions; I continually educate myself about the automotive industrynot just as a car buyer but as someone with years of experience as a car salesman (so many!) and as someone who has heard most of the tricks. Here are a few stories that vividly demonstrate how to engage with car sales tactics.

Price Discrepancy Drama

One memorable day in 1973, during the Fall, a friend and I were looking for a used car. A salesman found us and exclaimed how great the price was, showing us his NADA guide. I casually revealed that the guide I had was from the previous month. The salesman looked genuinely shocked and even began to stammer before I calmed him down. I told him I would pay the advertised price, which turned out to be $14,995. After some negotiation, he reluctantly agreed to $13,995. An advertisement from a local newspaper had reduced the price but not in the online listings. This story underscores the importance of verifying all details.

Deceptive Website Fees

One time, I found an Acura I liked and agreed to take it at a "special internet price" of $12,000 plus a $1,000 processing fee. Once I saw it in person, I pointed out the processing fee which the salesman conveniently missed. He got defensive, but then I showed him a website showing the price with no processing fee. We eventually settled with the advertised price, proving that staying knowledgeable can prevent costly surprises.

Final Thoughts

Regardless of whether you're a novice or a seasoned buyer, there are always ways to get the best deal. By doing your research and knowing common sales tactics, you can avoid pitfalls and walk away satisfied. Whether negotiating on revs, dealing with tricky contracts, or spotting hidden fees, the key is to stay informed and prepared.