If you’re in the market for a used car, you’ll have no doubt spotted just how pricey every option seems at the minute. The price of used cars rose by a whopping 28% in the first 11 months of 2021, while stock levels fell by 17% (MotorTrader.com). This is largely down to the global chip shortage, which has impacted the manufacturing process for new cars since the pandemic began.
Since used cars have become so valuable, it’s now more important than ever to get a good deal on your motor. But that can sometimes feel impossible, especially when you have a car salesperson who seems to be rushing you into taking a bad offer. So how exactly can you make sure you’re getting a good deal?
To help you get the best value for money, GSF Car Parts are here to share some sneaky used car salesperson tactics to be wary of, and some smart tactics that will help ensure you drive home with a motor that you love for a reasonable price.
Car salesperson tactics to be wary of
While a lot of car salespeople want to help get the best deal on a used car, some sellers have a few tricks up their sleeves to persuade you to go for an option that isn’t great value. Here are some common tactics to look out for.
Answering around the questions
Not only is it frustrating when a car salesperson doesn’t seem to answer your questions fully, but it can lead to you getting a worse deal. While no car salesperson will lie to you about the condition or history of the vehicle you’re interested in (as they can get in very hot water if they do), they may skirt around the question and focus more on the positive aspects of a vehicle. For example, if you question how a dent or scratch got onto the car, and they tell you not to worry as it’s simply an aesthetic issue that can easily be fixed, they aren’t answering your question fully.
To make sure you get all the information you need, it’s a good idea to walk in with a pen and piece of paper with all the questions you want to ask before making your purchase. Then, only check off the questions when you feel they’ve been fully answered. But remember, there shouldn’t have to be too much interrogation from your side. If it feels like you can’t get a straight answer no matter how many times you ask, it’s best to walk away and opt for another dealer instead.
The waiting game
The used car buying process can sometimes feel like an eternity from start to finish, from the research and car viewings, to jumping through hoops and talking with various people at the dealership before finally taking your car home. However, the process usually doesn’t have to take this long. Dragging out time can even be a tactic employed by car salespeople to wear you down, so you give in and go for a deal that isn’t great value just so you can finally finish your search.
If you feel the process is taking too long, call the dealers bluff and threaten to walk away. This will likely encourage them to speed the process up so they can still get a commission. That being said, don’t rush the process if you’re still undecided. Remember that you’re the customer, so you have the authority to move through the process at your own pace.
False advertising
You might have already spotted a great deal online at your local dealers for a car you love. But be wary, as it may not be what it seems. Some adverts for cars will show you the vehicle with numerous extras that can tot up to thousands, but still advertise it with the cars base price.
It’s a good idea to do plenty of research into the price of your ideal model at a number of different retailers. If the dealership that you’ve chosen is advertising the car at significantly less than it’s worth, this likely means that they will charge through the nose for the additional features you see in the picture. Make sure to read the small print, or ring up the dealership and ask the question directly.
The tactics you should employ on your search
Since some used car salespeople may have tactics to upsell their products, it’s a good idea to have a few tactics of your own to help you get the best deal. The following tips are quick and simple, but could save you a lot of money in the long run.
If you have a car to trade in, keep this to yourself at first
It’s good to start off by getting an idea of how much the dealer initially values the car you’re interested in before disclosing that you have a trade-in. It can be difficult enough to figure out the best deal without a trade-in, but when you add more numbers into the mix, it can become even more difficult and seem impossible to find out the best deal.
You should also make sure that you know the approximate value of the vehicle you’re trading in too, as the dealer undervaluing this car can potentially cost you thousands.
Have vehicle specifics in mind
If you go into a car dealership without knowing what you’re looking for, a salesperson can go rogue and upsell some of the most expensive vehicles for the worst deals. Whereas if you have specific requirements in mind, this can limit them in terms of which products they try to upsell to you. You can also set a strict budget beforehand, so they can’t pressure you to spend more than you have.
Try to do plenty of research and have as many specific requirements as possible, to make sure you can walk away with a car that you really love. If you can, try to have a specific model in mind too, and do your research beforehand to figure out how much this model should be worth.
Get dealers to compete with each other, not you
Once you’ve found a model you love and you want to negotiate the price down, it’s a good idea to look at the price it’s being sold at other dealers as well. This way, not only with you know whether your deal is a good one, but you may even be able to get it for cheaper than you first thought if they want to give you a lower offer than their competitors.
Don’t be wary of negotiating a deal, even if it seems awkward, as it can save you a lot of money. In fact, one survey found that six in 10 respondents got the price of their car slashed by simply asking whether their dealer could go any lower (Money Helper).
“The majority of car salespeople pride themselves in helping their customers get a great deal. But you may find that you come across one who is more concerned about getting a great commission. These dealers may try and wear you down with long waits, or give you vague answers to conceal any downsides of a particular vehicle.”
“Fortunately, as long as you do your research and prepare well, it’s easy to see past these tactics and employ some of your own to make sure you get the best deal possible. Knowing the retail price of both your ideal vehicle and your trade-in will help you get great value for money, and may drive the price down even further if your car salesperson wants to compete with other dealers to keep your sale. Putting these tactics to good use could potentially save you well over £1000, so make sure to shop wisely.”
-Simon Moore, Head of Marketing at GSF Car Parts
