Don’t be nervous, they are just car sales people

My father has been in car sales all of my life. I have noticed a few things along the way. One of which is the shady tactics some dealers use. Some may try and keep you in a situation where leaving is not all that easy.

Have you ever taken a car with you that you will use as a trade in? The salesperson will ask for your keys so the technicians can look over your car so the dealership can make an educated offer on your vehicle. But have you ever noticed that some salespersons will keep the keys close to them while you are in negotiations? The idea is that most clients (you) will be less likely to ask for your keys and just get up and leave. A reputable dealer will place your keys close to you after inspection. My thought is to bring an extra set of keys with me and only let the salesperson have the one single key for inspection. If I do not like the way the deal is going, I will first ask for my keys. If I get any sort of resistance to my request I will ask where the bathroom is and leave, with my other set of keys in hand. I will then call back later and say that I accidentally left my key with salesperson ‘X’ and ask that the dealer mail it back to me.

In negotiations, it is in their best interest to keep you for as long as they can. The idea is that you will be more likely to accept their offer and the extra add ons while you are talking to the finance manager. Yes, the add ons. There are so many extra add ons to your vehicle that they will try to get you to buy. Most of which you will never need, including the vehicle maintenance agreements. If you are buying the car new or fairly new and you plan to have the dealer service your vehicle regularly, then buying the extended plans do make sense. The other item is GAP insurance, which covers the difference in what you owe if you get into an accident and insurance does not cover your full remaining loan amount. If you are financing any sizeable amount, especially on a new car, it is well worth the money. My brother once bought a new car and as soon as he drove it off the lot a lady sideswiped him. As soon as you drive a new vehicle off the lot, it immediately loses value. If it was not for the GAP insurance, he would have had to pay the difference from insurance on a vehicle he no longer owned.

Be smart and do your research. But most of all, just remember they are human just like you and I. The salesperson is under much stress from management to make a predetermined number of sales each month. If you want an easy experience, try and get that salesperson who needs a few sales and it is near the end of the month. Many times they will do what they can to make that sale.