car salesman

Used vehicle salesmen are typically depicted in the media as sleazy, oily individuals in too-tight polyester fits that are trying to take you for a trip – and not simply because lemon sitting on the lot. Obviously, not all used vehicle salesmen fit that stereotype, but a minimum of part of that image is exact: There are cheats that they are putting into action to get that receipt signed … by you.

Jason Lancaster earned a living as a used car salesperson for a decade – at an ‘upstanding dealer,’ he states – but he’s now committed to exposing the less-than-ethical business practices because he thinks that ‘customers deserve better.’ He left the vehicle business in 2007 and began a site -Accurate Auto Guidance – dedicated to sharing precise suggestions and info with consumers. According to Jason, ‘The objective of the site is to provide customers advice that’s 100 % true. A great deal of the info I consider car purchasing is incorrect or misleading, and I am attempting to remedy that.’

Lancaster exposes a few of the more dastardly car-buying schemes in the following 4 techniques – and some suggestions about fighting them.

1. The Scream

Think of ‘The Scream’ method as a riff on the great cop/bad police officer circumstance. The essence of it’s that the buyer desires a specific automobile or a particular rate that the dealer does not have or can’t match. At the exact same time, the buyer says that they are not prepared to buy at the minute. Instead of sending out the purchaser on their way without any hope of getting what they desire – which, in reality, is not readily available – the salesperson plants a seed that exactly what the purchaser desires might be readily available when he or she prepares to purchase and recommends that they call the dealer prior to they make any choices at another dealer.

‘Then, you kick back and wait for the phone call,’ states Lancaster. ‘If the consumer calls you for an incredible price, you tell them that you remember exactly what they want and they need to come in to finish the discount. They come down to the dealer thinking that you are going to meet their cost, get their vehicle, etc., and THEN you inform them the bad news.’

That’s where the namesake ‘scream’ is available in. Angry that they returned to a dealership that is not really willing to provide them exactly what they desire when it was recommended that they would, the purchaser, in theory, takes their aggravation out on the salesperson – or the bad police officer, if you will. Which’s when the good police officer – the manager, most of the times – is available in to seal the offer.

Lancaster continues, ‘The manager visits, asks forgiveness, then describes how the client wanted a price that hadn’t been sensible (or a vehicle that is not really readily available), that’s the best price there is, offers to include a freebie, and makes the deal. If the salesperson is sufficiently scolded, and the manager is excellent at calming people down, it can work OK.’

The problem with this situation, as Lancaster mentions, is that the purchaser no more trusts the sales representative, meanings that that they’ll never come back to them again. ‘It’s fantastic in the short-term, however truly damaging to the dealer in the long term, so a great deal of dealerships will not allow it.’

How to Avoid The Scream

First, don’t let on that you are not ready to buy right now. That’s essentially where this scheme begins. Instead, notify the sales representative that you are searching for a car, and you want to find the very best price possible, so you are keeping your alternatives open by checking out other car dealerships.

To flip this tactic on its head completely, round up a few costs on equivalent automobiles from location dealers and bring them to the table with each sales representative. If the salesperson does not want to be competitive, and you don’t feel like you are getting the very best or fairest bargain possible, walk. Simple as that. If they desire your company, they’ll work with you to discover the most affordable discount for the car dealership and for you.

2. Rolling a Car They Know You Can not Finance

What’s a dealer manager to do when he wants to move a car off the lot, but he’s dealing with a purchaser who will not agree to make a sufficient or sensible deposit or who’s bad credit without any possibility of getting an excellent finance rate? Lancaster states there are 2 choices:

  • The salesperson can inform the buyer exactly what a realistic interest rate will certainly be, and what that suggests for their payment, or
  • The sales representative can mention to the purchaser whatever they wish to become aware of interest rates, have them sign documentation and take delivery, then call them back in a week approximately and inform them the terms have actually altered.

Did you just have a WTF minute, too? Truth is this method works – and it’s still made use of relatively commonly for three important factors, according to Lancaster:

  1. People want to think the dealer tried to obtain them a great rate of interest, says Lancaster. ‘If you bring them back, reveal them all the decline notices from the banks, etc., you can prove to them that you attempted. Then they’ll admit their credit’s bad and accept a greater rate of interest and payment.’
  2. People generally reveal their brand-new car off to family and friends, commonly the day they get it or the day after. Losing the automobile a week later would be humiliating, so individuals will certainly typically pay even more just to avoid that embarrassment.
  3. Most dealerships make customers sign something called a ‘bailment arrangement’ that says the dealership can charge a very high charge for the use of the car if funding falls apart, according to Lancaster. ‘When I was in business, bailment was $50 a day and $0.50 a mile. If somebody drives a car for a week, that’s $500+. That’s a huge money charge a lot of individuals do not want to pay.’

How to Avoid This Trick

To prevent the dealership changing your finance rate after you take shipment, consider these three recommendations:

  1. Secure financing before you reach the dealer, or
  2. Request that the dealer show you a copy of the bank approval (they can print it out and reveal you easily enough), and/or
  3. Do not indication a bailment agreement, a minimum of not one that defines payment of a charge for miles driven and days of use.

‘The bailment arrangement is usually the first or last file the dealer will certainly reveal you,’ states Lancaster. ‘If you see anything that states you agree to spend for vehicle use must financing fail, don’t sign it. Nevertheless, comprehend that this may keep you from getting a vehicle if you’ve bad credit. Occasionally, individuals with inadequate credit do not have much of an option, unfortunately.’

3. ‘This Is the Finance Rate the Bank Came Back With’

As you may know, dealerships can make a percentage of a vehicle’s interest rate if they can mark it up. Among the simplest methods to increase interest rates is to bring a consumer into the finance workplace, ask them a series of probing questions about their credit report, make a show of sending something to ‘the bank,’ then showing them a paper and stating, essentially, ‘this is what the bank came back with.’

Another dirty trick, obviously, however it works.

‘The client presumes that whatever you are showing them is the real rate of interest they got, not recognizing that the dealership has actually marked the rate of interest up 2 % to 3 %’ Lancaster describes. ‘This is done all the time. Even at nice dealers. Even today.’

How to Avoid This Trick

The finest way to avoid this trap? Join a credit union and ask for pre-approval on a car loan. Cooperative credit union almost always offer outstanding finance rates. From individual experience, I can tell you that my other half has actually done this in the past, and it’s constantly resulted in a smoother arrangement. Lancaster echoes that sentiment and provides an added pointer: ‘If you can not sign up with a credit union, I ‘d browse the web and see what you can do to secure a loan from among the lenders that partner with,, and so on’

4. Failing to Disclose Damage

Prior damage to a car will certainly almost certainly play a part in your choice to get a specific secondhand vehicle. However how do you know exactly what that vehicle has sustained? Regrettably there’s no easy means to discover this out – and it’s not totally the fault of the salesman or dealership.

‘Relying on the damage and the state you stay in,’ Lancaster states, ‘dealers mightn’t be under any legal responsibility to reveal an automobile’s prior history. The automobile might be a ‘lemon’ (maker buy-back), it could’ve suffered damage while on the car dealership’s lot, it could’ve considerable body damage – and the dealer does not need to say a word about it.

‘While a CARFAX report can assist, CARFAX reports are commonly insufficient. I’ve actually seen CARFAX reports that are missing out on substantial information, to the point where it makes me question the quality of their service. In any case, dealerships will lie about damage or problems since they are under no obligation to mention to the fact, and the customer can’t show the dealer lied after the reality.’

How to Avoid This Trick

So what can you do to at least try to obtain the most current, complete, and exact information about the car? The answer here is not really the most enticing, but it’s sort of a better-safe-than-sorry circumstance.

‘The very best means to secure yourself is to pay for an independent car examination and purchase a CARFAX or AutoCheck report,’ encourages Lancaster. ‘A good inspector can normally identify an automobile with undisclosed damage, and CARFAX/Autocheck reports are generally great about indicating if an automobile is a maker buy-back (AKA someone else’s lemon).’

If you choose to go this route, there are mobile used car assessment services in the majority of medium-sized cities. If you live in a village, you can take your vehicle to the nearest independent mechanic and inquire to look it over.

How to Beat an Utilized Automobile Salesman

In addition to exposing these trickster techniques, Lancaster also has insight for car buyers, so you can walk into the car dealership well-informed and (hopefully) keep the upper hand.

Buy From a Reputable Franchise

Buy from a franchised brand-new car dealership, as the majority of these ‘techniques’ will not fly. New automobile dealers are very carefully kept an eye on by state authorities and the car manufacturers they stand for, so they are very cautious.

Get It Inspected

Have whatever it’s you are buying expertly examined. It costs $100 to $150, and it deserves every penny.

Secure Financing First

Arrange financing at the regional credit union then ask the dealership if they can beat that rate. Beyond a credit union, the majority of the larger banks have some sort of auto finance program, and most of the popular car sites have a partnership with finance companies.

Have you ever scored a lot on a secondhand car from a car dealership? How did you do it? Kindly share in remarks!