Tips for Buying a Car New or Used

I was recently a sales person at a Dodge dealership. I now will impart all the things I learned about the "dark side" of the force.
1.They have a sneaky system, dont go along with it. They want to get you in the office then in a car and make you love the car then put you back in the office filling out paperwork so they know what kind of credit you have.

Make sure you dont listen when they say follow me. There is nothing inside for you to see.Make sure You alone select the vehicle you demo drive.

2. Overcomming your objections. This is thier number one goal. Anything you say negative they are going to isolate and redirect. If you cant keep an airtight mental list make one and paper and dont allow yourself to be overcome. If it is the price you dont like they will come down but they dont want to cause they work on commison. If its down payment they are gonna ignore it first then keep asking you for more than you want to put down. They are gonna tell you it will raise your payments and intrest rates. They just want more commision. Decide a number your gonna put down before you go and dont change your mind no matter what.

3.The big dogs- this is the horrid part. If they cant close you on the car, they are gonna call in thier manager. They will lie about why thier manager has to talk to you before you go. Its for one reason only. TO CLOSE YOU. If this happens you might find out hes not even nice to you (kinda a good cop/bad cop scheme) Stick to your guns. Stick to what you want in a car and down payment and payments. The only person in the dealership that can do anything about payments is the finance guy.

4.Go informed. Get a few ideas about what you like.If its used then know what milage you will accept and find three comperable prices online.Dont budge after that.Know this that if they car has a 30 point inspection (used only) or any type inspection list this doesnt mean they fixed it it just means they inspected it. It is a scam! For new cars get a control number. This is what they paid for it and it doesnt change. Like mcdonalds even though its a franchise a patty cost what it does.If your armed with this you will save thousands.

5.M.S.R.P. Rebates and trade in scams...Most of the time they are gonna show you a sheet and on it its going to have one line with an amount for both your trade in value and rebates they are offering totaled together (NOT!) they will deduct your trade in from the rebate if you dont watch them.Take a calculator and ask for the individual rebate and trade allowance. The number you get is the one you can make them give you. M.S.R.P. means nothing.NADA.Its a big lie to make it look cheaper. The manufacturer of any product always suggest a retail value and no one ever sells it for that not ever.Dont even think about this number.

6.Stay in control the moment you let the salesperson take the lead your closed,dont think they are your friend no matter how nice they are beccause they are not they are thier to make money. Its an ugly business but they do really want to rip you for as much as they can. Its a power struggle and whoever wins is the one that comes out with the money. Your savings or thier pay. Do everything on your terms and dont be afraid to be firm and even harsh.They are trained into the ground to take advantage of you there are books lots of them and they are gonna use every trick in it to sell you.

To learn more about thier sales strats visit the Joe Verde website or any other car sales websites and learn thier closers and stuff. The more you know the better you deal.

Guest's picture

This is a very silly article, Yes sales people and dealers are their to make a profit, That is not a dirty word for any business. My local dealer has many events for the community & the children, They sponsor many local fund raisers and employ over 100 people in my town! This year we have seen many dealers go out of business.YES BUYER BEWARE! BUT you do not need to be harsh or firm with your salesperson. He has a job for his family like anyone else. Remember a good deal is a vehicle you like at a price you can afford from people who will take care of you after the sale as well, sometimes I would rather even pay 4 or 5 hundred dollars more to not be just another number and do business locally.

Guest's picture

Re: Tips For Buying a Car New or Used:

There are no less than 71 grammatical errors in your post.

Perhaps you should learn some tips on proper grammatical usage.

It is difficult to take "advice" from people who lack a keen grasp and command of the English language.

Also, there IS such a thing as spell check.

jennye's picture

Good tips.

End of the month is a good time to buy, too. Salesmen want to meet their quota. Also, August/September is a good time because they want to get rid of the current year because the next years are already coming in.

I have an unfair advantage. I used to work at our dealership before children (in fact, until the day I went into labor with our first, and then I still did stuff from home for a few years afterwards for them). BUT, the sales manager that is there now thinks I know more than I actually do. He was showing me all these numbers on the computer from the accounting side of the vehicle, thinking that was the part I worked in (I had been working at the dealership a year before he started, so he assumed I knew more). I had no idea what they all were, but nodded my head like I did. We came out of there paying almost $10,000 LESS than the sticker price! We checked a couple of other places, the ones that say they will meet any price. They said, OMG, there is no WAY we can do that!! I might have gotten some sort of employee deal too, come to think of it. Even though I was no longer employed there.


Countdown to baby!!!
Lilypie Baby Ticker
Guest's picture

It's funny to listen to those that are disgruntled with a particular dealership or place of work attempt to 'paint' the entire industry or all dealers with the same 'brush'. I don't even know why I'm responding to this 'trash talk' other than to say that not all dealers are alike. I've had over 10+ years in the automotive industry and have yet to employ any of the tactics mentioned in this write-up.

People, please consider the source when you consider the uninformed and illegitimate opinions of a great industry.

- Ryan

The Car Queen's picture

:O Seriously, I worked for Dodge, I'm a female who's been in the car business for 4 years, as sales, sales manager, a sales trainer, internet manager and now I'm working on getting my own lot open. Did you work there for two weeks before deciding you were bitter and angry? Let me guess, you made zero or very few sales. You are extremely uninformed. And on Dodge, there's actually not much money in the MSRP sticker, also known as a Maroney Sticker which is required by law. The dealer adds things such as "Environmental Package" or Nitrous in Tires, or Window Tinting or Wheel Locks, or aftermarket accessories and yes, there's mark up in those items. The average new Dodge has about $1,500-2,500 profit in the MSRP. Where dealers make their money on new cars is throwing "Dealer Cash" at the deal, volume bonuses, F&I services.... Rebates come from the manufacturer and knowledgeable sales professionals are eager to use them because why?....Less toward the price of the car = lower monthly payments for clients = more sales. Duh. I am infamous for saying "follow me" on the lot. Not to trap them and eat them alive and take every cent I can, but for my own validation that they trust me so far, they want more info and I'm in control of the potential car deal. If they hesitate, I know I need to go back and do something more. Good car salesmen and women don't have to lie and hurt people. You are there to guide them to making a purchase they will be happy with. Just like if I go to a doctor, he's not going to say, "ok you figure out what's wrong with you and then I'll write you a script." No way. He's going to listen to all the symptoms and diagnose. That's what good car people do, listen, listen to what the potential buyer wants and needs, use your expertise and experience to say ok, well I think this fits, or that isn't really practical for this reason, here's another suggestion you may not have even thought of, let me help you. When it comes to making money in the car business, there's often simply NOT a lot of money to be made on new cars (that's why I switched to used...) unless you scoop the trade (tell them their tranny is shot give them $500 for a $3,000 car) but that's not my style. You ASK to make money during the final close. "Hey, are you happy with everything? I did my absolute best to meet all of your needs, is there anything else I can do for you? Let me give you a little secret about the car business, I don't make nearly as much as you think I do unfortunately! But I do make my living off of helping clients like you, on this new car you are getting such a great deal we had to throw some of our dealer cash at it to make up for zero profit, I don't get paid on dealer cash, can we agree to bump your payments up just $10 a month, I'd greatly appreciate it and promise to take great care of any of your friends and family in the market for a new vehicle." What are they going to say? No, you've just spent 3 hours with me and don't deserve to make a cent? Nobody has ever flat out told me no. Over 1,000 car deals and I can always bump a payment at least $5 to make some profit, why? Because I'm worth it and I make sure they know it! And when they come in for service, they come see me, I take their car to service and back, I send thank you cards, happy birthday cards, gift certificates to nail places to the ladies...Selling cars is hard work. It's also a very honorable and profitable and rewarding IF YOU LEARN TO BE A GREAT SALES PROFESSIONAL.

Add new comment