7 tactics car salespeople hope you don’t know (and how to beat them)
The "Four-Square" Technique: This is a worksheet that mixes the price of the car, the trade-in value, the down payment, and monthly payments to confuse buyers.
Low-Ball Trade-In Offers: Salespeople may offer a low trade-in value for your car, hoping you don't know its true market value.
Inflated Interest Rates: Some dealerships may offer financing with a higher interest rate than what you actually qualify for, pocketing the difference.
"Today Only" Deals: Salespeople might pressure you by saying a deal is only available if you buy the car today, creating a false sense of urgency.
Add-Ons and Extended Warranties: Salespeople often push add-ons like paint protection, fabric protection, or extended warranties, which can significantly increase the final price.
Payment Packing: This is when extra fees or add-ons are hidden in the monthly payment to make it seem like you’re paying less than you actually are.
How to Beat It: Ask for a detailed breakdown of all costs included in your monthly payment.
The "Wait in the Office" Trick: Salespeople may leave you waiting for long periods, hoping you’ll get impatient and agree to a deal just to get it over with.