Often salespeople will use a code to represent numbers. They
do this so they can hide their numbers they are using from someone
who does not know this code. For example, A=1, B=2, etc., and
J=0. The salesperson will often even show you this when calculating
things for you. So if you see “CJJJ” next to your
trade-in you are getting $3,000 for it. If you know the code you
have the advantage not them.
Dealerships will do everything possible to give you the impression
that you must buy your vehicle today or you will lose it. They
know their best chance to close the deal is when you are at the
dealership that day.
Dealerships will also often say they have a buyer for your
trade-in. It is great to think that the dealer already has a buyer
for your trade-in, and as a result of this they will pay more
for your vehicle. It is just another method to get you to trade-in
immediately and purchase a vehicle today.
One way salespeople will get a vehicle into your monthly budget
is to “stretch the term.” You tell the salesperson
you can afford $200 a month. Basically, they will extend the length
of the contract as long as possible to fit it in your $200-a-month
budget.
The less you say in front of the salesperson the better. This
is true because they will use anything you mention in their favor
and against you in order to get you to purchase a vehicle as soon
as possible and spend as much as possible.
When looking over your trade-in a salesperson might say, “We
would give you more for your vehicle, but it needs X and that
will cost $250, and Y will costs $200.” They will find anything
that might be wrong in order to decrease the trade-in value of
your vehicle.
Another way salespeople might manipulate you is by saying,
“Well, Mr. Smith maybe this vehicle is too expensive for
you. Let’s look at a cheaper vehicle.” They do this
to bring out your ego so you want to prove that you can afford
the better vehicle and that you can afford to purchase it today.
Yet another method salespeople use is to say, “Mrs. Smith,
I have another client interested in this vehicle as well, and
this is the last one.” This is done to have you make a decision
quickly because there are no other vehicles available. As you
know there is another vehicle like that one somewhere in the world
for you to purchase.
One other line a salesperson might use is, “You see the
manufacturer already discounted the price right here on the window
sticker so I do not have any room to move.” This is not
true and therefore it is essential for you to haggle, otherwise
you will pay too much for the vehicle and then pay interest on
that higher price.