CONTROL THE SALESMAN, 6 TARGET WORDS FOR CAR DEALS! - Auto Finance: The Homework Guy, Kevin Hunter

[@chrisparent4660]

I got the "what's keeping you from pulling the trigger" question. My response was, "because the gun is pointed at my head". Out the door I went.

[@waynepile5084]

In the early eighties, my dad once walked away from a deal on a van because they were $25 apart. I am not kidding, I was there when he walked away. They argued over the $25 for about 2 hours before he left. The salesman called my dad at about 10pm that night, trying to close the deal. If I remember correctly, the salesman met him half way, and my dad agreed to buy the van.

[@joshwebster8334]

I had a salesman tell me "what if the truck sells when you go home and think about it?" I told him "i'll live" His face was priceless lol

[@KevinHunter]

They don't like it when you don't have an emotional connection the the car deal. That's what you're saying when you respond with "I'll live." Car Buying in a dealer environment is all about stoking emotions, and that's what they are trained to do. The look on their face is recognition that they have failed to get you emotionally involved.

[@soprano1n1]

I 100% agree, when I though that I was "beating the system" with them (after being educated with Kevin and his team I learned I wasn't beating them) I would tell them. I'm a numbers man, it's a hunk of plastic and metal with no appreciating value. They would get the deer in the headlights look. One manager came over and was pushy (parks city jeep ram in Titusville Florida) and sat down, with paper and pencil and tried to list out pros and cons from one truck to another (ram to ram) Saying something about savings with insurance and fuel and maintenance. I tuned him out. I actually texted my brother into calling me and I had to take "this emergency phone call" and walked out becAuse I was over the BS he was saying.

[@ganglu]

Mine was "then I guess I can find another dealer that would be willing to sell me the same vehicle". They're cars, not snowflakes.

[@wadebarnett2542]

@@KevinHunter I haven't seen all of your vids. Have you talked about shopping on the last day of the month when salesmen need to make the quota? Have you talked about shopping on blizzardy day when no one else is shopping?

[@dogthewalker8071]

​@@KevinHunter When I (rarely) visit a dealer, I always have an emotionless, serious demeanor which they often make some joking comment about. Then I still remain emotionless. Drives them nuts.

[@evanwindom3265]

Me: I'm going home to think about it. Salesman: (Insert ANY question here) Me: One concern I have is that you're not listening to me, and now I need to think about whether I'm dealing with the right person.

[@evanwindom3265]

😎

[@al1203]

Salesman: (Insert any question here) Me' That's a great question, I'm going to go home and think about it. Bye.

[@dathyr1]

After I did a test drive with the NEW car in Nov 2022 and he answered all my questions about the car, I didn't just say "I want to think about it". I told the salesman in another way "That I need to first take care of other very important home items before I go any farther with thinking about a new car" and " Not really ready yet until this coming spring (better weather) to go any farther". Salesman was very nice and said OK, I got his business card, and I left with no hassle. There was little pressure from the salesman to continue on. We are in contact with each other and I have been asking more questions about the new car. But I won't pull the trigger to get the new car until I am ready to do so. My current car is 21 years old, but still runs fine. So I am not in any panic mode that I need a new car now. Thanks for another great video. take care

[@dathyr1]

To add to my think about it comment above, The 2023 new EV car I was interested in was not in their lot at the time I was down there. I did do a small test drive in one similar for another customer. So the salesman didn't try to hassle me for any other ways of trying to pre order the vehicle. Right now I changed directions, and won't be doing any buying till 2024 on a different EV vehicle. I won't be doing any buying until I am ready to pull the trigger at the right time.

[@TombstoneTex]

I have zero chance of being in the car market for years... but still find myself watching all of your videos. Great content!

[@TheHavrelandtExperiment]

I went to a dealership one time and there was this super aggressive salesman and after about five minutes of him I told him I'm just not feeling it. I think he thought I meant I didn't like the car. I just didn't like HIM, lol. It was pretty effective either way, it shut him down on the spot.

[@davidodom9518]

30 years ago in Houston Texas I told the salesman that I needed to go home and talk with my wife about it. He literally said are you not man enough to make your own decisions? You have to get your wife's permission? I immediately stood up and found the sales manager telling him I would never ever do business with them of any kind as long as that particular salesman was employed by them.

[@poppys3728]

In 94 in Washington State we had the opposite scenario. I was at work and my wife was at the dealer looking to finalize the deal. The manager insisted she call me for permission to finalize the sale. She did and I was furious. I told to walk out we are not doing business with them. She did and we didn't.

[@CraftAmundous]

@@poppys3728 In 94 men still thought wimmin needed a husband's "permission" to do anything. That's some down right out dated way of thinking that no one conforms to anymore....well...unless you are brain washed.

[@poppys3728]

@@CraftAmundous IKR? But the thing is my wife and I married in 1982, and from the beginning it was (and still is) an equal partnership. Neither of us has control over the other. Been a great relationship.

[@robinkuruda5249]

I would have said” Your damn right Im not man enough” , there aint a man on this earth that can endure the wrath of a woman!!🤣🤣🤣🤣🤣👍👍

[@brucesmith8285]

I agree, I think you are p whipped if you can't make a decision on your own. Lol. Instead of being honest and saying "you" are not making a decision right now you say I am p whipped and need to talk to my wife which is a load of shit.

[@deanmitchell9568]

I am thinking about hitting the like button.

[@KevinHunter]

So, what did you like the most about the video so far? If you were going to hit like right now, let's discuss the reasons you'd consider hitting like... lol

[@sarasorensen2650]

😂😂😂😂

[@robinkuruda5249]

🤣🤣🤣😀👍👍

[@robinkuruda5249]

I like you guys as a team, but Kevins voice seems authoritative !!👍👍

[@alanpumphrey9639]

@@KevinHunter you pulled the tactics out! Amazing sales work

[@lordxandalf]

I'm in car sales and I can't stand pushy salesmen. I'm glad I work where I do because we are quite laid back in that sense. However it goes both ways, and people need to understand that a lot of us are just trying to make a living and not necessarily screw you over. There is a lot of bad stigma around car sales and some customers come right off the bat with a downward attitude towards the salesman. Don't be that guy. If the salesman doesn't listen to you then just thank them for there time and walk away. People forget that respect goes a long way when negotiating a deal.

[@acasey4014]

I give them a a chance to make the deal. I write a check at my price, i.e. new 2020 Corolla $18,500. I show the check and then ask you want this check, I want that car. It took about 2 hours, a lot of under coating bs, dealer prep bs, dock fees bs. walking to the car twice, but I finally signed the check and they sold the car for $18,500. Not a penny more. April 2020, think COVID lock down don't think they had sold a car in 2 weeks.

[@bougiefever]

Another phrase that shuts down overly aggressive salespeople is "I'm not a spontaneous decision maker". No matter what "urgent" thing they want you to decide on, just keep repeating that you can't make quick decisions, and you have to leave. Shuts them down every time.

[@heathmcconnell3901]

That's what I told some company who cold-called me and wanted to sell me a $45 per month home security system with a 3-year contract. And after my initial "no", the caller gave me the "what can I do to get you to change your mind today?" line. I basically said something to the effect of this: "Whenever I consider making a large purchase or incurring a new monthly expense, I always take time to think about it. That time varies based on the dollar amount. For this dollar amount, I would need to think about it for at least 1 week before making a decision. And since I've never even given thought as to whether or not I want a home security system with a recurring monthly charge, that clock starts today. Sorry sir, but I'm not in a position to make a decision today. If I decide that I'm interested, I'll make contact with your company after the week is up."

[@Matthew-e3u7r]

I remember going to a dealership (Ford of Framingham, MA) to look at a Ford Ranger and there were two of them to manipulate me. One acted like my friend pretending to help me get the best deal against the other one with the magic savings wand. Yes I sat down. And was literally boxed-in in their office. My new "friend" had the chair between me and the door. I get angry when I think about, like now, grrr. It made me never want to deal with them again.

[@CraftAmundous]

Wowza, I'd be like need to go, right now. If they still pester and blah blah blah at you, then you next phrase would be "I'm calling the police because you are holding me against my will."

[@navret1707]

Kevin, much of the helpful information you put out in these videos can be applied to any situation that involves salespeople.

[@KevinHunter]

Yes, you are correct.

[@biomedbob59]

I've been watching your videos (and others) and have basically talked myself out of buying a car. I think I need to visit dealerships to hone my negotiating skills on a vehicle I have no interest in and see how it goes.

[@RogerPack]

Or go the no haggle route: kzbin.info/www/bejne/rKbPiISlls6omaM

[@alt3523]

I love it when I have somebody says I want to think about it and they come pack up the car is gone and sold .

[@brownro214]

Plenty more cars out there.

[@DM-ye9mm]

then they head off to buy a vehicle somewhere else and you love that as well?

[@scott5860]

@@brownro214 There really isn't though.... you'd be surprised

[@scott5860]

@@DM-ye9mm But you sold your car anyway? so why do you care ?

[@kevinarnold875]

Hello Mr. Hunter. I'm a newish subscriber. I visit a few dealerships every few weeks to check out inventory. Salesmen sometimes approach me when I check out certain vehicles and I control the conversations ( thanks to your advice and my gut instincts). I have them thinking "crap!, he's on to me". I hang around for a bit to see what I like in cars and they salesmen) don't bother me at all. I know I go against your advice on certain things ( like the hanging around) but I kinda feel good like I accomplished something lol. I'm on their turf and I run the conversations. They try their tactics and I stand my ground (not getting friendly). I stay around till I finish seeing what I like (with a straight face) and leave. By the way I'm a new retired vet and salesmen aren't aware of it (and I don't tell them). But they know its something about me that they itching to figure out. OK Mr. Hunter i said a mouthful so thats all from me for now. Big thanks for the very knowledgeable content!

[@okboomer1340]

It's just some metal and rubber to get you from place to place....when you have that mindset...you win.

[@jasonhinkley5857]

This is really “old school” thinking. If a customer wants to go home and think about it, you let them go home and think about it. You make sure you’ve answered all their questions, make sure to get permission to contact them again in a day or two and wish them a good day.

[@scott5860]

Love everyone here thinking they shock or own the salesman.... Sales doesn't work like this in 2021.... You want to think about it, please do... Most dealerships have far more sales enquiry than they can comfortably deal with, and there's far less stock available for people to buy than they think

[@honkie247]

When I bought a new Jeep from the dealer he refused to return the keys to my trade in when I wanted to leave. I excused myself, went to the men's room, called the local police and reported a theft. Ten minutes later the police arrive and all of a sudden the salesman was more than happy to return my keys. They received a fine, but I do not know how much it was.

[@ralpho7905]

Lol you had to get the cops involved? 😂

[@scott5860]

LOL "They received a fine" No they didn't... who fined them? HAHAHA

[@gumbacca]

I think my computer listens/watches what I do. I went to look see what new suv's where in my area for sale and that seemed to trigger things. In my recommends your video showed up(among other car buying videos) and even though I only provided my email a local sales dog came sniffing. Like at a charge. So now I'm identifying my $ limits n trade in(which there's a $3,000 difference between their estimate and some carvana like buying program) so I put his brakes on hold there. That and the fact that the listing I looked at on the internet and the price he quoted me where $1,200 different. He said their pries went up yesterday. Hmmmm? Am currently watching more of your videos for info on dealing with there 'people'. Take care n thanks much. I just checked the listing from yesterday and MAGICALLY it's been CORRECTED. Let's see if he still wants the deal.

[@NobleTenz]

Hope u’r also focusing on the OTD price. Good luck on the purchase

[@LB-ty6ks]

There is so much information available for today's car buyer that the savvy buyer can come onto the lot knowing what the dealer is going to need to do to get his/her business.

[@jandtlivinglife3130]

I don't understand the "every time I buy a new car, I use these techniques to save money" attitude. My last car lasted me for 23 years. My current vehicle is 7 years old and I expect to own it for another decade at least. The best way to save money on buying a car is to buy one about 1 to 2 years old (where the original buyer ate the majority of it's depreciation) and then drive it for as many years as possible.

[@momurderah]

My response to any question after : " I need to go home and think about it" " I don't know, that's why I have to go home and think about it. "

[@nitro2525]

Years ago, I was buying my first new car.. went to the local Honda dealer and was swarmed by salesvultures.. they literally chased me off the lot. Went home and got my dad and we went to a dealer farther away.. a fellow named Dennis helped us and about an hour later I was driving home in a new Accord LX. This was back in '79....

[@Telegon80]

if you have a trade, make sure you get your key back after they appraise it. be firm and continue asking for your key after its done. otherwise you wont be able to leave when its time to. this is a notorious trick. they'll snatch your key to appraise your car and then they wont give it back so youre basically hostage.

[@RockinRobbins13]

Make a copy of your key. Give that to them for the appraisal. When they do the hold the key trick, walk out. But don't go back.

[@TimmyMoza]

Well done. Now Im gonna go think on that...

[@looking511]

I done many thinking about .waiting to test drive the new pathfinder and the 22 four runner so bushing up on see you thinking about it

[@slightlycrookedworkshop]

I'll have to go home and think about sharing this video.

[@KevinHunter]

Aw, we have an honor student! Yes, that's exactly what you should do. Think about it!

[@User-cc6cq]

Something to think about.

[@olafseglem4155]

At a dealers lot looking for a car. Salesman: What needs to be done for you to buy the car today. Me: I need to see 10 feet of snow on the ground. (Orlando Fl. in June.

[@dogthewalker8071]

This reminds me of another reason to not do a trade-in... they hold your trade-in keys hostage which gives them a reason to force you to stay at the dealership. This happened to me and I had to threaten to call the cops to report a stolen vehicle because they refused to give the keys back to me.

[@gudlukkay]

@@scottr2706 you didn't finish the comment.

[@jandtlivinglife3130]

@@scottr2706 Doug, Doug, Doug. How can you leave us all hanging like that? We want to know the rest of the story.

[@melissajordan7186]

Thank you for all your help! I have purchased 2 new cars from two different dealerships in the last 3 months. Both were purchased below invoice minus dealer hold back with no extras! The second deal was paid in full and out the door in one hour!

[@JohnBortins]

That is some really good "Super High Intensity Training".

[@BrewskyAZ]

I’ve been through a lot of Super High Intensity Training in my life.. lol..

[@mblyster649]

It’s easy.. walk into a dealership during a snow storm. tell them you’re interested in the one that is buried waaaaaay in the back of the lot... 2-5 hours later once it has finally surfaced tell them you’ll think about it. be willing to walk away.. (they won’t want to re-park it, they want it gone). especially since you are potentially one of the few sales of that day.. if any.

[@brucesmith8285]

I hope karma bites you in the azz.

[@icecold9511]

@@brucesmith8285 Are you a salesman?

[@brucesmith8285]

@@icecold9511 does it matter? Why would you want to torture someone for no reason besides to get your rocks off. Sadly there is this negative vibe about salespeople. Without salespeople you would not enjoy the blessings of todays modern world. I'm in IT.

[@icecold9511]

@@brucesmith8285 Or maybe we'd get less head games? When I went car hunting I walked away from four tables because the advertising price was thousands under the real price. They got all the way into the paper work, wasting my time. Then they're surprised I move on?

[@brucesmith8285]

Shoppers play more games than car sales people do. Hence the purpose of this video.

[@MarsMan1]

Elizabeth and Kevin are a Great Team! Thanks!

[@KevinHunter]

Thanks, Johnny! Lots more to come. Elizabeth is really enjoying being a part of the broadcast, and she does a superb job! Thanks for noticing, and thanks for stopping by today!

[@trackguy4038]

In the mid 1980s, Joe Girald came out with a book, "How to Sell Anybody Anything". It was a runaway best seller. He was the world's greatest car salesman. He wrote other car selling books too. He had some great things. If you had a problem with the service department, Joe would fight for his customers.

[@johnericejr.9066]

Awesome thanks guys

[@bobm21]

That’s why it’s best to do a car deal over the phone, you could always hang up.

[@jimmathieu85]

I didn't have to think very long to "like" this video! Great advice as always Kevin & Liz. I always tell salesmen I need to think about a deal....and I'll be back on the last day of the month. They hate it when you leave the lot! ;)

[@KevinHunter]

Good stuff to think about... lol.

[@CloudSportracer]

I have gone into dealerships with my car in the shop to get an oil change and wandered the lot to see what I needed to. Sales people have approached. They ask why I am here. I advise my car is in the shop but I have a question regarding such and such. I have taken some cars for test drives during this time without much hassle. I usually experience this treatment during slower times at the dealership. It feels more like a conversation rather than a tactic from the sales person.

[@altairiv6326]

I always do this, look at the cars I are interested in, maybe take one for a test drive. Then say you need to think about it. Ask for a copy of the sales, finance and warrant agreements to take home and read, then leave. These contracts are very long and time consuming to read. READ all of it, you might be signing these papers. If they refuse to give you a copy, go somewhere else. Do not talk to them for a few weeks. Read the all contracts and THINK about all of it, the car, the contracts you will be signing and WAIT. As the end of the month nears, someone (sales person, sales manager or finance manger) will start reaching out to you with much better offers This has saved me thousands of dollars, evetime I buy a car.

[@Apogge_kings]

Be careful when you take your car in for service also

[@KevinHunter]

You got that right! Dealer Service bays are hot targets for getting new sales. They tell you that you don't have to spend your hard earned money on new tires when you can just drive away a new car! Same payment (but... 120 months worth of payments..lol). It's such a racket!

[@cjanquart]

@@KevinHunter We were taught to "work the service drive" but it pissed off the service advisors; told them that Mr. Schaier (the owner with his name on the building before Nissan) wanted us to work the drive and if he had a problem with it, take it up with Mr. Schaier. One of them told me to GTFO out of the waiting area, in view/earshot of a few customers. I just smirked and walked away.

[@sterlinghawk_g20]

Over the last several years and just had it done to me recently, yes they took a copy of my DL. Makes sense if you go out on the drive with someone else. They deleted it when I was done however they could have kept a copy. What they did do and I had it done before at an RV place, is they looked up my address and house to make a judgement on whether I could afford the truck. Not sure how to get around that other than make the sales person ride in the car so no copy of DL

[@sarasorensen2650]

I found your channel several months ago, saved the video, and now that we're in the market for a "getting around in the carpool" car, I feel confident we can get a good deal. Thank you!

[@KevinHunter]

Welcome aboard! Good news... a car buyer with confidence! That's exactly what we like to hear.

[@NobleTenz]

AnyUpdate ☺️

[@anderspedersen6750]

Heck, this is good advice when given a job offer as well! Amazing how much better offers comes around tomorrow if they really want you.

[@coreyceasar5795]

You guys are right .. leave immediately

[@thomasbray173]

Love this channel! This should be mandatory for all highschool and college students. I'm test driving a new car again today. I'm not buying anything though, just gathering information. 👍

[@russellbabin6252]

When I bought my new misubishi outlander he mentioned the word “investment” I looked at him and asked him where 100 percent of these suvs were going to be in 20 years. They I said everyone knows it’s gonna be in the junk yard. It’s an expense not an investment.

[@regenerativeliberty7915]

Thanks for the great videos, just used this technique and playing two dealers off each other to get a great deal on a MB B250 at 1500 over trade in value and 3500 under average KBB in our area of the country. After buying and selling all of my life I can tell you what I told the dealers that works just about every time; "this is my price take it or leave it as I will find a better car for less money next week or the week after". Then walk out and go tell the next dealer the same thing. Good luck to all with their next car buying experience. Oh, and look up the trade-in values and dealer prices for car before you go.

[@RockyDave]

In the UK you can normally leave a £200 refundable deposit, and the dealer will reserve the car for you for 7 days. I guess it's the same in the States.

[@geoffreywhittaker4108]

Excellent video. Great information given.

[@dr.wanpharmd2389]

I am going to another dealership to think about this deal.

[@wadebarnett2542]

That sounds good to me!

[@elmofuddlecakes7225]

Going to a Honda dealership later today

[@cjanquart]

I hated all that Joe Verde sales crap that Schaier's Nissan (since they've gone bye-bye) had us listen to on a Saturday morning sales meeting after closing the dealership for the night within eight hours (old me knows about labor laws now). I got a book called High Probability Selling and adopted some of those strategies, especially the "that's not the way I work" line and would "no-close" people that were really had no clue on what they wanted or people that were just there waiting for their car in service and were just killing time looking at inventory. Schaier's had a saying that "be-backs will never come back" but I had some that did and I always gave my manager the "I told you so" look when a customer returned.

[@kathykaura7219]

I torture myself researching a particular car before even contacting or visiting a dealership. And even then, in 6 months, I still haven't found a car worthy of my money. I know what I want and if there's an issue with the vehicle, I have to walk away. I'm tired of looking for a good car, and every day it's getting closer to me needing to buy one. Ugh... . ..

[@1955petter]

Okay, you go fore think about it. But what when you come back?

[@finncullen]

Super High Intensity Training Great acronym

[@racheldeen3667]

One time my sisters were with me, and when we stepped out onto the lot, out the door comes the salesperson. We all looked his direction, and one sister said, "We dont need a salesman right now. Are you a salesman?" He says yes. "You can stay in the office because we are not talking to salesmen right now." He turned around and went back in. Another time I really was just looking, and of course the salesman comes out. We talked for a few minutes, he tries to get me to Test drive it and talk finance, I decline both. So he says he "doesnt have all the information about this car" and goes to get the manager. UGH. I told him that his salesman said and did all the right things, that I just wasnt currently in the position of signing paperwork, and if he tried to sell me on the car I was leaving. He didnt believe me. I left.

[@Thesimplehomeowner]

I always like to do my due diligence when the dealership is closed, I walk their lot and see if they have anything I would like. I then go online and do further research. The only time i go into the dealership is when I am ready to buy and have all my numbers straight in my head. They really don't like an informed consumer. I really like your videos, they have given me more ammo the next time I need a car.

[@Wizdom12]

I've only been selling cars for a few months so perhaps I am naive, but if a customer tells me they need to think about it why would I need to get them to buy immediately? If I provided all the information they’ve requested then I should believe they will come back to buy from me. Anyway, great video!

[@trackguy4038]

Please do another video on Andy Elliott how he deals with this.

[@KevinHunter]

Andy is coming up in the rotation again, you can bet on that.

[@garysmith5968]

Great to see Elizabeth and more of the videos

[@Reed-2big]

I remember when we bought a truck many, many, many years ago. We were paying cash but they wanted to talk about financing was a better deal especially with the higher interest rates available for savings account. He very carefully showed us if we paid payment how much we would save, but of course they weren’t taking the payments out of the cash we would be paying. Hubby just said, okay, now calculate it by reducing the savings amount by the payments. After the deer in the headlights look and repeating that the money we were willing to spend did not include paying an additional payment from the budget, the finance guy said “well that won’t work!” Both of us said precisely! Had it not been a decent deal I think we should have walked out just because of the tactic they were certainly using on others and convincing them of a deal that wasn’t to their advantage. Please, please, please help others understand that they at least need to think about the math the finance people may pull too, and go home and think about it. Of course, part of that is done by bringing your a financing with you!

[@Soundlogic40]

Maybe you have (I need to check your videos), but can you do a series on tactics to use in this new world of online buying?

[@Artecus]

Before I smash the like button, subscribe, and hit the notification bell, I have to talk to my wife. Oh, and you’re my first video stop among other videos. I be in touch.

[@rolandogimena8025]

Hi kevin, I just wanted to ask this Q: I got a 2017 ford escape from a dealer Then the Finance manager gave me lots of insurance. 1 of the insurance is wrong it's writen there 2020 ford f-150 and the price is blank. Is there something I can do about it? Thank you in advance.

[@brownro214]

Just sold my 1988 sports car and we still have a compact, an SUV, and a pickup for just the two of us. We don't need another car. If I stop at a dealer to see what kind of new offerings they have, it's just for fun and I would definitely have to think about it.

[@mtnbiker014]

Question...in order to get “the best” deal I’ve gone through OTD price negotiations with the salesman/manager, which includes initialing/signing a worksheet (not an actual contract) containing all the pertinent info/numbers. Is this a binding deal/contract? What is MY legal commitment at this point? My assumption is that it is NOT binding until you sign an actual legal contract. Or, is this even non-binding until the actual time you take delivery of the vehicle, i.e., can I still walk away from a signed contract if I haven’t taken delivery and driven the vehicle off the lot?

[@KevinHunter]

Worksheets are not contracts. The only reason they have you sign it is for psychological reasons. In your mind, it's a form of a "commitment." They will pose that to you later if you object to anything, "You gave us your word, and then you signed right here." It means nothing. What matters is what's on your car contract, and the buyers order. Those are the documents that commit you legally to the terms and price they proposed. Delivery of a vehicle is required to finalize any deal with the dealership. However, don't get in the habit of signing papers with them when you're not ready to drive a car away. No sense making problems for yourself that you don't need, and everything you sign (that is not a contract) is more leverage you're giving up as the sales process progresses. Don't do that to yourself.

[@mtnbiker014]

@@KevinHunter thanks so much for your reply! You confirmed my take on worksheets and contracts - although I admit I have felt a high level of commitment to an initialed/signed worksheet. I had heard in a video about the importance a dealer places on the customer actually driving the vehicle off the lot, and a sale is not “real” until that is done. I was beginning to wonder if that final physical step was part of a binding car contract. Again, I appreciate your insight.

[@cameronjenkins5304]

Great video! Can you do a video on the bait and switch? Or predatory lending at the lot?

[@KevinHunter]

Yes we can. The bait and switch is illegal, but that doesn't stop dealers from skating that line and pulling stunts that leave car buyers bewildered. We have you covered!

[@raullcalzadilla3541]

Excellent!

[@ericfitzpatrick785]

One of the sales trainers said, why should he give them a out the door price if their not paying cash. Then he goes on and say stick to the payments. He also said if they have good credit, maybe they would like to extend their loan to 84 months. Who in their fight mind wants to extend a car loan to 84 months, if they have good credit and don't have too.

[@gmoneyga84]

2 of my best lines I like to use is.." I heard this is the place to get a deal of a lifetime" and " I told my wife I wouldnt spend any money today, unless you make me an offer I cant refuse"

[@tonymontana3742]

Last time I left after telling them I'd think about it. They called me a mile down the road and said they'd make the deal. I turned around and went back, funny enough just as I pulled in the front tire on my trade, went flat. It was a snowstorm, glad I didn't have to change it.

[@smokestack29]

What do you do if a car is in high demand?

[@KevinHunter]

Dealers will often use the high demand story behind inflated prices. Sometimes that's true. However, in most cases, you just have to find the right dealer to talk to, and you can still get a fair price. Watch our video on LEVERAGE and how to use it.

[@tmackie1694]

@@KevinHunter … the (unique?) problem here in Hawaii is that there are so few dealers. Even worse, on most islands (like the one I live on) there is only ONE dealer per brand! So the dealers have us buyers over a barrel. Some people buy on the mainland and ship the car back to Hawaii, which costs $1500-1700. It’s a NIGHTMARE to buy a car in “paradise”.

[@aquaticasmr184]

I have better advice just CC all the nearest dealers on 1 email and they will basically have a bidding war on who will go lowest to sell you

[@flacoface]

Great advice again! I don't go to the dealer to shop for a vehicle. I use a combination of automotive publications, Consumer Reports, and websites that list the vehicle that I plan to purchase. If I'm offered a killer deal after shopping around...I've thought about it.

[@KM-lz2ch]

Maybe if some (I won't generalize and say ALL) dealerships weren't so shystie, there wouldn't be a need for all this amazing information! If everything was honest and upfront, Consumers wouldn't worry about being taken for a ride when buying a car. Thanks for all you do to help us out! I have a year to drive it all into my head!

[@garym7937]

What do I need to think about?

[@gmoops8986]

OK, I wanna buy a new car. The test drive is the first way they take control. Sales is riding along, of course, and jabbering is all the way. You're want to get a feel; The seat comfort, the dash layout, the noise, and handling...It's difficult with sales in the back seat. Rent the same car, test drive on your terms with no chatter. You hopefully have one with several miles on it, maybe even, maybe request one with lots of miles the more the better. You spend a few $$$, but it's a major decision. I'm sure THG can elaborate.

[@scott5860]

I'd definitely be happy with you renting a car to test drive rather than wasting my sales execs time and dirtying my demos. Sounds like a winning idea all around

[@shopart1488]

I have purchased my last four vehicles via the Internet no need to stop in a dealership ever again to be harassed and pushed around. Make your best deal on the keyboard from many sites. My last truck I purchased over 500 miles away. Booked a $99 flight dealer picked me up. Deal was already done. I got the keys and was gone in less then 10 minutes.with no BS. Why 500 miles it was end of year production and I got the best price there because he had the most units in stock of all that I searched.

[@jlovebirch]

I casually looked at a car I wasn't crazy about, and the less interested I was, the more desperate the salesman became, lowering the price over and over and offering all sorts of deals. It was like a comedy sketch. Every minute I was there, the price went down. I went back to my car, and he ran out into the parking lot to launch one last super deal -- for a car I had no interest in buying. That was a real education in the psychology of the car dealer. Show little or no interest and see what happens.

[@KevinHunter]

It's also proof that the condition of the car market has pushed dealers into begging for a car deal. Prices are definitely crashing.

[@gwillis01]

In summary don't show any hesitation. Get your feet moving out the door right after you say "I need to think about it"

[@KevinHunter]

That's it exactly. Be a decision maker. If you decide you need to think about it, get moving!

[@evanwindom3265]

And think about "not" saying "I WANT to think about it." Try "I'm GOING to think about it."

[@jamesdupske4785]

Jedi mind tricks, good one

[@TheNutriarat]

This isn't the deal you're looking for.

[@kennethsouthard6042]

The salesman also has the added negative motivation that the sales manager is going to chew ass on him for letting a deal walk out the door as once someone leaves, there's probably less than a 10 percent chance of them returning. However, that is not your problem. I only did that on one car that I ever bought and I did come back and buy it the next day. That is because the salesperson was honest with me and the deal was fair and they did not object.

[@wmjwell]

Love it. Thank you!!!!!

[@stevenordstedt2535]

Hey Kevin are you still sick with pneumonia? I’ve had ammonia three times and Kyle kindness about 12 times. I don’t get sick anymore after following my doctors good advice. You should do the same. Go to GNC vitamin store or buy it online and have it sent to your house by MegaMan 50. Take one a day with a small breakfast. And also buy 50 mg of zinc take that once a day with your MegaMan once a day and after a month you will get sick anymore. I’m a disabled veteran from the Air Force to get really ill all the time because my immune system was in the toilet from breathing aircraft exhaust for 10 years active-duty Air Force. But after doing what my doctor said by taking the MegaMan 50 once a day +50 mg and Zeke once a day with my breakfast I haven’t been sick everybody around me has we get the Covid pneumonia I haven’t gotten anything I’ve been healthy that in minor exercise let me know how it works out Kevin.

[@anthonyrosa5006]

Somehow I don't think there are many cars left to buy. I was at my Toyota dealership and there were fewer than 20 cars left on the lot. I hear they have sold cars to be delivered in 2022-23.

[@ToyotaTom04]

The word track I used the most was: "Would 3 or 4 days be long enough to think about it? (Agree first). No matter how long you take you'll be faced with the same questions, can I share those with you? First, it's this the right vehicle for your needs and lifestyle? Second, does this vehicle work in your budget?" This lowers defensiveness and allows the salesperson to attempt to find the real objection without seeming harsh or confrontational.

[@jonsmith1259]

"I have to consider my purchase, I have looked at brands X,Y, and Z as well, and have to decide which one is right for me." "I have your number, if I decide yours works best for me, I will call you" Thank you for your time!"

[@zacharydoser8536]

Kevin, you and Elizabeth are awesome people. I’m a new subscriber to your channel and have obtained, what I consider, graduate level knowledge on effective and cost saving car buying. Thank you both for all you do.

[@KevinHunter]

Welcome aboard!

[@greyhoundude6112]

I'm surprised you didn't reference the Andy Elliott response: "Of COURSE you have to think about it! I haven't given you enough information NOT to think about. Follow me inside and I'll give you a 5 minute proposal which will give you all the information you need to help you think about it!" That gets the customer inside the dealership and faced with a write-up.

[@swaghauler8334]

I said: "You go ahead and write that up and give it to me. I'll take it home and read it." He then said: "I can't actually do that. The numbers can change." I replied: "So... your numbers are SO SHAKEY that they can change in just 24 hours. Why in hell would I ever do business with you then? What if I come back tomorrow and talk to some other salesman? Can I get a different, better deal with them?"" He then said: "I have a few others looking at this car." I said: "Then sell it to them at this price. There are SIX more used cars in this trim package within 75 miles of my house!" (the internet is a wonderful shopping tool). I ended up NOT buying that car.

[@NM-tl6pe]

I'm a tad bit frustrated I found your channel after I had bought my vehicles. 2018 Subaru Crosstrek that I ended up paying far more than I intended when I first went into the dealership. They had my attention because I was already there getting my Forester serviced.

[@KevinHunter]

That's a very common tactic to target a customer who has a vehicle in service. In the Saturday morning sales meeting the sales manager is always asked... Who is planning to hit the service Bay today?

[@russellverdin8339]

Do you have a book out, and if so what's the name of it and where can I purchase it?

[@richardcorley364]

I want to thank you for all your information that you have tought me it's greatly appreciated thanks again and i learned a lot

[@juliancarpenter9731]

Thank you Kevin ! I’m going to think about it !! Awesome!! I will be using that the next time on my next purchase !! 👍👍👍

[@williamcaloia119]

I was interested in a Nissan Altima a few years ago ar Raceway Nissan in Riverside, CA. I did the test drive and said I was going home to think about it. The lot lizard told me to stay uz I owed him. I told him Complex, high end purchases take time. I won't be rushed. He hit a few buttons on his phone aand out popped his boss. The boss hit me with some of the queations in this video. I told him that when a salesman uses high pressure, my typicalresponse is to gwt pissed off and leave, which is what I am doing now. I left for good,

[@KevinHunter]

Way to stand your ground!

[@jocelynhurtubise2420]

Very good video, but Elisabeth and Kevin you could also says “Thanks for your help for let me test drive a Brand new “X” car and inform me on all the feature and price, but I really have to test drive a “Y” model before taking a decision” Isn’t it a good answer?

[@redherring395]

Thanks for another great video with some good information.

[@richardcorley364]

Keep up the great work

[@KevinHunter]

Thanks, will do! We appreciate you stopping by to visit The Homework Guy channel today!