DON'T Say The Wrong Thing! It Will Cost You $1,000's | The 4 Most COMMON Car Dealer CLOSES
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0:00 Intro
0:30 Porcupine close
2:42 Ben Franklin close
4:36 The alternative choice close
6:06 Four square close - ยานยนต์และพาหนะ
A person shouldn’t have anxiety attacks and dread when going to purchase a vehicle 🚗! It’s ridiculous you have to be one step ahead of these car dealers!
ya i am done looking for new cars and motorcycles. to much anxiety.
You’re never ahead
Unfortunately life is not fair either.
Then buy from an individual. Problem solved.
I wonder why the bad reputation…
My husband and I are looking at a used truck at a specific dealership. Went in saying we are just looking and test drove a truck we liked. The salesman has been there 35 years and knows all the tricks of the trade. This one threw me for a loop, though. He has called everyday asking if we have decided on a truck yet since we went in last week. I tell him the same thing every time he calls. The price of the truck does not match its value compared to the other trucks we are looking at. So today he tells me he is having it washed and detailed for us to come by to work out a deal. That he knows that truck is perfect for us. I responded it might be if the price was right, yet he did not offer to go down on the price. We did not go to visit him either. We are waiting till next month to pull the trigger on a truck and if he can meet our out the door price, then we will consider it. So far he is sticking to his over inflated price. We are sticking to our plan.
Update: It was a Friday and he was going on vaca, asked what I wanted to pay for the truck, I told him, and it was $ $8,000 less than his original price. I also stuck with the out the door price. Took us an hour, wrote the check, he put gas in it, we drove off. We were happy with the purchase. Still driving it. Nice ride! Thank you Mr. car salesman for proving not all sales people are looking to take someone to the cleaners!
Wait him out if you can. Some of these dealers are ridiculous… But they know people’s cars are getting older and leases are up and somebody will pay what they are asking for unfortunately… It sucks…
Allowing him to call you every day and discussing that truck with him repeatedly is all he needs to know, you want that truck, he knows it, he has no reason to come down on price. Ask him not to call you again unless the price drops to what you are willing to pay, make sure he knows that price.
Good job
Am I missing the part where the loop was thrown? It just sounds like normal car business selling tactics. The inflated price, is the inflated price that all cars and trucks in contention with currently.
Hold the line lol
Once you negotiate the OTD price, make sure you get OTD at that price. Beware the finance office.
This comment right here! 🎯
Right, the F&I guy had an extra thousand dollars added in when I checked the paperwork. He said "sorry I made a mistake" yeah, right.
when the F and I officer makes reccomendations- just say, "I'll take anything you want as long as it doesnt impact my out the door price, so if you want to go to the sales person and carve something out- thats fine". Personally since a lot of cars are selling for 2-4k over msrp right now- LOL they should throw in some extended warranties and gap insurance.
@@abprepboy33 they'll gladly not sell you any warranties or gap then let you go. If you're vehicle gets into an accident, guess who will be coming back to buy again then get gap and warranty? You the buyer. I've seen it way to much
@@stevornrichards1380 I think the far more likely scenerio is the dealer sells someone gap when they put 35% down on the car and there is never a situation where gap would provide any benefit.
UGH!! The last time I bought a car alone (single female) was a nightmare and I am getting sweaty palms just listening to this! I walked into the dealership and their questions to me were about what color I wanted etc. So demeaning. Took forever for me to buy because I kept walking out mid sentence! I am sickened by this business.
Im sorry thing make this such an unpleasant experience for you...
Yeah always take a buddy
Yes! It's horrible to buy cars as a woman. I've been to dealerships where salesmen would refuse to even walkout to the lot to speak to me. One time I was planning on purchasing a specific car on a lot and they took forever to send out the newest kid working for them because they thought I couldn't buy the car. They were shocked when he made a sale from me. They are so condescending that I'd rather keep my vehicles until they die than buy a new car.
This is why I prefer Tesla's selling model.
@@bobsmith962 that is kind, but why? I should be able to buy a car and get respect.. I have the knowledge and the money. You don’t need a friend to go with you!! It’s horrible! But thanks for the kind encouragement. ..it’s what my sister did.! She felt better with backup!! I’m just stubborn and want to be treated fairly as a customer. My bad!🤪
Buying a vehicle should not be this convoluted. I go to the store, I pick what I want, the price is clear, I pay it, I drive away. That's how it should go... If I could buy and pay online then go pick it up without talking to anyone, even better.
Yeah but also online.... it's a price set with no wiggle room. I enjoy their games cause I always get my deal or walk out.
No one is saying you can't do that. Go do it. On the other hand I will come in fight and argue with the salesman for fun and pay $3k cheaper than you.
Always look at new trucks when I have mine in for service. Always get approached by a salesman. “If I can match your current payment, would you like that new truck?” Sure, you match my current payment, I’ll buy it. “So what do you have?” , a 10yr old truck, one owner, $0 payment. “We’ll, I don’t think I can match $0”. Nope, didn’t think you could, but I’m willing to let you try.
My solution to the " Ben Franklin close " , you give the salesperson your pro and con , " if I get the deal I want, you get to have a steak for dinner, if not , I walk, and you have Burger King " . This has worked every time ! !
The "focus on the price" first then the colors, options, etc is crucial. Dealers have a hard time working with this because they do not want to talk numbers, they want to talk about "preferences" and "what you FEEL" as a buyer and what you "like" but if you manage to get over yourself and say "I don't care what color" because your wallet is more important, you will get somewhere. OTD, no OTD no sale, sorry.
The worst excuse dealers have today is "we are short on cars". This is false, although the volume of new cars has gone down, they have easily compensated with used cars, and the overall sales volume stayed the same, but the profit margins went up drastically. One must see through the overall busienss and their math to understand how to strong arm the dealer, and not get strong armed yourself. One time the dealer literally told me the reason a car had an 8000 dollar markup was they were adding options to at least "give the consumer something back" for all the markups going on out there. What? So you are telling me this base model has 8000 in options? For what reason? Do not fall for this. They are marking up cars for no reason at all and are being dishonest about it. How do I know? Because they still wanted to give me BELLOW "normal time" pricing for my trade. If the value of new cars goes up, so do used cars, but if they are low balling my trade while marking up a car 8000 USD, you know something is wrong.
Going in and making fools of these sales boys is so much fun because when you bring out a calculator and logic suddenly nothing makes sense!
Kuddos, great reply!
Thanks for your help man.. appreciate.
You are absolutely wrong on some of your stuff. No dealer sales volume are the same. I don't know where you get that. First off, you can hardly get new cars. Then used cars are so expensive because of what dealers pay at auction and to customers selling their cars that more application are getting turned down by lenders because of high LTVs ( Loan to Value). A dealer who used to sell about 300 cars a month is struggling to sell 120. One thing you are right about is that profit margins have significantly increase. What business doesn't want more profit. Even your employer is trying to figure out ways to increase their bottom line
I wish I knew more about the OTD price. I used to negotiate everything individually which also took a lot of time as we'd have to play the song and dance for price, incentives, addons. This would have saved me a lot of time and probably saved me a $1000 or so on my last 2 car purchases, I'm so glad I found YAA and I tell everyone I know about them.
One exception is Capitol Mazda in Cary, NC. It's been 6 years since we bought the Mazda they were by far the easiest dealer to work with when we bought our CX5. The whole process took only 5 hours from looking to paperwork signed. Being flexible on color also helped.
I never ask out the door price. I ask the selling price, I can figure out the tax and fees. And whatever in the F&I office. I always pay cash as well.
Just got off from a dealership. I was looking to buy a honda accord 2013 with sticker price of 12600, agent comes in and I test drove the car. Car is running great.
When it was time to run the numbers, agent said that he was also the guy who will be running numbers with me. I was looking to talk to finance. But he said he works there for 30 yrs.
So he got me the sheet, saw the otd price of 17k. There are like bs fees like: theft, brake fee, RTA fee on top of the sales tax and doc fee. Then he even added an extra 500 IF I will be paying cash.
Tried to negotiate the price but he confidently said that he had been in the business for 30 yrs and they would not budge because they are a large dealership. They would not worry about selling a honda because it is kinda scarce nowadays.
So I just walked away. Lols.
Well done💥💥😁
Good just walk
Honestly I don't bother haggling and simply email for out the door prices and compare that and only that and refuse to pay a penny more
I use a three step process as a buyer.
1. Define vehicle configuration (must haves and nice to haves -- this bounds the trade space)
2. Price
3. Financing
And I NEVER go to the next step until the prior step is fully agreed to. I also tell the salesman "I don't deal with middle men. If someone else needs to approve this deal bring them to me -- because if you leave me to get the deal approved I won't be here when you get back." -- and mean it. ALWAYS be willing to walk away.
I’ve been haggling with a dealer that is an hour away and has a couple of model/trims that I want. The sales guy replies to my emails with “when can (I/my manager) call you?” or “ when do you come in to finalize the deal” ad nauseam. He hasn’t sent me the written offer and I feel if I drive up there they’ll pull something out from their asses. F dealers.
Yep, I’m dreading it but going to a dealer on Thursday just to discuss terms/price; and they don’t even have the car on the lot. I’ll have to put a deposit down to order but want the numbers all worked out before it gets here
@ladawg81 yea deposit is refundable. Had to look for a dealer a bit further away as the local one has a $1300 conveyance fee, lmao.
Make them email over all final paperwork , say you need to look it over before coming in because you don’t have much time to spend at the dealer . It worked for me , and I saw all the tricks ahead of time. They still put you through their finance interview person at the end when you come in to sign things and take ownership, but just say ‘no no no’ to everything .
You are correct. IMHO, based on experience, any dealer who refuses to provide pricing in response to a request is a dealer best avoided. Usually the dealers are the dealers most likely to play games.
Just entered the car market and they tried the porcupine and four square on me and tried to tell me that i should only focus on the monthly, i ended up walking away from the dealer. Thank you all for the info, it definitely helped!
I know this is not really the topic of the day, but I wanted to get this out to you guys so it's fresh in your mind. I recently had my oil changed at DAYTONA TOYOTA (Daytona Beach, FL) on my 16 Tundra. They have a policy, if you buy from them, you get free oil changes for life and a lifetime powertrain warranty. Well, this time they did something they've never done before, the day before my appointment, I get a call from a salesman telling me to stop by and see him in the showroom because "now has never been a better time to trade in my truck, prices on used vehicles are great and he'll give me a great deal on a new vehicle." A GREAT DEAL??! YEAH RIGHT! A $ 6,000 mark up on 22 Tundras they didn't even have on the lot. I told him "no thanks, I love my truck and it's paid for." When he began to insist, I asked for a manager. The manager was an even bigger jerk. I told him I would NEVER EVER pay a 6k mark up, he CORRECTED me and said, "it NOT a mark up SIR, it's a MARKET ADJUSTMENT." OHHHHHH. I SEE. But, he said, it will even out when you trade your truck, because you'll get more for your truck. Listen, I was born at night, not last night.
I had a very similar talk with TOYOTA of ANN ARBOR . Michigan about 2 1/2 months ago . The same , " NO it's a Market Adjustment " BS line for their in " High Demand " Hybrids . I was calling about a Tacoma , and talked to a saleman who started out saying .. " No we don't like that , we do NOT sell over MSRP " , to my question about if they sell over MSRP . We got to the point where we agreed on the MSRP , and I asked him to send me ALL the #'s to my email , so I would have it when I went in . Well , he did send it . But there was $3,000 of BS added to the MSRP . All F&I BULLSHIT !! So I call him back . He tries the " Well I am selling it to you for MSRP . We just add the stuff "WE " know ALL customers WANT, to ALL our deals " . I am mad by now and said . Well maybe your other customers want that SHIT , but I do NOT !!! So finally the POS goes . " Ok , well . If you do not want any of the stuff EVERYBODY else wants , we will have to ADD $3,000 to the MSRP " .. I was F'n livid !! I'd asked him at least THREE times if he would sell me the Taco I was looking at online at MSRP . Before U asked him to email me the 3'S . Each time , the liar had said yes . I told him his dealship was a scam dealership , and that I'd tell all my family and freinds about this BS sales ploy , and hung up. I guess this idiot didn't think I'd catch the extra THREE THOUSAND Dollars ... Unreal !!
@@JUAN75001
@@JUAN75001 thanks Juan.
@@indycharlie this dealership does the same exact thing, they add an extra realistic looking sticker to the existing factory sticker with a bunch of stuff they add on like window etching, rubber mats, paint treatment, nitrogen filled tires, etc...and they charge an ungodly amount. When you point out that you can buy each item for a fraction, they tell you its already on there and they can't remove it and its a "mandatory dealer installed" option. Non negotiable. If you don't take it, the next guy will. There's got to be laws against this crap.
@@poligams Actually the FTC is looking for " citizen " imput on their purposal about this shit . If you go to the " KEVIN HUNTER THE HOMEWORK GUY " TH-cam Channel and look for the video .. IT'S TIME TO NAIL CAR DEALERSHIPS for DECEPTIVE PRICING , UNFAIR FEES , ADD-ONS , CASH BUYER FEES.. " from a few weeks ago . They cover it and give a LINK to give input to the FTC about these BULLSHIT practices by dealerships .
Luckily I found a Salesman recommended to me by a friend. I found that I could trust him and ended up leasing cars from him for 15yrs. If the Finance guy tried to pull anything, I just told him and he called him off. I did a Factory Lease on a new Honda Civic every 3yrs and I could call him and make an appointment and be in and out in 90 minutes hassle free with my new lease. He even came in once on his day off because that was the only day I had free. Once he got me into a Honda Accord V6 for the same price as a Civic. I did a spreadsheet detailing all my expenses leasing vs buying a car and keeping it for 10yrs and the price came out the same for either leasing every 3yrs vs buying and keeping the same car for 10yrs. I never had to buy tires, battery, timing belt or anything else but an oil change with the lease. It was blissful. That wouldn't happen today.
The second question the salesman asked me after I came on the lot was "Are you ready to buy a car today." I said "Sure, for the right price." When the negotiations stalled, he called me a liar and a time waster because I wouldn't buy the car from him (at his terms). I had promised him I would buy today. I had tricked him, and he was really disappointed in me. Honest people don't like to be called dishonest, so he thought I would cave in. He was quite insulting. (Remember the salesman scene from "Fargo".) I laughed, said "I won't waste anymore of you time." and walked out.
Have had to endure all mentioned learning through experience and have worked for a few car dealers as a captain wow it could have saved me a lot of money had I known. You guys do a great job! 👏
Crazy how you guys find something to talk about every day. God bless
My favorite is when you give them a price and they say "I can't do that price" so you go to walk away from the negotiations. They come back with "think about it but don't take too long, this car will not be here much longer / for very long.
ALWAYS reply with... "My MONEY will also not be here much longer, someone is going to get it. It could be YOU if we can agree on an OTD price or one of your competitors. Last time I checked you needed money to stay open, I don't NEED this car".
It completely deflates them, its a "tactical nuke incoming" statement, works every time I have used it. Yes, I am that kind of an asshole.
depends on the dealership i guess, as for someone who works at a non commission based dealership that isnt charging over sticker, when people say stuff like that it gives us a good laugh but i can completely understand where it would make some dealerships shake in their boots
In todays world they’ll just say ‘That’s okay, I only have 10 cars to sell and another 100 people lined up to buy them. I’ll take my chances.’
And it’ll be the honest truth
If you think about it, dealers can be asses themselves. They kinda have to be if theyre in it all for the money. I would also be an ass and then some.
@@joshuabrownell3993 It's kind of hard for them to go with that and have a car on the lot for 120+ days. YAA's website is a pretty damn powerful tool, it allows you to see things that most people are completely unaware of.
@@jd920gb Well yeah its not gonna work on dealerships like OffLeaseOnly which deal in fixed prices with no hidden fees. They have all of their fees fixed into the price already, and typically they have good values on cars based on market prices. This is why dealerships like that are growing as fast as they are.
I have nothing but good things to say about places like OffLeaseOnly.
Great advice! U guys rock! My grandad owned a few dealerships and kept it simple- be nice, focus on out the door price, and if you can, make the salesperson invest a lot of time in you. The more time they have invested, the less they want to lose a sale. Keep up the great work YAA! Love it!
So true. I always block out at least 6 hours if I'm going to a dealership to buy.
The trick that I got nailed on when buying my last vehicle, was that the dealership withheld one of the incentives until the last moment and added $1000 to the price of the vehicle, and then discounted the $1000 incentive. So, they basically gauranteed a minimum of a $1000 profit on top of the agreed upon price. I should have walked, but I caved and they made that profit plus whatever we agreed upon as well. Dang it.
That was back in October 2020.
I did, however, adjust the interest rate by .09% before going to Finance. And they didn't catch that. So, I think that $1000 incentive switcheroo ended up only costing me $600 plus interest instead of $1000 plus interest.
@@markmiller5606 how d you do that?
You don't think dealers should make profit?
@@oliviamaynard9372 no, they shouldn't. their whole purposes is to sell you the car cheaper, Msrp already includes built in profit for the dealers, anything over that is just robbing you, on top of all the other little tricks they do to get more money off of you with unnecessary costs and add-ons
I’m going to put it on your channel tomorrow and listen to all your videos. I have been looking to buy a new truck now for over a year but knew the timing was not right. So I have been watching a few of your videos and it has helped me not to just jump the gun and put myself in debt.
Same here. I'll wait several more months. Feb of 2023.
Probably can't do this now but ... in 1986 I went to 5 Ford dealers and made them write down on a piece of paper their price for a plain Jane F150. I went back to the dealer with the lowest price. Only time I ever felt good about a new vehicle purchase.
Yea i just snap a picture . Got to love digital technology now . Then send it to the other sales guy at the other dealership and have 2 deals being made at once 😄
Now you don't have to go to the dealership at all. I found 5 or 6 trucks at different dealers that met my criteria and had the sales person send me their itemized OTD price. By the end of the day I had a deposit placed on the truck I wanted for a fair price.
@@dustinjohnson1410 bro your golf game though and damn, your wife!
Love you guys!!! And I have seen price drops on vehicles I've been watching for months, thanks for the information.
Me: "Do you sell at msrp?"
Sales: "Yes, we sell at msrp plus market adjustments and mandatory options."
Me: "Bye"
That is exactly what I was told by a Kia dealer. Mandatory options = $3085. These "options" include air in tires, scotchguard for seats, etc. lol
Mandatory options?!! That alone should make people walk out.
If you are bilingual or even better trilingual, you can have an edge over the salesman. A buddy of mine pulled this stunt many times, wore the salesman (sometimes a second or third salesman) down, and got very good out-the-door deals. He did this for himself, family, and friends. He would pretend to speak practically zero English. He then makes the salesman explain over and over again these "COMMON Car Dealer CLOSES" described in this video. With the negotiation dragging on and on, the salesman would run out of patience and back away from those closes. After all, he needs the sale and not just talk. He would sometimes act as an interpreter for his non-English speaking friends and family and do this same routine. And be careful to avoid a salesman who speaks your native tongue!
I would love to see you guys role play these scenarios. I think the videos where you role play the possible scenarios and conversations are the most entertaining and helpful type of videos.
Saturn had the right idea of charging exactly what was on the sticker with no negotiations. While I enjoy haggling, the majority of people hate it. You wouldn’t expect to haggle on the price of bread or clothes, so why an automobile?
Because their is a big price difference there, and a big margin difference.
Because it would make the bread cost many times what it does to negotiate each loaf individually.
The problem with the no haggle scenario is… how do YOU Know you’re getting the best price because you’re allowing the stealership to determine that for you? No.. I’m not doing the no haggle routine.. stay informed as a buyer and know your worth.
@@XX-166 It is quite easy to research pretty much any car's value now before you buy so you'll know if the no haggle price is too high.
@@robertd9850 and then you still wanna trust the stealership?? You go right ahead.
Never had a good experience buying a new or slightly used car. Wish I could bring yall with me next time, thanks for the info.!!
I had a salesman argue with me when he says oh well I can get you this payment! But he wouldnt tell me the price of a vehicle and got mad when I told him I was leaving (had a friend in the maintenance department of the dealer who let me know the price which was 35k for a 2014 Tacoma SR5 4x4 with 70k miles on it back in 2019)
When I bought my Kia Carnival last July they asked what I needed my payment to be. I told them basically what you said that I was more concerned with the out the door price. I think it threw him for a loop that I didn’t give him a payment amount. I Guess they are use to it working.
I'm not in the market for a car, new or used, but I enjoy your great video series. Thanks
I love your channel so much. I especially love how you've taken a real-world problem that most people experience and you've solved it in a unique and easy-to-understand way! Congrats! Plus you get to work with your family, how cool is that?1
Great relationship between a son and Dad great to see.
I did ask how long a payment was for and was asked how long I wanted it to be so I said one month! The salesman thought I think that I wanted to buy for cash based on him saying most people aren’t in the position I am. I told him I couldn’t imagine anyone not wanting to pay that payment for just 1 month! He still avoided telling me the selling price! And yes the amount was on the windshield and no it didn’t say monthly payment!
I’m trying to buy a car right now and have been researching and came across your channel thank you so much
Love the role plays, you guys are the best!
My first purchase was a used mini 2005 at the dealer…I had a loan department guy send me a list of vehicles in inventory (the sales people were all out doing something). and I got a great vehicle. Only dealership where I could do paperwork at home, pick the vehicle and then go pick up the vehicle. No trade. No problem! I would never trade a vehicle, especially at BMW/Mini anyway.
More of these, very helpful 👍🏻
Really admire the relationship of both of you
Wish I can have a dad like you Sir
and a son like Zach
there is another way that a dealership gets you to buy the car. I don't know if there're one out there that still do it but when my mom was looking at a car back in the 1990's she was doing paper work and she didn't agree with the price they were giving her and the dealership already took her car back of the building and she had to fight with them to give her the keys back since the price isn't what she was hoping for
When I was a sales manager, my go-to was the presumptive close. “Here’s the paperwork. We can deliver on tues or fri. This field here is where you specify your delivery date. And your signature at the bottom locks everything in.” People get caught up negotiating the delivery schedule, they sign to lock us into something.
There was also the scarcity close. We would hold release events for our high rollers to see the new models. We’d talk about how many the factory is sending us and how they didn’t want to be on the waiting list.
Why do we even have dealers in 2022. 😵💫😵💫😵💫😵💫😵💫
😀 I'm not so concerned about the discount, what's the out the door cost of a membership?
My favorite tactic, closer??, was when I was told that several other people are interested in this car and the price is the window sticker due to the high interest. (I notice no one else in the showroom)
My response was usually okay, no problem. Thanks.
I would get up and walk away.
Where are you going?
Well, you have no cars for me to see, kick the tires of, and try out. So, I will go elsewhere.
Just grabbed a '23 K5 GT for MSRP no add ons. Came with not only a preapproval for my loan but a check from my loan provider with the remaining balance after my down payment which I had a bankers check made for. Well worth the almost 4 month wait after ordering. Thanks for the help informing me on how to properly buy a car in this market!
I’d suggest you change the oil every 3k miles and ignore their 5-7500-10000 recommendations, Kia are notorious oil burners for people that follow the latter
@@raylan9542 does that go for their non turbo models as well? I bought my daughter a forte gt line with the 2.0.
@@fredfields7281 highly recommend you search Scotty Kilmer channel about this company, all companies do not use the same process for forging mechanical parts, they’re well known for burning oil on cars with low to medium mileage cars
when we bought our last car we also had a check in hand from our credit union, our credit union actually told us to buy the car with the dealership, and then we could "refinance" it (as a new car) into the bank loan. Since we knew we were alraedy approved it allowed us to negotiate easier on price and options and add ons...
@@davidreph5210 if the dealer thinks they can get you on the interest if you finance with them, they'll be more willing to drop the price and make you think they're cutting you a deal. going in announcing you're going to pay cash, is an uphill battle; they're not going to budge on price much because they'll need to squeeze out every dollar for that one time deal.
Can you feel it ? Can you sense it ? The dismantling of auto dealerships in favor of on line ordering. A bright future ahead for automotive sales people in the burger flipping industry.
Yep - online ordering is only going to grow.
So they can make 22%, nope! I’ll wait until sales flounder, end of the year and get $16-18 thousand off sticker. Your can pay MSRP remembering the S stands for suggested!
Wrong. State franchising laws require new vehicle only be sold by dealers. The exception is EV makes such as Tesla who do not have dealers and have managed, in most states, to circumvent those franchising laws. Other than those EVs, you cannot order directly from the factory, you must order from a dealer.
@@scottr2706 those laws will be changed eventually. The money coming from the internet sellers will eventually be greater than that coming from dealers associations.
@@scottr2706 That too can change. You'd have to be naive to think there's not more to this than the eye can see. Time will tell, I'd say 2 more years of this crap then Bam ! New car Dealerships will go the way of the drive in movie.............. and mall shopping.
You guys are awesome, very helpful
I enjoy your videos, and I'm glad to find shorter ones as they better match my attention span.
Talk about the result of the hurricane and how some cars that were totally under water will be sent to auction then find their way back onto used car lots, also new car lots that were flooded, people now need to be aware of what to look for in a flood car, many are sent to another state.
Another great video.Thank you.
Excellent info.
I don’t mind getting upset with the dealer, if they are selling me BS, I’m calling out their bullshit and then abruptly leaving. It’s not my problem if they aren’t interested in selling their inventory. The longer I wait to buy, the better model I will end up with. Manufactures are releasing new models constantly these days. Waiting is only a benefit if I can’t get a straight price.
I've bought Subaru my last 3 cars.
I don't live the experience as I'm super introverted, but I can say I've not experienced any of these tactics with them.
Especially good was using the Costco Auto program and avoiding negotiation for nearly everything.
What is the Costco auto program?
I liked how you used the GR86 as an example - I've been getting handled at the dealership trying to get this specific vehicle. Latest price on a base model provided to me on paper was 44,000 (~32,000 MSRP)
I hope you laughed in their faces.
@@texasclawhammer6578 I went and bought a Lexus.
That is ridiculous. I'm glad you walked away.
The problem now is there aren't Manny new cars to buy so you can't haggle the price anymore. Pretty much you have to pay what MSRP is. Especially if it's a toyota. And If you don't like the terms of the deal you'll end up walking out with no car And they don't care cause they'll just sell it to the next person in line.
My last strategy worked very well for us. I researched three cars we would buy, features, accessories… and the price. Made appointments at three dealers and started by saying we will be buying a car from you or one of your competitors. I want your best price on my trade and your best price on a new car. If it stands up against the other two dealers offers then you get to sell me a car. If not I will not return. I got incredible offers from 2 of the 3 dealers while the third dealer just played hide and seek. Happy with the outcome!
As a Sales Person, I would ask which car would you pick if all were the same price? If you don't say mines, then I'll gladly send you to the competitor. Or just build value in my car that fits your needs more than the competitors, but I'm not devaluing my vehicle because you're shopping around. If you can't perceive the value you're getting for a car, don't buy it or buy a cheaper
Yep, only thing is price, price, price! Nothing else matters. But if you have any tips for negotiating on an wheelchair adapted vehicle, I’ll take any tips. In the process now for our daughter who now needs a vehicle with a ramp
I need to get a new work truck and it’s amazing to me the amount of dealers I’ve of spoken too, asked for pics (due to they don’t have any listed on their sites) and they say absolutely I’ll go get them for you…..POOF…Magic…They disappear and never hear from them. These jokers want you to beg them for a vehicle. BUMP THAT!! They can kick rocks. Guess I’ll wait till I find a private party who has what I’m looking for. Don’t give into these punks out there people. Stand tall and remember all good things come to those who wait.
Well they get busy, these days and a customer in front of them takes priority over someone wanting pictures. Sucks I know but is what it is
Oh my, I've heard that, "if I could get your monthly payment to this would you take the car today?" So many times! I just walk
Price per month is the output. Always focus on the inputs that got you to the output. Great advice guys!
I work at a dealership and not a fan of people focusing on price unless they took the time to educate themselves,such as getting a pre-approval and knowing what the dollar amount equates to in a payment. You'd be surprised how many people aren't familiar with this and say they have a budget between $30k-35k only to find out they are trying to get to a $400 payment with no money down
here's one for you:
Salesman had me at the table and another salesman walked in and asked him "are you selling that vehicle? My girlfriend was going to come in and test drive it this afternoon"
Talk about obvious
I have had them all ask me to come in to see the cars. Or, hey, the price went down without telling me the original price. It’s annoying
Never, ever tell the salesman you’re “ trading a vehicle” in first! Lie if you have to , just ask them for the “ best price “ on the new vehicle. Once you are happy about the price, then go for the trade. “ what are you going to give me for my trade?” If you don’t they’ll confuse you with the (2) prices and most likely you’ll get taken.
I purchased a 2023 CX5 CE 12/22. Was watching this car for awhile. Was making contact with dealership as to when the car would be in stock. Focus on the internet price, talk to sales manager and decided that the internet price was the price I was willing to pay. The best thing I could have done was screenshot it the night before I went in to negotiate the OTDP. The salesman comes with another cx5 with a MSRP well over a $1,000 plus. Well the internet price was the bait and switch trick. That car actually listed as the internet price hadn’t left Japan yet. Well I’m about to walk out, the salesman manager comes over I show him the screenshot of the internet price and he scroll looking for the date of the screenshot which was the night before. (I check the internet just before in went that morning the internet price did not exist). At this point the sales manager knew I was not interested in any other deal. Instructed the salesman to proceed forward and included the in the OTDP was logged nuts, license plate cover and a first aid kit which I would have decline to pay for anyway. Now we talking finance. Run my credit (827) comes back with a printout listing cash down/payments. 0 down for 36 months $1000; $5000 down 48 mos $700 and $10000 down 72 mos $500. Here’s comes the dreadful part. I tell the salesman I’m not interested in those rates nor monthly payments. I lower my voice and state I’m going to write a check for the OTDP and he whispered write the check. No hassle, not fight. I’m shocked!! In the finance office, in and out declined all the services.
I learn all this from Zak and his Dad! Appreciate you guys, the info and the car buying experience. Hadn’t brought a car since 2007! Btw luv my new car😊
One tip. Never, ever roll the remaining balance of a car you are trading in into the price of the new vehicle. You are upside down the minute you drive of the lot.
If they do the Pro and Con list, grab the paper and your own pen, and write under the Cons side "salesperson does the pro/con list thing"
I had my worst dealership visit ever at a Honda dealership. They asked for my credit card before negotiating and like a fool I gave it to them. Long story short, I had to call the police to get my card back when they found out I wasn't going to buy.
very strange.... considering virtually nobody pays for a car with a credit card. I suppose they could refuse to give back your drivers license if you drove the car. But good tip- Ill just bring an old card with me. Since dealers arent really negotiating these days- Im suprised they didnt just let you walk.
A few months ago I offered to pay 60k out the door on an infiniti q60 red sport that had an msrp of 62800.00. The sales guy didnt even try to negotiate with me. He said we are a one price dealership. Thats BS though- because I bought a car from them in 2017 and they sold it to me out the door for almost 5k below msrp
Sometimes they take your keys of the trade in and don't give it back
Pure lunacy. My god! Scary and stupid world
@@bobsmith962 I would be livid
Wow!!! Just came across your channel and amazing content I will be in the market for a new or maybe a used no older than 2year old my question is when should I let the dealership know about how much iam putting down before we negotiate the mrsp or after and have them run my credit after if we agree on The out the door price?
I hate Sales persons that insult my intelligence.
"Don't insult my intelligence!" -- Ricardo Montalbán as "Khan Noonien Singh" in the movie "Star Trek II: The Wrath of Khan" (1982)
In the process of buying a new car at a dealership. Salesman asks how monthly payment are you looking for? And how much are you putting down. We didn’t say anything because we were never at a dealership before and always drove cars that we paid cash for. What should we say next time he calls? Should I just focus on what the out the door price is and get him to give me that number?
the problem in my area is that there isnt many vehicles to choose from since covid.
yes,I would love to see more role playing,....very helpful!!!!👍🏻 thanks again guys once again great job🕺
I went to a Ferrari dealership to buy a 355 spider which was the car of my dream and by the time I got through with the financial manager the car was $105,000 more than the list price. Needless to say I got up and walked away even though he said they had the only car with my options and I cannot get it anywhere else. needless to say I want to BYT. And was able to purchase the car I wanted through this auction with that all of this added bullshit. I received the car I wanted and it sits in my garage and I put 24 miles on it in the last two years. But still I go out and sit in it but never drive it.
Just wondering if you could get in to leasing a new vehicle. thank you ps great show
You guys are awesome
I have been who do-ed. Bought a used car this year because we had to have one. Payed WAY too much
My favorite close is the “puppy dog” close. Once that new car is in the driveway, it is almost impossible to return.
Once you sign the sales contract the vehicle cannot be returned. It is yours in or not in the driveway.
The flaw in the Ben Franklin is the quality of the bullet points. They are not weighted.
Seems sad that a chess match has to be played by dealers to sell a car. This is why I literally hate car dealer salesmen.
I went to Toyota and they kept pushing me for my monthly payment and i kept telling them I’m not concerned with that. I went to Subaru and they treated me so much better. Subaru wasn’t pushy at all and were pretty honest with me compared to Toyota.
I was just at my dealership last week. The cars now arriving (few) are 2023''s. The general manager and 2 sales managers were in the group. They indicated that routine maintenence for 3 years was now included. I asked how much the sticker price went up and they replied just over $1000, to $55,000. I stated the price went up by less than 2%, in a world of 8% inflation, and you are including an $800 maintenance plan That is a bargain. The general manager offered me a job, again.
The downside is the sales people and the finance manager no longer make anything on a maintenance plan.
The pricing is now tranparent for everyone. Here is the list price, which is the sales price. Here are the fees and taxes. Here is $500 loyalty cash. ( They offered me $1000!) Add up the numbers, write the check.
They also indicated a third party leasing company was sniffing around looking for business. They are now at a relative advantage. They no longer have to overcome factory lease cash. There isn't any.
What do you mean "sales people and the finance manager no longer make anything on a maintenance plan?" Has something changed? The worst part of my previous car buying experience was the guying doing the "paperwork" -- offering financing I didn't need didn't want me to leave until I bought some maintenance plan. I never did, but I had to get up and walk out.
I have listen to a number of your videos! I actually dread buying trucks or cars. It becomes a game. From your other videos and being a Toyota owner. I want a Toyota again but if I have to play this tarp MSRP game? I may choose different type of truck! Any idea of any good Toyota dealers in Montana? Or close by?
Any tips on negotiating for a rav4? What would the best out there door price be?
Two choices is an ultimatum, three choices is variety
A young salesman once tried to play on my sense of compassion by saying "my job might depend on this sale". I really didn't care. Either he was lying, in which case screw him, or he wasn't, in which case I might get a good deal out of him.
After I bought the car I went back to the store to pick up my old car a day or two later. The young man was no longer employed at the dealership, I was told.
The new close, have fun going for an hour drive to another dealer who also won’t budge on price
New-fangled technology exists called the telephone and the internet. Have used both exclusively to buy cars and they required zero driving other than to pick up the car after purchase. You do need to know exactly what you want using these methods but that is usually not difficult.
Going to stealer-ship you got to be relaxed and in the good mood and cold as hell to get what you want with your homework done and charged device they bring me their invoice what they paid vehicle for and how much they are making on it I do my research throughly and then make my decision to buy or not OTD got to be my way comfy TERM and low APR if I am financing .( depends on your credit score)
One time when I had the four-square payment trap sprung on me, I looked the salesman in the eye and told him that I wasn't there to buy a payment, I was there to buy a car.
I bought my 17 Honda Accord at a bmw dealer and when they tried to sell me the extra protection plans I smiled and told him i want nothing 🤣🤣 dude was mad af
Salesman on a recent car order/purchase had written in the order contract an upgraded trim level $1800 more, I read the specific order form and requested the sales guy to change it to the trim level I wanted, I’m not sure if it was an honest mistake or more likely salesman was pushing the upper level trim, he played dumb and said he misunderstood what I requested, overall I had a positive experience that was the only issue that I encountered
They always play dumb and drive up the prices.
The only way to win is to BE FIRM about all those points. That's ALL there is to it.
If a vehicle is 40k, what should you offer? What's the rule of thumb? Thanks
I break out in sweats with the thought of going to the dealership. Wish I could have someone else do it for me.
Helped my daughter buy her first new car last year. The salesman was fairly new and young. I basically walked him through the process and we got a good deal on a new Explorer.
36 month is as long I will finance. Always what’s the price, don’t make me wait or I just walk. Or if a GM just use family discount. Think it out now because of what they have set up.
The “Porcupine close” also known as “If I could, would you…”
But inflation is necessary for things such as tires!
How do you determine the out the door price for a given vehicle?
bone conduction headset :D from aftershock I bet?
Hey good day Ray and Zach, how are you doing? I got a question, when should you tell them whether you want to finance or lease, after the OTD price or before?
Thanks great work guys.
It’s doesn’t make a difference just know that your rebates could change and I don’t recommend leasing now. The residual of these vehicles are all out of whack