SURVIVING HIGH PRESSURE SALES TACTIC

SURVIVE CAR DEALER HIGH PRESSURE SALES TACTICS

PREPARING FOR HIGH-PRESSURE SALES TACTICS AT A CAR DEALERSHIP

Being ready for High Pressure Sales Tactics involves being well-informed, doing your homework, and being ready to counter common strategies employed by salespeople, and that’s precisely what we’ll help you do today! 

Welcome back to The homework Guy website. your go-to source for navigating the tricky world of car sales!”

The following outline is written by Kevin Hunter The Homework Guy, and The Amazing Elizabeth, the Homework Gal.

This report dives deep into the world of high-pressure sales tactics. Have you ever felt cornered or coerced by a pushy car salesperson? We’ve all been there! Some of this stuff we’ll cover today we’ve said before but for the sake of new audience members and to refresh your memory, we’ll hit these items again. So, fear not, we’re here to arm you with tips, tricks, and insider secrets to help you hold your ground, Elizabeth style!

Elizabeth style? Wow, that’s setting the bar pretty high, Liz! Hold onto your hats and get ready to turn the tables and become the master of your own car buying experience. It’s time to outsmart the slick, highly trained sales game found in car dealerships!

So buckle up, it’s going to be an exciting ride!”

Here are some comprehensive strategies to help you deal with these tactics:

• #1 Research and Preparation:
  • Research the Car: Knowing what type of car and features you want is always advised, and knowing what those specific models are selling for in your area. Check out reviews on sites like Consumer Reports or Kelley Blue Book, or if you’re a member on our channel, check in with us. We’ll be very happy to steer you right!
  • Know Your Credit Score and Budget: Be aware of how much you can afford and what APR you qualify for. You can learn this by getting a pre-approval from your own bank or credit union first, something we have repeatedly recommended. Just don’t let yourself get pushed into a conversation about car payments!
  • Compare Prices: Use the internet to compare prices of the model you are interested in. Sites like Cars.com, TRUECar, and AutoTrader, and Greg Fidan’s RealCarTips.com can be useful.
  • Financing: Shop around for financing before going to the dealership to find the best rates available. Always have this baby well in control with that loan pre-approval Kevin mentioned held tightly in your hand!
• #2 Countering Sales Tactics:
  • Orientation: Salespeople may try to build rapport by asking personal questions. Don’t let them drill down into what you do for work, details about your family, or other personal information they can use against you in later conversations. Be direct about what you want, a strategy that will save you time and money, because it will help you avoid being swayed.
  • Persistent Selling: Firmly let the salesperson know you won’t be pressured into making a purchase. You just keep saying, “If I buy, I’ll buy on my own schedule, not yours. Pushing me will only lose me as a customer.”  If they are too overly pushy, don’t hesitate to leave. Sometimes the message doesn’t get through just by talking, but getting up and walking out can work negotiation wonders in your favor. 
  • Running Down the Clock: Don’t feel obligated to make a decision on the spot. Let the salesman know you are not in a hurry and will definitely need more time to think. If you visit a dealership, take a spouse or a friend with you and just tell the salesman from time to time, “Could you just step out and give us a moment to talk privately?”
  • Payment vs. Price: This is huge! Focus on the total purchase price rather than monthly payments, and always ask for a complete breakdown of the details.
  • Profiling: Be aware of questions aimed at profiling you and stick to discussing the specifics of the car and the deal.
  • Time Sensitivity: Do NOT listen to the line “This offer runs out today!” Challenge any claims about time-limited offers or scarcity of the model you want. With inventory of cars being asd high as it is right now, scarcity is WAY GONE from being an issue on the table.
  • Extracting Concessions: Don’t commit to the deal immediately, even if concessions are offered. Keep your options open. They won’t come back with an excited look on their face if you’re getting close to the bottom of where they can go. It gets intense, and that’s a good thing!
  • Misleading Information: Stories can get wilder as the negotiations go on. Stay informed about the vehicle and don’t fall for exaggerations about its capabilities.
  • Add-ons: Be wary of unnecessary add-ons and extras that can inflate the cost. These are otherwise known as Tied selling, something we have written about on our website and produced a video about it. It’s illegal!
  • Management Approval: Understand that this is often a tactic and stand your ground on what you want and need. Even if the manager comes to your table. Don’t be intimidated. Their job is to be a CLOSER if your Salesman hasn’t gotten you to fold by this point.
  • Trade-in Trick: Know the value of your trade-in and long before you are sitting in the dealership. Don’t fall for a subpar offer designed to STEAL your trade.
  • Open-Ended Questions and Alternative Choices: As you get deeper into negotiations, expect this to happen. Stick to what you specifically want and don’t get swayed by alternative suggestions.
  • Hidden Fees: Dealers suffer from a FEE DISORDER. Insist that all fees must have been included in all previous discussions and email exchanges rather than added on at the last minute. This tactic violates Deceptive Pricing laws.
  • Credit Adjustment: Be precise about payment amounts and ensure the final agreement reflects the terms discussed.
• Other General Advice:
  • Trust Your Gut: If something doesn’t feel right, if you don’t like what you’re hearing, be prepared to walk away.
  • Definitely Don’t Commit Immediately: Especially if you are just browsing, make it clear to the salesperson you are far away from decision time.
  • Keep your Cool: Remember, the salesperson’s goal is to make a sale, and to rattle you a bit if necessary, but you are not obliged to comply with anything you’re uncomfortable with.
  • Understand Sales Cycles: Be aware that certain times of the month (like month end) you may see more aggressive sales tactics due to dealership quota pressures.

In summary, the key to handling high-pressure car sales tactics is thorough homework and preparation, clear communication of your needs and wants, and a readiness to counter common sales strategies. Remember, you are in control of the buying process and should feel comfortable with every aspect of the deal. Always use the tactic of walking out when things just don’t make sense.

LIZ: Friends, If you feel you lack the skills to run the Sales Process Gauntlet and resist the high pressure sales tactics we described, get a coach in your corner by becoming a member on our YouTube channel and have us talk you through to success. We’re totally happy to do that for our channel members! https://www.youtube.com/channel/UCJ6Su-8bINvXVXWf0peAIJg/join