Car Dealers HATE When YOU KNOW These 5 THINGS
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Customer Ray and Salesman Zach butt heads at a Honda dealership in California, where Ray is determined to get a great deal on a 2024 CR-V EX-L. Afterwards, the two discuss the 5 things you NEED to know from the roleplay to get the BEST deal at the dealership. - บันเทิง
![CAMPปลิ้น | EP.75[2/2] คุยแบบนี้แล้วจะจบกี่โมงพ่ะย่ะค่ะ!!!](http://i.ytimg.com/vi/N6E8njWH7Zg/mqdefault.jpg)
Watching this video shows exactly why most people hate the process of purchasing a car
bingo
Spot on with your comment.
It's like going to a carnival and waiting for the next crazy ride!
Exactly what I was going to say!
I don't think I've ever felt more seen 🥹
I got offered $2k off MSRP on a $80,000 vehicle. That's a 2.5% discount. That ain't shit. I walked out and bought a 2 year old truck with same options and 15k miles. It saved me $35k. Buy used!
OMG. This is spot on! The last dealer I negotiated with HATED the fact that I knew TOO MUCH. It flustered him and he would not make a deal with me.
This is a perfect example why I won't negotiate with dealers. The back and forth with the salesperson who must work w/the (the boss) Manager. I have better things to do with my time with the back and forth. Once I had pre negotiated with a stealership, finalized the deal and drove and hour to pick up the new vehicle. I arrive at noon and at 6PM the dealer was still playing games. Six hours to prep a vehicle, really? I related to the dealer they were masterminds in destroying a pre-negotiated deal while I walked out the door.
The dealer I bought my Toyota from there is negotiating. Not if you want any of the newer hybrids. On the positive side they had no additional markups or additional things added on that I did not want.
Sounds very familiar - the people are tired of the dealership charades.
I emailed like 10 dealers for the same car, only two were willing to negotiate. Most just ignored my request. Some responded months later after i purchased the vehicle.
@@floridaman7 Lemme guess - subsequent to your email contacts your SPAM folder exploded for at least 60 days. ? g
I just do research on the car I want with the sales guy. then just make an appointment with the financial manager no back and forth waiting. I do it with the main guy.
There’s nothing I hate more about buying a car and then I gotta go talk to my manager back-and-forth. That is the most offputting experience ever.
I'm in the process now and have been doing it all thru email. I'll go in when i'm ready to test drive / buy. If they're not willing to work with me that way I just cross that dealer off my list and move on. Most are willing IME. PS Don't give them your phone number
I make it plain and simple - I get the new car OTD price, give them MY trade-in OTD price - if they can't honor it, and continue their musical chairs charade with the manager - it's bye bye and on to the next dealer.
I usually tell my sales man that he won’t talk a deal with me unless I am the decision maker. When I get him to agree with that statement, I ask him if he will extend that same courtesy to me, and bring his sales manager to me, so we won’t waste anyone’s time.
@@jpm1544 AND GIVE THEM A BURNER EMAIL ADDRESS. Trust me y'all.
@@Highmiles nice approach. and fair.
I sold cars for years and’s I can tell you that this is an extraordinarily accurate representation of conversations (from both sides) with informed buyers
well good god I am never going to buy a car again
I purchased a 2020 Lincoln Nautilus using research and strategies from Car Edge. The three role playing videos with Zach's girlfriend as the mark were very good as well. The conversation with the salesman was similar. Dealer was pissed but I ended up getting them to knock 3 grand from the "internet" price. Also was able to fenagle a bit more for my trade. I had three cash offers in hand....again dealer pissed. Final hurdle...I had pre arranged financing with USAA. Got into F&I and the guy tells me you have to use our financing to get this great price. Me: That's fine with me as long as you match what I have with USAA...They did.
As a car salesman I would Actually LOVE a customer who knows these 5 things!
I'm not buying another car for 10 more years. Can you take airplane mechanic classes after work?
I love negotiating the price. I've bought over twenty new cars since 1984. I never pay sticker. I negotiate on every aspect including warranty, interest rates until I'm satisfied with our the door price. I bought two loaded Chevy Avalanche trucks at 25 % off sticker. I bought my step son a car and they cut a check for 1200 dollars so he could upgrade the wheels . You have to be patient. I always look for the vehicle I want that's been on the lot the longest . I've spent seven to nine hours in a dealership. I hear people say it's not worth their time to negotiate all day at a dealership. Well, the way I see it is if I knock 10 to 15 grand off a vehicle at 0/60 financing then I saved 15000 dollars in one day. I don't make 15000 dollars a day at my job. So yeah, it's worth sitting there as long as it takes. I wear them down and make them late for supper.
I like the way you do business 👍
This is the most epic approach I have ever heard and I’m using it next time. Thank you sir 🫡
I like your style but that effort is exhausting for most folks. I couldnt do that with my 4/6 year old in tow, while my wife works crazy hours and has to sign too. Were adverse to taking the day off to get jerked around, which HAS happened in the past.
Bought a 2023 Toyota Highlander last year. Got a quote from Car Edge for an extended warranty and had that in hand when I went to the finance office. As soon as I mentioned having the quote, they immediately discounted their coverage to a number very close to what was quoted on car edge and I didn't even let them see the quote. The tools on car edge are a huge advantage when shopping for a new car.
If you bought an extended warranty you’re a sucker lmao
@@sktona Just because I've never personally known/met anyone who benefitted from an extended service contract doesn't mean that SOMEone, SOMEwhere hasn't had a vehicle repair covered.
Just look at the commercials. You think Ice T would LIE to ya man? :o)
I actually bought a 2024 highlander a month ago and had my homework done with my own finance and warranty which I got at cost of less than 1k. Needless to say the finance manager wasn’t a fan of me because I didn’t buy a warranty and extended maintenance plan saying I cannot buy one after I leave which was a complete lie and saying I will regret not buying one. I mean that’s why bought a Toyota right ? Most reliable car.
The last time I had a salesman tell me he had to talk to his manager, I said "Why am I talking to you if your manager makes all the decisions?" I then walked out & am still driving the same car with over 125K trouble free miles. That was 7 years ago & I will keep the same car until you know what freezes over.
I said all this to a salesperson and they were so offended lolol
How’d it end up
The first thing I would do if salesman said the dealership only sold at MSRP is walk back out the door. Why bc I know it is going to be a crappy experience and paying upwards of 50k I don’t need a crappy sales experience.
God bless Ray and this channel for arming people with the knowledge needed to avoid getting ripped off by shady dealerships.
Thank you both! I have been watching your videos for about six months and just bought a used PHEV for a great price. No extra dealer warranties, no dealer doc fees, etc.
I asked for a new car, which they did not have (12 to 24 month wait), then stood up to leave and he mentions this three year old trade in that was just dropped off. I got the “out the door price” on paper… then began my negotiations. Refused to leave a deposit, but came back two hours later with my elderly parents, and my Dad even got me another $500 off. Again, thank you, thank you, thank you!
I went to a dealership yesterday by myself, scouted out the new cars so my wife would have some to choose from. When we went back together, the rebates magically disappeared. It was 6 k off because of rebates now it’s back to 44 k. We left and I will never buy from them again.
Ray made sure that handsome dealer knew that Ray was helping him out and the manager knew that he's solving a problem for her. Classic sales technique the "harm/help" approach or something I think it's called. The little red book of selling will tell you about that one. Highlight and address a problem while providing the solution. Pro all the way.
What about including a trade in with your example? Your vignette is very accurate with my experiences over the past 45 years. I enjoy the back and forth, especially when I'm prepared, and find most sales people are easier to negotiate with. Many thanks.
It's far better, imo, to deal with the trade in other ways rather than in a dealer shell game. My most effective experience was negotiating an OTD price - agreeing on it. Then, last second, I whipped out that I had a trade (it was a paid-off clunker to be fair). Salesman wasn't real excited by that but it worked pretty well for me. (I had pre-approved financing in my back pocket before they moved me over to the F&I guy). I asked that he "jump under" the pre-approved financing rate and he did.
most sales "professionals" these days are terrible. They wont even get back to you, they dont know their information, and they give more of a run around than the past. None of them are used to the real car business prior to 2019. Especially those new to the industry or the gig, they were told that cars sell themselves and they wont have to work very hard. Personally, grabbing information from a website to regurgitate to a customer in a timely manner isnt that hard to begin with. But alas, here we are.
Great example but you didn't address the add on fees by the dealer after giving you that $1850 discount.
That's why I generally just deal with an OTD price, and if possible, get a faxed/emailed quote before visiting the dealership. I don't care how the dealer juggles the numbers around, as long as the total amount after title, tax, fees, etc. is at or below my OTD price. I also will go in with financing already in place, but am willing to listen if they're offering something like a promotional 0% rate.
I downloaded this video into a thumb drive. Told the sales person to view it. Already had loan pre-approved, and I did not budge on the price of the vehicle. Not sure what the sales person did going back and forth to the manager's office but after about 30 minutes, I told them if they are serious to call me and left. Got several voicemails already. I may call them back in a few days.
Ray deserves the commission for the sale, since he literally did the work. 👍💵🚗
Thank you for all of that information so clearly explained! I'll be shopping in August '24, or perhaps later depending on the market, for a new vehicle. Your videos have helped alleviate a lot of my shopping anxiety!
Guys I’ve been in sales for 42 year and I love watching you video’s and I learn something every time. I’m retiring in December and will purchase a new pick up truck possibly the Ford Ranger rafter, or GMC AT4X and will be paying cash so can’t wait to have the conversation with the sales manager. My attitude is there’s millions of car dealers. I’ll get what I want sooner or later, but I’m not paying over MSRP and possibly not even if they want them up. They can sell them to somebody else on them. Keep it up guy I love watching
We just retired and looking for a small truck. So far the best we found as 9 K over MSRP. Decided to order new from the factory. Still I bet we get hit with shipping costs as a minimum.
Thanks for sharing. Clark Howard mentioned your business on his show yesterday.
I was in Troy MI, what I call dealer row on Maplelawn St. WOW, Nissian, Chrysler, Dodge next to each other, are PACKED with New and USED cars. In between them is Mazda. I went thru rows of cars like 3-4 lot size.
Still in Canada there are no Hybrids on the lots. Esp Rav 4. Needs to be ordered and a wait.
First off you guys are awesome / to know is everything as a Jamaican man once told me. I walked into a Mazda dealership the end of February and saw a Mazda Miata sport. They gave me 1.9 financing dealer incentive and 500 military discount off and was $1500 under MSRP, walked out the door with an awesome deal and car that I love. The vehicle was a Miata 2023 model born out of the factory December of 23.*
I think you guy’s need to talk about Hold back and what it is
Great information. I was wondering is there was a cheat sheet somewhere telling us (when buying a new car) the different steps and what to say if they say..... Not very savy on all this and we are in the beginning steps in buying a new car. Thank you for your help. You two are so great.
WOW amazing TY so much ,,Keep up the great work
You may be an MSRP dealership. I am a reasonable discount buyer. I do not need to buy a Honda, several other reliable manufacturers out there.
I agree that everyone do research first and know what they want to buy but its time (2024) we need to stop this sales person and manager back and forth nonsense. I know the price i want to pay, give me dealer price and i counter with mine. If it works for both, deal or have a good day. This whole old buying process is frustrating and huge waste of time. That finance office is another layer that repeats the same BS again. no, thank you. I just need the factory car with factory specs. Thanks for the video
Thank You for the Manufacture's Information.
This is worth EVERYONE'S Time.
Don't forget to start the negotiation with "hello handsome." Sometimes flattery works. At the very least, it may throw them off or make them laugh.
Oh no, I’m gonna hurl.
This is a lot like how my negotiations went with the regional Kia dealerships, except I did everything via email. Once I was satisfied with an OTD price I went to the dealer and finished the deal.
I'm currently in contact with a dealership via email as well. In the first email, the rep said that I would have to come in person regarding pricing. I responded and said that if it can't be done via email then I'm not going to waste my time. She responded back with an OTD price. Now I will see how low she's willing go. I'm not in a rush to buy a new car so I can play their bullshit games via email.
I watch this channel every drop! & the information is unmatched
Thank you!
Awesome video, keep up the good fight.
April 5th - got an out the door price CRV Hybrid Sport- 35,780 total
Great info gents!
I hate buying cars. WHY does it take all day to buy a car? The last time I bought a new vehicle, I was test driving a Silverado... and when we got back, the salesperson told me that while we were out, the truck was sold to somebody else... WTF??? "Just pick another"
I’m about to buy a car, 2014 Cruze Chevy LT 1.4 for 6800$ or a Hyundai 2011 for 4000$ I need help, this is my first car and idk if I’m getting scammed. I had to get this car because I have a daughter on the way, so it’s through a loan. But anyway those are the only two options they gave me. The 2014 is 114,000 miles and the 2011 is 176,000
You guys are awesome!
I will say this education of how cars work has helped me so far although I still have not found a deal that I like. I have gotten amazing 0 down offers from Mazda and then have leverage that with Toyota for a prius I really, really want to get. when they tried to tell me that the lease was not dependent on the value of the car and that their car has a slower depreciation rate, then Mazda I literally flipped it back on them and broke down how Elise payment is supposed to be created and then they had nothing to say but crickets and "I see let's see if we can beat the deal" l o l
Great video
I went to a Buick house and they told me the 137 days didn’t matter. They also said they have cars that could be in the lot for over a year before it sells. They refused to come down any at all. They were condescending and rude. I walked out and haven’t gone back even though they keep calling. I bought a Jeep and love it. BTW, they rolled out the red carpet and got a great deal based on your web site and videos. Thank you for being you! You saved me 15k.
Get your keys back after they evaluate your trade in, otherwise they hold you hostage. Also, I ask the salesman if he can set the final deal. It they answer no, I stand up and start for the door. They will NOT let you leave. I did leave one time and had a voicemail before I got home 10 minutes later. I had a unique experience buying my Hyundai in 2020... the finance person realized that I was going likely pay cash and not get any extras. He volunteered that I could get a few hundred more off if I took a loan at 2.9% because the dealer gets a kickback from the mfg. He further said to make a big first payment and then pay it off in the second payment. I will go back to that dealership as it was the most painless transaction I've ever experienced.
Does this only apply to purchases? What about leases ?
Role playing was excellent. Bravo!
The dealer would tell you to leave because they would rather send it to auction.
That's what 2 dealers told. If it's on the lot 90 days and hasn't sold for MSRP they auction it to move it off the lot.
Awesome example
Killer thanks guys
I’ll be out of the car market until all my cars stop moving. What’s been going on is criminal
Any tips for negotiating price with brand new car that I built myself? It will be here in a couple months.
I went test driving vehicles the past few days. Literally every dealer, Toyota, Mazda, Buick all wanted to keep me in the "monthly budget" discussion.. I fought and insisted we talk "out the door price." I haven't decided on buying, since I'm driving a 22 Camry with only 32K miles and 2.9% interest that I've been paying in advance (by 30 days) and $50 over what my monthly payment is (my statements say I don't have to make a payment for several months if I don't want to, but that would negate the purpose of getting more of my money toward principle!).... The reason I'm even considering is my car is cramped for my son who is over 6'... the passenger seat hurts his hip.. but I can't justify the extra expense for an SUV... especiailly with the interest rate they quoteed is 4.75% with excellent credit (tier 1 I qualify).
You're paying more, but getting more.
Go with a smaller CUV like the Toyota
Corolla Cross or Mazda CX30.
How do you get the time on lot per dealership?
Now take into the finance dept and tell us how to handle them and their add ons.
I live in Northern Va area. I don't know if I should get a new or used car. I don't earn a car. What do you suggest?
And can't you use to your advantage the fact that the tires on the oldest car on the lot have been sitting in the same spot for months?
Are the tires affected by not moving for 3+ months?
YOU FORGOT YOUR CATCHPHRASE!!
IF ITS TAXABLE, ITS
NEGOTIABLE.
@user-mr1ku5iz8l:
Absolutely. And you can negotiate/request all of this w/o being a turd. Way I figure it, a) there are other dealerships if necessary, and b) there are enough turds in dealerships already. c) the prepared potential buyer/customer has virtually ALL of the power/leverage.
They can develop fkat spots and vibrate the car/wheel!🤔🤗🤓@@Dreadnaught1Aw
@@Dreadnaught1AwYes the tires are affected is called flat spotting.
This constant pressure causes a flat place on the tiretire'sface, leading to an uneven ride and potential tire damage. Flat spotting is when your tires develop flat areas on the tread due to prolonged periods of inactivity. When you start driving again, these flat spots can cause an uneven and bumpy ride.
I have a local cdjr dealer and they have Ram 1500 tradesmen on the lot at MSRP $54,690 discounted to $46,400. $8,290 off and found out from y’all’s car edge it’s been on the lot 249 days. That seems like a decent deal?
Where can you find market day supply on vehicles?
laughing at your dads jokes always get me 😅
More than a bit spoiled with my A-Plan discount, just have to negotiate on the price of a trade if I have one.
I had a dealership straight up tell my elderly father not to bring me back because I wouldn't let them screw him basically.after much "negotiation"though we got the deal we were comfortable with.turns out they can "sell down"? their share of the interest.I didn't know they got a share of the interest.learn something new all the time.
I recently was in the market for a f150. Called multiple dealerships, not one would negotiate the price. This market is crazy and we the people need to put a stop to it and stop buying these rip of vehicles. Alot of the dealerships got pissed at me because my pre approved loan would not approve their prices. The bank kept telling me the vehicles were not worth that much money.
Your bank was right.
A lot of people buy a vehicle with no intention of paying for it.
Does the preapproved matter when you are just trying to lease?
Do a lot of these things only pertain to new cars from the brand dealer or do/can they also apply to pre-owned as well?
MSRP dealership? Where? Around here they are selling at about $9k over MSRP. I live in San Diego county. Have not seen MSRP sales since 2018.
I recently purchased a new car and had pricing from a dealer hundreds of miles away. I went to the local dealer they a car and it was the end of month and they offered a very small discount. I explained I would buy the car but they had to make 'commercially compelling' and they wouldn't budge on price and they let me walk out the door. Clearly this dealer in the new car collection business rather than selling them! Life is too short to waste time with some dealers....
Where can I find the information you talked about.
Every time a dealership and or sales person caught in a lie, then the customer should be able buy that car for half price from what they are asking and that sales person and dealership needs to pay a $1,000.00 or $2,000.00 fine from every lie they tell !
How can you find out how long the cars, new ones, been in lot for ex amount of time? Thank you.
Where do you find days on lot?
We're starting to see 75-80% of people walking through the front door that are under water AND have an impossible debt to income ratio AND they're subprime...we can't put most of these people in a car in any way and they still think they can negotiate.
why should they have to pay 3-5 k more if they are already on the bubble. that makes no sense. Charging people more interest for a product that is being near criminally marked up already is just laughable. 80 percent of America fits into the category, so 80% of your consumers cannot afford your product. Perhaps you should find a new job dude.
tell us all what you call those folks, the 80% percent of Americans that cannot afford your rates, "rats" ... thats what they call them folks. They call them names behind their backs in the store. Car sales is the slimmest existence on the planet. There isnt another job more slimmey. These folks could have great credit and you would sell them on a sub prime rate anyway. happens every day. complaining that everyone is not as credit worthy as you would like its only making a complaint that you cannot screw them as terribly as you would like to.
@@SLHJR0390 Credit criminals pay the same for the car as anyone else they just have to pay higher interests rates and put more money down because they have a bad credit history, people that are upside down have a decision to make depending on the condition of the car they’re upside down in. Some need a lower payment, some need a car that suits their needs better, some owe lots of money on a turd that’s in disrepair and needs to be replaced. After almost 40 years of doing this, unfortunately, most people in these categories have created their own problems and never seem to learn from their mistakes, people that have had unfortunate circumstances cause issues usually take the hit and get straightened out rather quickly.
@@rustychain9518 rats you call them.
I went to a franchise dealer yesterday shopping for a used car. The manager was trying get me to finance through their banks and he told me if I use my credit union, they were gonna charge me a extra 750 on the price. What's up with that???!!
Where can the average consumer see the MDS?
My car buying experience isn't this easy. Maybe record some REAL negotiations from the "buy a pro negotiator" side of your business? I love your channel!
How to do this for Canada Honda dealerships?
Culver city honda sold me a certified preowned car a previously damaged frame. I would recommend you shop somewhere else.
According to Scotty Kilmer, there's no such thing as 'certified.' It's a big joke in the industry. Caveat emptor!
I no longer feel for procrastinating so much at getting a new car
Enjoy watching your videos. Instead of dealing with the salesperson and waiting while they
go back and fourth to the manager, why not just deal with the sales manager? Thanks!
What about when you buy a car through Costco?
What if you want to buy the car outright instead of leasing or financing
When the dealer says let me get with our finance people to see what your interest rate should be, for the amount of months you want, should you wait until after they give you their monthly interest rates? If their interest rates are lower than what your pre-approved bank gives, you don't disclose it, but if there interest their interest rates are the same or higher, then ask for a lower rate?
3:43: dealer changes from confirming it's been on lot a while to "the oldest" car on the lot while the page in front of you has a same model right there with 49 days more time and an extra hybrid option for upsell reach.
If you don't miss this, the last words he should hear from you are "Sorry, I'm going to try to find someone who doesn't smile while they lie to my face, you either lied about knowing it's the oldest or you lied about it being the oldest."
Now I'm not stupid enough to think dealers are going to be totally honest about everything, but to know I'm checking fact X and at the same time put the lie about fact X in such a high pressure line cuts your credibility about three layers lower than I can deal with.
$900.00 no thank you, I can do my own research! LOL!
I would tell the salesperson and especially the manager that when I do I buy the car I want I will drive it over to show it to them.
Jumped onto your site to see the local market day supply on my work computer. It accesses the internet via VPN, fixed to a specific location. Despite putting in my LOCAL zip code, it keeps routing me to dealerships over 500 miles away. A glitch? Or is that zip code box even necessary since it doesn't work?
How about a skit about going into the next battle with the finance guy.
Can you address the back and forth between the sales manager and salesperson? Should we insist to deal directly with the sales manager instead?
Nice " CarEdge " commercial , well done !
All the back and forth. At the end, the old guy didn't get a price. Then the "finance" guy will add a myriad of "mandatory" fees. My 1998 Camry drives and rides better than a new Camry. Toyota decided to put very low profile tires on their Camrys. I have to deal with SouthEastern Toyota Distributors and their list price addendum.
Does this hacks works only for US market, I tried to check some from Canada and I can’t. Can you help the people from Canada as well
is a dealer fee a legit fee on top of the electronic filing fee?
Good format and presentation. Helpful in my search for a car for my bride. Thank you.
Minimize, obfuscate, deflect. The worst is the patronizing and de-escalating language salespeople use when a consumer knows these things and is somewhat skilled as a negotiator that this consumer is hostile and aggressive. These dealers have not figured out every prospective customer that walks out of there or disengages will NEVER come back, not if the dealership is sold, total turnover in sales staff and management, etc. They are toxic and customers have nationwide choices and access.
Are we in a steep buyers market?
Thanks and please share your video!
Don't think I could pull these off like good ol uncle Ray.
I am exhausted I put off buying a new car until august doing all the research and dealing with sleazy dealers. I mean I take offense when people try to take advantage of you and its exhausting trying not to yell at their crooked behaviour
You guys are great. I been watching and planning to buy a Camry XSE. I see the new model year is 2025. I’m assuming it would be best to wait until then.
I’m looking into buying one as well. Do you have any advice for me? I have never bought a new car before. I’ve only owned 2 vehicles my whole life and I paid cash for them.
@@jamesstever9820 I don’t love the front of the 2025 and a lot of people say never buy the model change year one. So 2025 should probably be avoided for the most part. I do see the others starting to drop. 2019 and 2020 are pretty consistently under 27k certified preowned under 50k miles. I still think that’s to high. I’d like to get an XSE for 20k that’s 2019-2024 with 40-50k miles. Brand new tho I’d keep watching the promotions and see if they come back with the low interest rates. Right now I think it’s 4.9%. But they used to do 0 and 0.9%