What REALLY Happens When a Car Salesperson Goes to ‘Talk to the Manager’? Former Dealer Explains

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Have you ever wondered why salespeople will sometimes say "Let me go talk to my manager" during a negotiation? Why so much back-and-forth? Car sales vet Ray Shefska answers these questions and more!

[@CarEdge]

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[@michaelc8606]

One of my favorite memories of dealing with a sales manager is when he asked, "You're going to walk out of here over a difference of $500?" To which I replied, "You're going to let me walk out of here over $500?" (The sales person standing in the background broke into a grin.)

[@melissas4874]

I had the same experience, but the sales manager wouldn't talk to me personally and only went through their sales guy. We had negotiated and I named a good price that I found the exact same car for elsewhere, but it would take me 30 minutes longer to drive there. I think my response to his constantly jacking up by tiny percentages was to tell the sales guy that his manager was more interested in a pissing match than selling a car and he's just making me angry so I have to leave. The price amazingly came down.

[@engineeringoyster6243]

My last cycle on a new car purchase about 20 years ago took about 20 minutes and got $25.. $75 an hour was very good wages back then & is still pretty good.

[@sgtrungun3666]

I had a guy say “we have come down a lot more than you have come up.” Which I said “I hope so, your budget as a business has a lot more wiggle room than my family’s budget”. Haha he agreed.

[@wwonka52]

I dd the same over $500 a year ago, and he came back and said "You Win". lol . They still made a bundle on me, but I'm content.

[@RealKevGotEm]

It happened to us too “you’re gonna walk over $30”? U damn right

[@tomrogers9467]

First stealership I went to for my Honda added a bunch of extras I didn’t want. Told her to take them off. Then asked what their best price was. She said “we don’t discount Hondas.” Drove to the next town, went straight to the manager and got $1400 off the sticker with no extras. He knew I meant business. And I love the Ridgeline.

[@chrisparr7476]

Honda in Australia is under agency model. So fixed price can’t negotiate as you order in the Honda system. Accept the rrp price to go to contract or can’t go any further

[@gailpatterson8740]

The customer has the ultimate card to play: walk out. There is ALWAYS another car and another day!

[@JBM425]

It helps to not have your heart set on a specific car. Taking emotion out of the equation makes it easier to get up and leave if you don’t like the deal and don’t want to get bogged down in constant back-and-forth with the manager.

[@mitchhedberg4415]

ask him how much he makes when you walk out

[@Spruce_Bingsteen]

@gailpatterson8740 ... Exactly. Right on Gail.

[@bbmw9029]

I did this once. I gave them my number, they said no. I got up and was walking out the door. Then I hear "wait....". I got the car for my number.

[@TM-nu5vd]

Exactly!! The answer is "NO" then walk out. Did that and ultimately got it for my price.

[@kennethsouthard6042]

I'll never forget the time I had a naive friend who was willing to pay the full price listed on the car window. I told him not to, but he insisted. The salesman then of course went to his manager and when he came back told my friend that the dealership had made a mistake and that the actual price was $2,000 higher. Luckily, even this guy could see that he was being had and walked out.

[@CA-lk6fd]

Sticker price is sucker price!😂

[@nigden1]

I was a salesman for over 25 years in England, if you're selling new cars, no way could you retail them over the Manufacturers Retail price, discount it yes, but not overcharging.

[@kennethsouthard6042]

@@nigden1 In the US, since car dealerships are independent businesses, therefore, they can sell the car for whatever price they want. That's why it's called MSRP or Manufacturers Suggested Retal Price, with Suggested being the operative word.

[@nigden1]

@@kennethsouthard6042 Yes, I understand that, now I've not been in the game for a while, but MRP was the rule here (Max Retail Price). The manufacturer wouldn't permit a dealer to exceed this.

[@youtoobe169]

Hilarious that greed cost the salesperson a full price sale

[@davewoodmancy5124]

I saw a used truck on a dealer's lot. I called them when I got home and got a price. I take my trade in up to the dealer an hour later only to find out they had changed the price and raised it by $1,000. They will not come back down to the price they quoted me on the phone so I asked them if they could just raise the value of my trade-in that thousand dollars. They said they cannot do that and at that point they tried to tell me that it would be sold over the weekend because they had big sale. Tell them to keep their truck and to sell it that weekend. They called back on Monday and said that the truck was still available. I basically told them where to go and leave us alone. In my mind that was the best way to do it

[@engineeringoyster6243]

You are too emotional about buying cars. You’ve got to ignore the emotional impact of their techniques.

[@unclemarksdiyauto]

I would have got them to drop it back to the original price & then say I want a additional $1000 off for all the screwing around!

[@davewoodmancy5124]

@@unclemarksdiyauto I didn't need a vehicle. I was just updating at the time. I went out about six weeks later and order me a brand new truck to my specs. Monthly payment was about the same as if I had bought that used truck which was a Pace truck model

[@unclemarksdiyauto]

Glad you got the right @@davewoodmancy5124 Glad you got the right deal eventually, Dave. I hate these games some dealers play.

[@MrGearoid65]

I applaud you for your maturity of attitude. If more people did what you did this crisis would soon resolve itself. Well done.👊

[@edattfield5146]

We were at a dealership once where we had already told the salesman that we had to bail the kid out of daycare a certain time. The salesman went off to talk to the sales manager, and we waited and waited as long as we could. I wandered down to hall to locate my salesman and discovered two salesmen and the manager were discussing baseball. We left. We've never been back to that dealership.

[@katieandkevinsears7724]

I had a similar experience last spring. We had to pick our son up at the end of the school day and the salesman kept pressuring us to sign today. I only went in to test drive the vehicle...never going back.

[@Chris-bs4qy]

@@katieandkevinsears7724 but if you dont pressure some people the car salesperson would go broke, pressuring people sometimes works

[@SpartacusColo]

@@Chris-bs4qy There's a difference between "working hard" to get the sale, and "bullying" the customer.

[@neilreid9005]

@edattfield5146 That happens a lot more than some think. I always tell the sales guy that I'm out of there in an hour, deal or no deal. And it's easy to walk. I would never buy a car from a traditional lot now- way better options than to take that kind of abuse and stress. Car salesman are not your friends- they're one of your worst financial enemies.

[@Chris-bs4qy]

@@neilreid9005 that's ridiculous, it's like selling anything else

[@michaelruffalo5875]

A couple of years ago, I went to look at a pre-owned Lexus. During the test drive, I learned that the saleman was only a month on the job and was 20 years old. He wasn't ready for my tactics. He presented the sale sheet, and I took out my red pen and started crossing things off the list. $600 for ceramic coating that wasn't on the car yet? Nope, no, thank you. We were 10 minutes into the conversation when he summoned the Sales Manager. We couldn't reach an agreement, but I did receive 6 calls from the dealership over the next two weeks to come back in. Sorry, that ship had sailed.

[@tomstoeckle]

Good for you. Walking away from ridiculous add ons is critical

[@youtubecarspottersguide1]

@@tomstoeckle internet ,dealers competed for your deal, was the best way to buy a car shop the deal , deal review down to the Pennys,was good times ,now a car sell is right now. im here to buy. lets fight over the price , so many of us walk over $10,000 and the F&I guys says its only $150 more on the payments over 72 mo add bs markups and dealer adds are worthless when you drive off the lot

[@jeffrosati2570]

As usual, they wasted your time. Happens all the time.

[@keytothegate68]

You bought a ⛵ instead?

[@nancyenkelmann7801]

Same thing. You'll walk over a couple hundred dollars. You bet your ass I would walk and have. Left a deal on the table and they called for about two weeks. Told them to contact this dealer who then sold me the same make for about 1500.00 less.

[@Igotstaknowit]

From the sales desk to the finance guy a $900 "anti-theft system" was added. It was stickers on the hood, truck and door panels. I said take it off. The guy said they couldn't without paint damage. He agreed to take the $900 off after I told him I would walk. Took the car to my insurance guy to update the policy. He took one look at those stickers and said, "I sure hope you didn't pay for that scam."

[@geobrad6377]

So spot on, one of the main reasons I left the business, worked at low end Fiat Chrysler, and high end Audi. It was all the same. You are so accurate, appreciate your channel.

[@tommak6516]

The reason you probably left was because you were not making enough money, not because of some procedural stuff. You cannot really be that self-delusional.

[@geobrad6377]

@@tommak6516 oh definitely combination of both, also things like F&I throwing all my paperwork out in the hallway floor because it was a "cash deal", getting "skated" by my own co workers, BDC tells customer we have that vehicle in stock, when they knew it wasn't in inventory anymore, the dealing with "rightfully so" totally irritated customer...plus so many more...

[@JustMe99999]

Much less wheeling and dealing at the luxury car level though.

[@Ratgirl505]

Went in a dealership last week to make a deal on a new car (2023) mustang when I knew the 2024’s were coming to the lots. They had already dropped the price below MSRP but the car had been sitting there for 140 days and had almost 1000 miles on it. I teat drove it and when came to discussing how I plan to pay for the car I responded with, I don’t even know the price yet so give me the price minus dealer and manufacturer incentives, tax, title, registration and doc fees. Then told me that’s the price with the incentives built in. BS. I told them how long the car had been there and the mileage so take 3000 off the price and I’ll buy it. The sales manager told me no. I think they were scared I knew what I was talking about. I got up left and an hour later bought a mustang somewhere else. I won’t play the games anymore

[@anonymous..-]

Oh yeah, they were so scared. Just face the fact that they simply didn't want to sell you that car for your price and are wiling take the risk on a better offer. Nobody was scared. Business's are under no obligation to agree to a customers terms.

[@diytwoincollege7079]

Stealerships have made themselves obsolete. Sell online and open real maintenance shops

[@ennvee1989]

How can you tell how long a car has been on the lot?

[@johnnykrauze]

​@@anonymous..-They were scared. Lol

[@tommak6516]

I bought a new car from a Toyota dealer 8 years ago. I admit car availability conditions were different. I threw a lowball price to the salesman. He came back with a printed computer output showing a complete itemization, including rebate, dealer discount, tax, title, license, doc fee, etc. The salesman said that was the lowest they could go, gave me the printout, and said I should shop it around and come back if I wanted to buy the car for that price. I did go to other dealers (I did not actually show the printout to the other dealers). One other dealer matched the price and the others were higher. I went back to the first dealer and bought the car at the price on the computer output. It was the most straight forward car buying experience I ever had. I did not finance and had no trade in.

[@eileeneclark9011]

I CALLED on a Toyota SUV I Googled on my phone 📱. Talked to sales lady who was nice + told me price of this USED trade in prob 2 hrs from my home. I have her info on my Toyota hybrid I MIGHT trade in.... I told her MIGHT pay cash.... Got return call with SAME ORIGINAL PRICE ON USED SUV....$14,000.... AND $2K VALUE ON MY HYBRID WITH ALL MAINTENANCE RECORDS + NO KIDS + NO SMOKING + NO WRECKS + NEW 18 MONTH OLD HYBRID BATTERY. WONDER IF SHE IS STILL WAITING FOR ME TO DRIVE UP + "DO THE TRADE"???? 133K MI... LEATHER SEATS RED + JUST DETAILED GREAT TIRES ORIGINAL FLOOR MATS (+ TOYOTA BROCHURE ON CAR 🚗 IN TRUNK) YEP $2K WAS HER TRADE IN VALUE!

[@Gumshoe88]

A few of the high-volume dealers - aka automotive groups - can sell for minimal markup due to the number of vehicles they sell. the independently owen stores can’t compete with the turnover of vehicles that come in and out of a larger dealer.

[@ghost307]

The magic phrase is "How much is the holdback?"

[@dougf94912]

I've used the "why don't I come with you and we can both talk to your manager" approach to speed things up during a negotiation. One real pain point is when the salesman has taken your car keys so they can 'get the trade-in appraised'; don't be shy about asking for the keys back sooner rather than later!

[@warrenpuckett4203]

If the manager does not have time. Then does not have time for the check to get cashed. I go find one that does have time. But I live in a large metro area. If it is not worth 20k for 10 minutes? See Ya. Buying used. I always pay with a cashiers check. If that is not what management wants. Too bad. There is another dealer down the street. And I just made $1000 bucks an hour buy not falling into the pay me more hole. I got all day to save $1000 dollars or more. All week if necessary. It is like a high paying temporary job. That is why I don't drag my wife along.

[@jenniferbrown787]

I dud that and the guy wouldn't give me my keys back. I was heated and almost blew a gasket.

[@warrenpuckett4203]

@@jenniferbrown787 They never tried that with me. But I am 200lbs and I had my 'little brother' with me. He was the biggest man in the building. You don't get keys until the money changes hands. If you do. I am in in the passenger seat. You may get nervous when I move the M1911 to the new car and the old one is yours. If I think you are going to get froggy. I have already dialed 911. Crooks hate people with knowledge and firearms. For some reason.

[@peter-pg5yc]

i never let them drive my car..insurance reasons..

[@warrenpuckett4203]

@@peter-pg5yc The salesperson may also not have a license.

[@roylindsey7030]

I've watched a few of your videos and have learned a lot. I've always hated car shopping and salesmen even more hence why I drive an old beater. The car buying experience makes the customer feel like your being shaked down by a beggar on the street. It's like you insult them if you ask if they'll take less. Getting a behind the scenes look at the many ways a dealership manipulates the customer makes me never want to step foot on a lot again. Thanks for sharing.

[@cousinjohncarstuff4568]

I give the sales rep 7 minutes to "talk" to their manager. I am there to conduct business in a timely manner and not spend hours on end to make a deal that should take no more than 60 minutes.

[@jmoneyosh]

Do you use your phone or an actual stopwatch?

[@diallo1347]

I usually give 10-15 minutes. After 3 rounds of negotiating, if the deal is not good, I ask to speak directly to the sales manager. Do your homework at Caredge, eat a big meal before you go to the dealership, bring your own water, and have nothing else planned that day.

[@scottr2706]

I give the sales person a few minutes to have the sales manager speak to me. As this video explains, an auto sales person is almost always nothing more than a middle man between me and the sales manager. So why waste time with them. When done properly, a deal should take no longer than 30-40 minutes at most.

[@tommak6516]

@@scottr2706 Are you joking? Where do you buy you cars, Fantasyland? Even if you would not negotiate anything and just paid whatever was asked it would take longer than that.

[@bryangoldsmith1238]

@@diallo1347 Fuck that, bring in 4-5 little kids on Mt. Dew and turn them loose inside the showroom floor area, after an hour of them using it as a playground, you’ll be amazed how fast a deal will be made. You welcome! 🤣

[@rentalguy1]

I always follow them to the sales manager's office and interject myself. Screw them.

[@exeuropean]

The last time and only time I bought a car from a dealer I already knew exactly what I wanted and also how much I wanted to pay. So I checked which dealers had my car in stock and at what price etc. Then I called them and said look I wantto buy a car today; I have the money in my pocket. This is how much I like to pay; if you say yes we have a deal otherwise I go down my list and buy from someone else. Worked like a charm. NEVER be afarid to walk out . Never fall in love with a car and show it.

[@kingleonidas4296]

That’s how I do it every time. I even create a google number so I don’t keep getting calls after I move on to the next dealership. I also use a newly created email account to communicate the deal so I can read and ponder on the amount for a few days. Then, I set the appointment to go in to test drive and buy. If you buy a car this way you feel less screwed by the process.

[@odom2142]

@@kingleonidas4296Thank you for sharing this excellent tip! I will use it next time.

[@CA-lk6fd]

When I was 18 years old, I was looking at a truck at a Ford dealership when I thought they were closed. So this salesman came out and started on me, he asked me if I liked the truck, I said yeah it’s ok. He said I’ll go get the key, and we’ll take it for a drive. During the drive he was making small talk, and asked me where I worked. When we got back I told him I’d need to talk to my mom about it because I was still in school. Fast forward a couple of days later, I get a call at my work, it was that salesman. He asked me “What did you decide on that truck?” I said I hadn’t had a chance to talk to my mom yet because she works a lot, and I as well as being in school. His answer FLOORED ME! He said, “are you gonna let your momma tell you what to do for the rest of your life?” I eventually bought a truck, but it wasn’t from that guy! 😂😂😂

[@jrodtopo]

Yeah, I think they try this tactic all the time. They say something similar if someone says they need to talk to their spouse first. He might have also thought you were bluffing to try to get a better deal.

[@crazyjeff100]

I appreciate the honesty of the sales manager in this video to explain the ins and outs. I love cars, but I hate buying/leasing them. The whole process is just annoying, and is antiquated. I remember reading that it's law that we have to have dealerships, but I ask an honest question: If a car dealership is a middle man that offers no additional value, why do we keep the status quo? We need to have sales direct from the manufacturer. If the dealerships want to compete for fair priced, honest and high quality repairs, then so be it and let that be their business. The market will sort it out who lives and who dies. Until then, whenever I need a car I know no one there is my friend, I'll walk out on anything I don't like, and I have a trusted neighborhood mechanic that can perform miracles. I don't need the dealer. The goal of a car dealership is to get me for the most money. In order to beat that, I have to be an educated consumer, which I am. But it's a hassle to do this, and I'm getting older and I don't want to play hardball and waste an afternoon. I want to sit at my computer, buy a car, and know that I'm paying what everyone else is paying because the price structure is such that it eliminates an unnecessary middle man.

[@thielees]

100% agree. The process sickens me just because it’s so elaborate and (importantly) utterly unnecessary

[@RasenRambo23]

You sound like you want to buy a Tesla.

[@crazyjeff100]

@@RasenRambo23 It’s probably my next car but not because of lack of dealership.

[@RasenRambo23]

@@crazyjeff100 Mine too ... and that's also not the only reason. But it's a huge bonus.

[@retlod]

Bought my Tesla online and had a 15-minute appointment to pick it up when it was delivered. They basically checked my ID and gave me the keycards. Everything else was done in the app. Best car buying experience ever.

[@jimdandy8996]

Because of all of the people involved on one sale only shows how much it all adds to the mark-up on each car.

[@coherentpanda7115]

If manufacturers could sell new on Amazon or their own website, all these mark-up games would be over, because dealers would stop all the bullying sales tactics, and at worse they would offer you an extended warranty, financing and accessories you can easily say no to. Basically becoming Best Buy.

[@jimdandy8996]

@@coherentpanda7115 I think you can buy cars that way from Costco.

[@cincinnatiking8008]

I was getting a job selling windows. That's when I learned the sales person knows exactly how much they can sell for. The "let me talk to my manager" is just a sales tactic.

[@rayanderson3164]

In my case nothing but a pressured break. I watched him say he was going to talk to a guy that I knew from elsewhere and watched that very guy the sales manager stay at his desk about 20 feet away from me for the entire 10 minutes. I called the salesman out on it and walked away. Bought at another place and said that if at any point you get up to talk to someone else, we are done. Worked for us.

[@tooge47]

and when he DOES leave the room to talk to the manager, REMAIN SILENT, as the room is BUGGED !!!

[@rushtest4echo737]

Better idea: if you know that they're listening into your conversation then use it to your advantage

[@brandspro]

The best tactic is, before you go to the dealership, line your underwear with tinfoil. That way, when you’re sitting in the dealership waiting, they won’t be able to monitor your brainwaves. Shhhh, that’s a pro-tip right there. Don’t tell anyone else.

[@tooge47]

@@brandspro it's a shame you kids refuse to learn from those older and more knowledgeable than yourselves...........

[@brandspro]

@@tooge47 really?? I’ve been on this planet since the ‘60s, so haven’t been accused of being a kid in a long time, and I’ve worked in the industry for 20+ years. No one is listening to you. No one has time to sit listening in on your private conversations. Seriously.

[@tooge47]

@@brandspro been here LONGER ! I know for a FACT of what I speak..................you can live and learn or, as MOST Amerikans do, just live

[@ericsimonson5852]

When I worked in sales we were responsible for both sales and f&i. I would touch base with my manager once or twice during the process, but usually, we did this in full view of the customers. She was mainly there to be a second set of eyes to make sure the credit app was done accurately--double-checking income estimates and that sort of thing. I only had to go back to her office a handful of times in my five years--usually for reasons that would prevent a bank from buying the loan, like suspected credit fraud or a pattern of straw purchases. If I had to go see my manager it meant that nine out of ten times there would be no possibility of completing the transaction, so this was never a negotiation tactic where I worked.

[@kevinsmith5318]

As soon as a sales person says “let me talk to my manager” I would say “then I’ll deal with him/her directly.” Bring them to me so time is not wasted for any of us - thank you for your service.

[@kendallevans4079]

You "would" say? But you never have, have you? You are like most of all these other posters than still have sore rear ends from just buying a car but are ashamed to admitting it. You got BuFu'd but want to tell your friends how you had your way with the whole sales dept and they were in tears when you finally left with the deal of a lifetime.....BS!

[@jeffrosati2570]

Did it work?

[@coherentpanda7115]

"Sorry, he is in a meeting/on the phone/screwing an intern office girl right now, but how about we take $500 off and let you drive it home today?"

[@joflewbyu2377]

I have been in the auto business for 30 years and a manager for 20 plus years. That is not how I conducted business. I always try to get involved early and introduce myself as I go out for the appraisal. My job was to accurately appraise the trade by taking pictures, driving the trade and inputting the info into the computer to come up with a local comparable resale amount after figuring reconditioning. Then listen to the salesperson to see what objections if any need to be overcome before serving numbers. I worked with the salesperson and client to make a quick deal and future repeat client. This was noticeable as I stayed at 2 dealerships for ~ 10 years each.

[@agrippa1234]

I have learned to ask to speak to the sales manager immediately (when I'm a serious buyer). I will demand the salesperson that greets me gets the sale but I demand to speak with the manager up front. This has saved me money and time. And if they won't, I walk (and I hold on to my keys until that point as well).

[@radioguyone]

We've been lucky..with a great dealership and sales person. We have bought several cars from the same sales person over the years, and at our last purchase (earlier this year) our sales person was now the sales manager and made the transition even smoother.

[@robertfrowenfeld5866]

Love your videos. They're brief and right on target. You're always there to reinforce my disdain for car dealers (and bankers and realtors). Brings back memories of my 1979 Trans Am. We had already agreed on the price -- it was all gravy for them since they had zero invested in the car -- it still had to be built. So the salesperson wants $1,500 as a deposit to hold the car. So I said no f------g way. He keeps going down until he gets to $500 and I still tell him to stuff it. He brings in the manger and I get the "what's the problem" routine, and I tell him if this car is SUCH a good deal they shouldn't need any deposit. So he keeps going down until he says "how about $200 for the deposit", and I put on a grin a mile wide and say "sure". Long story short -- when the car finally comes in, they now try to talk me out of the deal since it's in such short supply (plus there had been a factory price increase, but I was covered). Funny thing, back then (maybe now too) the sticker on car shows the price on the day it was built, and NOT the price in effect on the day it was ordered by the dealer. I think that might be why MSRP can sometimes be meaningless. Anyhow, the dealer offered me $500 to walk away from the deal. Much to their dismay (and my joy) I got one more chance to tell them "no way" and took the car home,

[@JohnnyDouchbag-nr5yf]

10th anniversary?

[@JesusPortillo-v6o]

So what is the salesman's motivation (commission) if he is nothing but a go between? Great video! clears up the sales staff roles more clearly, you should have made this information available a long time ago!

[@grgygantz6760]

There are quite a few dealers in the Orlando market, and now they don’t even pay the sales from the commission. Where is the incentive to sell.

[@scottmueller550]

A long time ago, in a galaxy far far away, a friend of mine was shopping for a Buick Regal. The first time that the salesperson said, "Let me talk to my manager ", he stopped him and said, "Why am I dealing with you if you can't make the deal , bring the man to me "! Needless to say, this threw them off balance, and he got a great deal. He also became a repeat customer.

[@mrcte]

Yeah that wouldn’t work today lol. You have to ask nicely.

[@tiramisu3577]

@@mrcteThat is the problem with the world today you have to be nice . What is wrong with being upfront and getting the job done. Having to deal with this long drawn nonsense wasting everyone’s time

[@mrcte]

@@tiramisu3577 because you don’t just walk into Walmart and get the store manager to ring you up, people have jobs and careers and what the hell is wrong with common courtesy? You can be straight up with the salesperson , can’t you? But don’t just walk into somewhere and act like you’re special, because you’re not. These people work for commission and they have bosses just like you. Do you want someone going to your job and bypassing you to talk to your boss because you don’t have any actual authority? Didn’t think so. This isn’t about “hurting peoples feelings” it’s about doing things they way they are meant to be done and not being self-entitled.

[@mrcte]

@@tiramisu3577 and I disagree, I think the problem with the world is everyone wants instant gratification and satisfaction and exactly what they want when they want it. Most people are spoiled , entitled and jerks because they don’t know any better and don’t have any respect for anyone if it doesn’t directly benefit them. Smdh. Didn’t think I’d have to explain that to an adult but looks like I must . 🤷‍♂️

[@ThomasBeam-x2n]

Damn good response

[@dmpi483]

Also there's a bunch of good cop bad cop being played out here. The salesman is the good cop working for you against the bad cop, the big bad sales manager. It sets up a dynamic that the dealership can pretend to help you while they're only helping themselves.

[@markw208]

Interesting information. Everyone had a frustrating experience with car salesmen and managers. I was considering a particular car at a dealership that quoted an “internet price”, no haggling. I went to the dealership, drove the car, allowed them to look at my Honda (paid off and still under warranty). They low balled the trade in value for my low mileage, virtually perfect Honda. When we discussed the price quoted online, the salesman started with the tricks; I have to talk my manager, someone else is about to buy the car, etc. Please treat me honestly. When I purchased the Honda, they quoted a price, knocking almost $1000 off sticker. Done deal. Financed through Honda. Completely different experience

[@kennethsouthard6042]

I was at one dealership where the sales manager actually sat in an elevated circular glass tower where the floor of it was about 3 feet off the ground and the tower was about 6 feet wide. The sales people would not enter the tower, but would line up and present their deals to him and have to crane their necks to look up while he would grab their 4 square sheet, mark it up in red and send them back out to the customer. He never spent more than a minute (usually much less) with any of them.

[@evanwindom]

The last time I bought (2021) I didn't negotiate on the dealer's lot. The only reason I went to the dealership was to see/drive the vehicle. Then I went home, spec'd the vehicle on the brand's website, and emailed the specs to a dozen or so dealers. I let them know that I was putting the question out to a bunch of dealers and I was only interested in competitive offers. Some ignored my email, some came back with bad offers, but two or three had serious offers. The difference in price between the best and worst offers was $16,000 on a $58,000 truck. I'll never deal face-to-face again. Want to drive the salesman crazy? Ask him directly if their dealership is a liner/closer store. They kinda hate that. You can see it in their faces that you're not going to be a pushover.

[@josephgilliard2129]

I read through your “cheat” documents and appreciate what you’ve developed for use without cost. Thank you! One subject I didn’t see relates to negotiation tactics when purchasing a vehicle with cash, no loan. What are some strategies cash buyers can use to help them get the best deal possible?

[@willsonmcburney8873]

They've got a boatload of good vids on the topic.

[@Tunns]

Never tell the dealership you are paying in cash. When the question gets asked, and it will multiple times, just say you haven't decided yet. Work the out the door price until they either try to switch cars on you or kick you out. Then leave slow enough that either the salesperson or manager catches back up with you again - that's usually their bottom dollar they can sell the car for. Then once you go back to talk to the finance manager be ready to tell them you are buying the car outright with cash.

[@mojozepeda]

I work at a car dealership and we had a salesman last month that sold 49 cars last month. He wouldn’t have sold that many cars if he wasted time going back and forth to the manager for hours with customers. If the customer has a reasonable offer/price he gets the offer accepting right away by the manager and moves on.

[@scottr2706]

Wow 49 in a month. Considering 20-22 work days that is more than 2 a day. Even on those days when there are not that many buyers in the showroom. Sure he did?

[@jamesthigpen9330]

@@scottr2706 Called a "book of business" maybe you should look it up. Walk ins are called "ups" and account for less than 16% of all closes. 49 a month is good, Ive seen better. Not a crazy number at all.

[@greggc8088]

It's not the salesperson that is difficult, but the finance manager. I've worked as a shop Foreman at Toyota, Mitsubishi, and Kia. One finance manager at Toyota and two at Mitsubishi were busted for being on the take and comitting illegal practices. All but one served time because of it and one paid restitution and the dealership fired them and dropped the charges. Shame of it is, even if you're paying cash the ice holes still sit you down with the finance guy so he can make a cut.

[@SniperLogic]

I let them go through with financing the vehicle. A couple months later I send a check for the balance & the show is over.

[@conniechuha3113]

Thank you so much for all of the info you provide. You've given me so much confidence. I think about my previous deals and my stomach turns. But this makes me so confident and empowered. I even made a deal on some work on my home that was going to cost 35k and I negotiated and got 12k off that price. ❤

[@Barbarapape]

There are not that many things that i dread doing in life, but negotiating to buy a new or used car is one of them. I have a very low tollerance level for been pushed around by the games that the sales person and manager play i either talk with the decision maker or walk out and find a better dealer, and i have walked out many times. Sometimes they run after you, but not very often.

[@igorkoske8376]

Salesman’s job is to get commitment to buy a car from the customer and real negotiation is done by the manager while salesman’s job at that time is to try on bumping the customer up on the price offered by the manager or get it as close as possible to the offer that the manager countered. 90% of all dealerships have what’s called a T/O policy T/O stands for Turn Over to a manager. Ray is 100% on point with his explanation of the process that goes on at most dealerships. Ray explained the process in detail and exactly as it happens during the purchase in including the comments that most managers would say to their salespeople once they come to the “sales desk/sales tower”

[@CarEdge]

Igor, are you suggesting that I actually share the things that go on in most dealerships? The nerve of you to confirm that I know what the hell I am talking about. Thanks as always for being a big part of what we do at CarEdge. Ray

[@igorkoske8376]

@@CarEdge you called as it’s actually happens at all the dealers and held back especially when sales people come to the sales tower and get called “weak or worse get yelled at by a manager who will use profanity and make the salesman feel like they are useless and can’t do nothing right” 😂 I always admired you because you my friend call it like it is and honest and don’t hold back when you talk about dealers and their behavior and treatment of people. Keep up with great work that you do and continue on teaching folks about car buying and letting them know on what’s goes on behind the scenes at the dealerships! 👍👍👍 Once me and you will have that interview on one of the livestreams we can exchange stories about dealership life and give people more on what’s really going on when the customer is not looking.

[@hctim96]

who the hell stays at a job to be verbally abused by ANYONE.. @@igorkoske8376

[@ducktails1695]

I deal with a small family owned dealership and I just talk to the person who owns the dealership and can make a deal directly, sometimes with-in 30 minutes, in and out and they aren't trying to push you, they don't reinstall $4,000 worth of crap you don't want and then try to sell it to you, etc. It's just straight up buy a car and organize financing (I come in with my own loan from my credit union). They will ask about things like tire/wheel warranties, GAP, etc but thats all they ask just to ask if you want it or not. These small dealerships with less than 40-50 cars on the lot are the ones that will do everything they can to take care of you because every single customer is very important to them. They wanna make a deal and they don't wanna make you feel like you got screwed over in the process because they want you to come back and also to recommend them to other people they know. A larger dealership has tons of customers and can spend millions on advertising to get people into their showrooms where as the small dealerships cannot afford to do this so they need to take care of you.

[@WARnTEA]

Sounds like the best way to buy a car. I do wonder if most of these small dealerships will be selling used cars though. If you can find a small new car dealership that would be the best. I imagine those dealerships would probably be willing to order a specific model of car for you and sell it to you at MSRP, while even if a big dealership agrees to order your car and selling at MSRP, they will most likely sell that car to another customer before they tell you it has arrived.

[@MattPritchardOfficial]

Totally agree. I'm convinced that the first dealerships in a given area that decide to stop adding adding markups and playing games will quickly see a boost in not just sales from people not going to their competitors, but repeat customers in the future.

[@ducktails1695]

@@WARnTEA All dealerships rely on selling used cars as it's their biggest money maker as far as selling a vehicle. Dealerships don't make very much money selling a brand new car because the price is kinda set by the manufacturer in a way (except markups) which is why they try to scam you into all these BS add-ons and services you don't need.

[@ducktails1695]

@@MattPritchardOfficial I don't understand how dealerships that are pushy and scam people into things they don't need are still in business and people keep going back to them. Maybe they convinced themselves they got a good deal, or they don't know what a good deal really is in the end. I guess when they're owned by these multi-million dealership companies they can afford to lose a few customers. This is why I like small family owned dealerships in a smaller town. They need every customer they can get and will do anything to retain them.

[@ducktails1695]

All of this actually keeps me from buying/leasing a new vehicle. I have a vehicle I really would like to try and possibly lease (not buy) but I don't wanna go through the BS of getting one now that I don't live near the dealership in upstate NY I would get vehicles from. Now I live in Orlando and it's just these large dealerships so it's a completely different buying experience and so assbackwards IMO. I'd rather travel 1800 miles back to NY lease the vehicle if I can and drive it back to Orlando just so I don't have to deal with it.

[@tsbrownie]

The "I have to talk to the sales manager" is called "Second bite a the apple" in negotiation. The counter to that is some variation of, "I am the decision maker on my side, I need to talk to my equal, the decision maker on your side."

[@joegrahe3958]

I sold cars for a year at a major South Florida BMW dealership to gain some one-on-one sales experience. What I learned and what soured me on the business was that everything was geared for the dealership to make as much as possible on the sale and for the salesperson to get squeezed. Every single vehicle was "packed" with expensive dealer add ons and the dealership kept the vast majority of the profit on those items and was paid that profit whether or not the customer actually paid for it in the deal itself. It simply became a charge levied against the car which was deducted from the "gross profit" before the salesperson's commission was calculated. The final kicker was the look of death you got when you brought the F&I guy a cash deal. BUT- I definitely learned how to actually buy a car.

[@grgygantz6760]

Would that be Braum BMW? Are used to do business up here in Orlando with fields, but quite frankly, they have some of the rudest service writers I ever met. They have this one blonde back in the day when I owned my 528E , just plane nasty.

[@TrendyTryhard]

Did you go into a different sales position?

[@machintelligence]

Maybe I have just been lucky, but I have only had one marginally bad experience shopping for new cars. ( I bought all of my used vehicles from private parties.) We were looking at new Jeeps and there was a special financing deal on at the time so we negotiated an out the door price and came back the next day to close the deal. I had already calculated the monthly payment on my trusty financial calculator and was surprised to find that it was significantly higher. Careful examination of the paperwork turned up an extended warranty that we didn't want. Recalculate and print out new loan agreement which still had an excessive payment. It turns out there was also a "protection package" that needed to be removed. Rinse and repeat. It was still off by a few dollars per month due to a document fee, which we decided to let them keep.

[@jazzman9469]

The most abusive industry is car sales. My uncle was like Ray, sold cars for almost 45 years (manager/owner) and I can say, I heard some screaming and verbal abuse from managers to sales team. Make you wonder why you need sales team if everything has to be approved by a manager. I long for the day when you can walk in, pick your vehicle, get a price, have it financed, in and out in less than 2 hours. Wait, that is why there is Carmax.

[@cousinjohncarstuff4568]

All the screaming is scripted for dramatic effect. "The sticker is $38,500. Invoice is $37,000. $36,000, NO! Do your job and get me $38,000, or you are fired!" The customer who buys 3 or 4 in their lifetime hears this, and is more inclined to take the deal after hearing the commotion...

[@mrcte]

Carmax is also A) Going bankrupt & B) will tell you a price over the phone to get you to the location and then up the price on you & C) Will tell you your trade is worth $X but then when you get it there they will start dropping the trade value dramatically! Just go to a local dealer and act like you have sense, and be nice to folks and you will get good deals (within reason)

[@engineeringoyster6243]

This style of selling cars is popular because it generates higher selling prices. Period.

[@engineeringoyster6243]

@@cousinjohncarstuff4568Yes. All a form of acting. But for a salesman who is trying to get to 12 cars sold in a month and he is at 10 on the last Saturday of the month, the pressure can be intense. The payoff for closing the final deal might be $1500 or more.

[@robertmurdock7530]

The two best experiences I've had were like this: #1 Honda. Knew what I wanted, made an internet inquiry. The Sls Mgr called me & gave me a quote, I accepted it, told him it was for my daughter and she would be coming up (2 hrs away) in the next couple days. We set a date, went in and it took 45 minutes start to finish. He had the paperwork all filled out and ready to go. The other was a Nissan dealer 45 minutes away. Got a firm price on the phone, went there and it was like a factory! Many customers & reps milling about. Took about an hour & a half because they were so busy. No negotiating needed, just told both F&I folks "NO" on add-ons and away we went. I suspect it won't be like that next time 😁

[@aussie8114]

I bought a new car a few months ago. I had no issues at all dealing with the salesman. It was quick and easy and I returned the next day to pick up my car. A top spec CX-5.

[@dougf9900]

When you are waiting for your salesperson to come back, they are typically also waiting for the sales manager to help work deals for other salespeople. It can be just as frustrating for the salesperson. The negotiation isn't only between the customer and the sales manager, it is also happening between the salesperson and the sales manager. The salesperson just wants to get to an agreed deal, and is sometimes fudging the truth when speaking to the sales manager to try and get the sales manager to agree to the customer's offer. Meanwhile, the sales manager is fudging the truth to the salesperson, trying to maximize the profits. So everyone is lying to everyone. The biggest liar and snake is the finance manager. This person is lying about the rate you qualified for, lying about the cost of all the extra warranties etc, and will cut the gross profit on the deal (reducing the salesperson's commission) if that's what it takes to sell you a warranty to pad their own commission.

[@hctim96]

you sound like a disgruntled sales person. get another job

[@BTC909]

You get that letter in the mail weeks later about not qualifying for the loan. We need you to come back in. This is another reason why you get your auto loan pre-approved via you bank or credit union. Then months later you find out your credit was hard inquired multiple times meaning the dealer was shopping you around trying to find you an auto lender. It only counts as one inquiry blah blah but it doesn't look good to someone else reviewing you for a loan in the future which can be used to screw you over.

[@yellowsnowman9157]

It takes about 40 seconds for as manager to work a deal

[@dougf9900]

@@yellowsnowman9157 sure, once he stops watching KZbin and finishes with the other salespeople also wanting deals worked

[@jbarrett2227]

Yes you are correct in most of your post. But it sounds like you are a salesperson correct? Coming from a sales manager point of view yes we have to strategically work both the customer and each salesperson differently because If we didn’t the salesperson generally gives all the profit away. You also forgot to mention the customer is not always truthful either. But all that aside the salesperson and sales manager are not the heroes and the finance manager is the real boogey man. Without that finance manager you aren’t selling any cars. I can see why you dislike them but that is a dealership problem not a finance manager problem. If you work at a dealership where the finance manager is able to cut front end gross profit from your deal to sell things in finance that are mostly able to be cancelled is ridiculous Find a new dealership because if that’s the level of intelligence at management level I can only imagine the other brilliant ideas they are using. So to sum it up yes everyone including the customer are “fudging” the truth during a car deal. Let’s not paint the finance manager as any worse than the others involved.

[@vicenterr7]

I think the best option is giving a call to the dealer asking for OTD price letting him/her know that you're calling 6 more dealers to find the best price and also make new offers. That means not seeing the salesperson and wasting your time and getting the best deal possible

[@iused2bfast153]

Ive done that too, all by phone you get a few dealerships working against eachother. Once you get your best price you can take it to your favorite dealer.

[@janbran6744]

Thank you for the info@@iused2bfast153

[@parrishw5133]

I just made an OTD price via email. I said in my email that I have emailed several dealers looking for the best OTD price, I don’t want any dealer add on items, just the way it comes from the factory. I said I’m interested in this vehicle but I’m also considering other vehicles. I said, I’m not some internet troll and I’m seriously shopping for a vehicle but prefer email to establish the price. I didn’t want to verbally speak with them until I received the best OTD price. Didn’t want to hear all that sales jargon. One dealer asked, can I come in to negotiate. I replied no, not going to waste my time, my gas and your time. Another dealer asked was I trading, I replied, my first order of business is OTD price. One dealer was very responsive and we negotiated the price I wanted. It took several emails over two days. I then verbally called them to discuss the deposit since it’s a new vehicle that’s in production. The vehicle hasn’t arrived yet, so I’m waiting to complete the deal and hopefully without any hiccups.

[@Srode1999]

Yeah right, 95% if the dealerships won't give you a price in the phone or by email. The 5% that will aren't giving you a good price without you coming in or they add a bunch of fees when you get there.

[@coherentpanda7115]

This used to work ,but not as well as it used to. Before the Internet, calling around would get you a deal. It used to be super easy to negotiate OTD over email back when that was a new thing, because there was zero pressure on the sales rep. Nowadays you can find out what the offers and invoice pricing are with a couple clicks of a button, so they know you are just bluffing.

[@adanrodriguez2255]

I remember when I decided to go to a dealership and look at the car I’ve been thinking of buying later in the future,to see if what this channel talks about was true and boy are they spot on. They kept hitting me with the what do you want your monthly payment to be and how much cash I plan on putting down, the guy was going around the monthly payment and when I asked what is the price overall all it added up to like 31,000$ for a BASE MODEL SENTRA, just freaking absurd, hopefully when I finally decide to buy I’ll use the tips you guys provide and be able to take control and get the out the door price exactly where I want it

[@danielbruneau2222]

In 1994 I purchased a one year old car driven by the sales manager at a Ford dealer in central Alberta. I offered to purchase the vehicle for $18,000 cash but not a dollar more. This was a reasonable offer but about $4000 less than the asking price. I said that if this was not acceptable I had an appointment in the big city I promised to come back in 2 days and negotiate the deal (if I could not find a car to buy in the big city). After a few hours of reminding him my promise to come back they sold me at the price I offered. Nobody ever comes back because with the money I had I could buy any car I wanted. From this experience I learned to make an offer, give the sales person my email and leave the dealer. Works very well for me.

[@tommak6516]

If you are faced with a situation like this just thank the salesman for his time and then leave. Refuse to discuss anything further. Then the sales manager can just stand there with his you know what in his hand.

[@richardfabacher3705]

Are you referring to holding his deflated ego or his empty wallet? I heard one manager, who was a world class a-hole, say to his salesman "He can't walk out." I did just that. I learned to walk when I was a tiny baby and learned what a door is for shortly thereafter.

[@tammysmith2050]

The test drive, is the coustmer allowed to take the car to the mechanic to get it checked out ? Had a family member bought a car a few months ago. I discovered you guys a few dsys ago. Oh i wish this family member had seen before that purchase! Dealing with a big car dealer thst brags on the radio about selling new & used ,service all makes models & yrs. It was discovered a few weeks after the purchase car had been sold to thrn with Major engine issues! Its been 4 long months, they said they'd help pay to get it fixed but needed estimate from mechanic where car us sitting. But still nothing! Something needs done ASAP. Any advice, or have you done any on buying guide how not to get in a spot like this or what to if you get taken. Advice please.

[@zerohedge4087]

I ripped people off for 45 yrs. Now I’m a saint

[@blackheartsmarine0351]

lol exactly

[@RacerX1971]

😂😂😂😂😂hey at least he's really helping now.

[@counterbalancelife4305]

@@RacerX1971 The buck to be made is 180 degrees the other way now that he retired. He's still all about the buck. It's still about getting you to buy a car.

[@richf.7845]

Unless he was selling cars for more than MSRP, how was he “ripping people off?”

[@daddygc5814]

Funny

[@engineeringoyster6243]

All the back and forth with the Sales Manager has an advantage for the customer: It consumes time. And getting the dealership to invest oodles of time into the deal. If they have invested 8 or 12 hours of their busy, end of month Saturday, they are more motivated to agree to a lower price.

[@mojozepeda]

Lol you would actually spend 8 or 12 hours at a dealer negotiating?

[@engineeringoyster6243]

@@mojozepeda I have. Do the math. It works out to a pretty good hourly wage.

[@dirtbeard108]

that's crazy.. I go in an hour before they close. Works every time.

[@ozeucalypt]

Thank you for these youtubes. Please do a similar series (with the relevant expert) for people who are buying their first house. Some of the questions are similar, eg what price range are you looking at, how long have you been looking, are you selling your house

[@SciTrekMan]

This guy has nothing to do with that. You’re asking the wrong forum. No one from “KZbin”is going to see this and act on it.

[@cbrue1896]

There's a classic scene in the 1996 movie "Fargo" where William H. Macy plays Jerry Lundegaard, an Oldsmobile salesman at his father-in-law's dealership. In the scene in the movie he is working a deal with a customer on a new Olds and says that he has to talk to his manager. He goes into the manager's office and starts talking about sports scores. He comes back out a few minutes later and gives the customer what they want saying, "You won't believe this but my manager said that we can do that". I always imagined that the conversation between a sales manager and a salesperson would go just like that. Personally, I always saw that sales tactic as a rouge to get the customer to feel that they are actually getting what they want and that the customer has the power in the deal when it's really just smoke and mirrors.

[@canyonoverland5003]

lol While reading the comments, I was pretty sure *someone* was going to reference this movie scene

[@Macygal]

Great movie!

[@Mr.BlackSanta]

The customer messed up- he got angry and that’s the worst thing you can do. In the end, Jerry ripped off the customer and ultimately won.

[@Srode1999]

The customer did not want to pay for the Trucoat. The Custer did pay for the Trucoat. The customer did not get what they want.

[@boblangill6209]

The kicker to the whole thing: Jerry Lundegaard IS the sales manager.

[@silverman5707]

For the last car that I bought and still own, I found 3 vehicles that meant my criteria within an hour of my home, through the internet. I put in offers, contingent on my inspection. Within 3 days two of the 3 were sold and I bought the 3rd. Huge time and frustration saved knowing the deal is mostly done when you get there.

[@goldeneaglejk2678]

I went with my wife to a Big used car sales event, the kind with free food prizes etc. We went to look at a certain car that was advertised. After over and hour and half of back and forth the closer comes out, none other than THE SLASHER himself, Michael Bennett. 15 minutes later we were driving off in our new used car.

[@ya472]

For one year I was a salesperson at a GM Dealership. Many years later, my mom wanted a new car, so we visited two different Toyota Dealers for a 2012 Matrix. At the first dealer, we decided the model, but we're not enthused with the attitude. At the second Dealer, we got a new young salesperson, who wanted to follow the Toyota Sales Presentation rules. Long story short, we set the deal, no test drive and made the salesperson cry, because he couldn't do what the sales Manager EXPECTED. Mom left with her new car, with the trade-in deal WE proposed. LOL.

[@remiguertin6474]

Things are getting different in Canada. I bought a 2021 Mazda CX5 dealing with one lady that had the authority to make the price. 2 % discount, no extra such as extra warranty etc. Deal completed in 60 minutes. In July I bought my Acura RDX dealing with one person; he did the trade in evaluation, no admin fee , gave me the extra protection package. 1K rebate from Acura and 1K military rebate. They have a lot of stock and sales numbers are down. Total time: 45 minutes!

[@ruralrebeltory7474]

First, this station gives great information on buying cars and or trucks. Second, wow, many people trade in their vehicles more often than we do. Admittedly, we love out in the country, and therefore drive a ton of highway miles to go anywhere, but we are still both surprised how often people trade in their vehicles. Since we got married in 2006 I still drive the pickup I bought new in ‘00, it now has almost 310,000 on it, my wife’s minivan we bought in 2010 is still doing great!! We both plan on driving them till they wear out. Granted, neither of them have any of the latest gadgets on them, but they drive well and the ac/heaters both still work extremely well. Get a few miles on a new vehicle and their value goes down ultra fast. Thinking we will buy one owner used next time instead of new.

[@Tunns]

I've seen people trade out of vehicles before the first month of ownership was over! Absolute bonkers.

[@scudball1840]

After suffering through hours and hours a few times, a few years ago I started telling salesmen I don't play the back and forth routine, and if he's gone more than 10 minutes, I walk. Fortunately, now we have some dealers advertising "No Bull", where the price on the car IS the price. The only thing to haggle over is how much they'll give for the trade-in. Wonderful! The last 2 cars I bought I was in and out in an hour, drinking coffee while they prepped it and filled it up.

[@toddrunyon]

Studies have shown that buyes actually pay more with "No Haggle" dealers.

[@domini384]

You realize you got screwed on that right? No hassle doesnt mean its a good thing

[@scudball1840]

If it's a few bucks, who cares? Better than spending 8 hours of my time playing stupid games. I check prices first. If there's a big difference, I'm not buying.

[@timcarlos]

I decided that I was going to go to five dealerships in one day then make a decision abt which dealership I would buy from. I told each place what I was going to do, that I knew which vehicle and which options I wanted, that they had only one opportunity to close the deal, that if I was approached by anyone other than the salesman that I would not speak a word and leave. Each salesman told me that they understood except one. That one dealership told me two things that caused me to walk out; "That isn't the way that this works," and "We are a Christian business." I left. I did buy a vehicle that same day from the last place that I went.

[@chadhudson4500]

Have y'all ever discussed the option of leasing a vehicle? Is it better to buy or lease? If it's lease, then how do you negotiate a lease? Your videos are great! Thanks for all the info!

[@daniell.hirsch4091]

Love this channel. Thanks so much for the tips. I feel like it takes so much patience and willingness to push dealers back to get a good deal. Their name says it: dealers. They've been doing this for much longer than you.

[@Cocora22]

I try to get a few over the phone OTD prices. That gives me a fair idea what they all are asking for. Then I make an appointment to go test drive the car. Once I'm done with that I go home. I research interest rates and other dealers that might still have what I want. So far I have NOT found what I want at the price I'm willing to pay, so I keep moving on. Thankfully I don't need a car urgently, so I'll keep waiting.

[@mikesackmary]

I once worked for a company that got the employee pricing from Ford. At the time it was a flat $10,000 off of any Ford vehicle. My two local Ford dealers both lied and said they "never heard of employee pricing". I bought another brand of vehicle and I will NEVER recommend Ford.

[@MaxLlave]

Your content is amazing! I have always wondered what happened when the sales person went to their manager during the negotiation phase. I will be in the market this time next year to buy a car, and your content will serve me well. Thanks again 🙌🏽

[@bb_lz9790]

I've gotten tired of the good cop/bad cop nonsense and have walked into the manager's office and basically told them it's time to get serious and finish up the deal. It didn't take much longer to arrive at something I was comfortable with. Then, they handed us off to some closer, who admitted that he was hung over and we caught him trying to add all sorts of crap to the deal that we didn't agree to or want. We went through the purchase agreement with a fine-tooth comb and found the additions (like oil changes on an EV). They ultimately deleted them and tried to claim that they didn't know how those got in there. On the way out, I warned the next couple in the waiting area to be very, very careful with the numbers based on our experience. Hopefully they didn't get taken. It's been nearly 10 years since we bought a car and I'm a bit worried how it will go...

[@robertk1049]

With newer push button keyless ignitions you can usually start the car as long as the key is inside the vehicle and then once it's running take the key out of the car and it'll keep running. Just start the car for them and keep the key on you while they go for their test drive and you'll never have to worry about the dealer "losing" your keys again. Although, they might just lose your whole car then, I suppose.

[@tomas2810]

Last time I gave the sales guy ten minutes to come back or I walk. And I did. Only reason I went in was the supposedly manager approved deal.

[@contessa.adella]

Been there! I was buying a new Peugeot 406 estate from a Southgate franchise back in 2004. Sales guy say he needs to consult the manager….comes back ten minutes later reeking of smoke. Total BS. Get this…they wanted to install the CD player disc changer unit right in the middle of the load space and couldn’t understand me saying no!

[@tomgeorge6865]

I suspect they have a secret microphone at the desk and listen to your conversations while the salesman and manager are having coffee and snickering how they are going to screw you.

[@scottr2706]

The is actually good for the astute car buyer. That buyer uses that microphone to play the dealership to get the deal they want.

[@NWI_Steel]

They've been known to leave the phone off the hook connected to the sales managers line so they can hear you talking

[@psychochicken9535]

I noticed that when I'd try to have a confidential conversation at the little booth they stick you in, it was like they were hearing everything I said. One day I was looking at a car, and I refused to go inside the building while examining the car. I had a lot easier time negotiating cuz they weren't able to hear somehow what I was saying.

[@LosLindsay]

Lol it ain't that serious. Most of the managers are too busy with other deals or looking at where they are going to go on vacation too listen in on people being indecisive.

[@donshetterly]

And I’ve used that to my advantage. They were listening

[@KBrown517]

In the 1950's-1980, my dad was a new car salesman-- first Buick, then Olds Chrysler and finally Lincoln/Mercury. In those days, he had relatively more authority in the dealership to make the deal AND appraise the trade in. His sales commission was generally larger.

[@coherentpanda7115]

Nowadays the sales people are really young, and likely very underpaid. A couple I have dealt with you could tell were very inexperienced and were clearly there to just put you in a queue, and wasted no time going to the sales manager instead of trying to play ball. I bet the sales managers lost their shit a number of times on the salesman they have these days.

[@SoMoMule]

Bought a new car last year. Have experience in the car biz. They wanted MSRP, which is not uncommon now days ( If you find it). First try, paint sealant, tire package. I said I'll give you MSRP, but I want fair trade value, (KBB,Autotrader, etc). He went in to see the manager, who came out and said that's fair, need to move some cars. Took off all the extras, and waived the "dealer fee" said give us a 5 star review and we have a deal. You are in the drivers seat, be ready to walk, and let them know.

[@jtc1947]

Had a wreck. Not my fault. Went to a place to see about buying a car. The sales man wanted me to sign on the dotted line THAT NIGHT. The harder He pushed, the more stubborn I got. He either went to sales manager or a high pressure guy. I walked out without buying a car.

[@tomhawk8240]

My salesman went and sat in an empty room and talked to no one. He came back and said they have no room! They lost a $77,000 deal. I left. And they let me leave! I ended up putting $4400.00 into my 2014 GMC TRUCK! Now it’s like brand new. Had the gave me $1500.00 more for my trade and made a $77,000.00 sale!! Dummies!!! My truck has only 46,000 miles on it!! Like new condition!! Dealer lost!!

[@briandocherty-io6ds]

I have been selling vehicles for 43 years and make no mistake if you need to rely on a manager to close your deals you won't be around long.

[@ohnomrbill7984]

I remember buying a Honda about 30 years ago. Back in the day, the salesman put a piece of paper in front of me and we would go back and forth with the buy and sell numbers. Finally he had to go to the sales manager. I think I ruined his plan for the night by having a newspaper with me and pulling it out while they did the negotiation dance. I had been out of town all week, and believe I went through the entire paper catching up on the news. They finally agreed to a $ very close to my number, and lower than I would settled for. I had been traveling that day in an hour behind time zone and didn't change my watch. I kept the sales people there 2, maybe 3, hours past closing. I lost track of time, and they didn't kick me out. I always wondered if they were just exhausted and finally came down on the price. I picked up the car the following day, and I met the sales manager. He told me to come see him if I ever wanted to sell cars. 🤣🤣👍😎✌

[@fw1421]

I worked in auto sales in the 80’s. Worst job I’ve ever had. Long hours and lousy money for the amount of time I put in. Saturn had a better way of auto sales. No haggle pricing. Reasonable price and the cars were relatively cheap. You pay the price on the label. Only variable was financing which was up to credit score.

[@coreybenoit3210]

My last car buying experience was a year ago for my 23' Mustang and it was the best experience ever. No pressure, they waived all kinds of fees and i was out of there in an hour.

[@stephenmontague4089]

In UK many years ago I was in a glass sales room at a main dealer. The sales man said he would go and ask his manager about the price. He left the room and walked across the showroom to another glass office to talk to the manager. I noticed on the side of his desk a speaker box with a metal grill across the front. I suspected it was a microphone so run my finger nail across the grill and immediately the two men in the other office some twenty-five feet away look up and at me confirming the room was wired for sound. I went somewhere else to buy. A second hand car sales trick is to empty all the fluids out of the engine. If it has no oil, break fluid, water, etc you can not see if it has any leaks. Don't tell them in advance which car you are interested in because then can run the engine to get it warm so it starts easier when you try it.

[@Bobrogers99]

When I bought my Toyota ten years ago, I bypassed the salesmen on the floor and went to the older guy who had a bigger desk in front of the window overlooking the lot. In half an hour I had everything worked out except the price, and for that he handed me to the "negotiator", who proved to be so obnoxious and pushy that I walked out. When I got home I called my salesman and apologized, and he asked me what kind of a deal I expected. I'd done my homework and told him. Half an hour later he called back and said, "Your car will be ready on Friday."

[@1463sirmatt]

I worked in the car business for years and found that experiences will differ from one dealership to another and across brands. Most people don’t like to negotiate and some dealerships are moving away from the approach you describe. The salesperson - finance manager song and dance is still prevalent in some places but not all. People buy from people they like and trust, not the place that’s cheapest in price. Regardless of the approach they take at the dealership, if you don’t like your interactions then you likely don’t want to buy from that place.

[@rogergeyer9851]

One thing I like to do is just say, "Look, if I need to deal with a "sales manager", then go GET the sales manager. But don't pretend to go talk to someone to try to throw me off. Because if you want to play such games, I want to leave." The customer is always in control as long as they're willing to WALK AWAY if they don't get the deal they want. I'm always polite, but I do NOT put up with a bunch of BS and delays, and I let them know that up front.

[@walterbrown8694]

He goes to the sales manager, High Fives with him , then tells the manager he's "Got the fish set on the hook". They both have a coffee (or perhaps another form of refreshment) then the salesman returns to regale the customer with his latest version of his herculean efforts to negotiate a better price for the customer.

[@camgere]

Salespeople get to persuade the decision maker. They get upset if you say, "I have to call my wife and OK this." They may even say "I need all the decision makers here, or you are just wasting my time." You don't get to persuade the decision maker. All the brilliant arguments you gave the salesperson will never be heard. "I'm going to go look at that cool Honda right away, if I can't get a deal done here." You are at a significant disadvantage in bargaining. The salesperson probably doesn't know the invoice price of the car, the holdback (floor planning), manufacturer to dealer rebates, manufacture to customer rebates, and the monthly, quarterly and yearly rebates from the manufacturer. Since this may depend on volume targets, it may not even be knowable. I had a salesperson ignore the $1,500 manufacturer to customer rebate on the car I was buying until I insisted on it. I got a nocte from the manufacturer, on another sale, that my rebate had been assigned to the dealer. One of those myriad pieces of paper I signed. Sales managers don't like it when salespeople know the lowest price the car can be sold at. The want them to be laser focused on the highest price they can get.

[@randominternet5586]

I leased a tesla model Y recently. We had none of this. My wife did the deal on the app. I'm not sure they'd have even let us talk to the "Sales manager". I was the other owner, but she just went in and picked the car up. I think someone talked to her for 5 minutes to answer questions about just getting the car setup.

[@jeffsilverman6104]

The dealerships make it nearly impossible to not get ripped off. I've told more than one salesman AND managers "You have obviously forgotten the first lesson you probably learned - never EVER let the customer drive out in the same car they drove in." People leave because they can't take the runaround, that can sometimes last for a few hours for starters. And ALL of the pressure is on the sales person because of the demands of the dealership. It's all a transparent crock of high pressure sales.

[@KyDanD]

I hear ya and agree but there are exceptions. Example several years ago I went to a new car dealer to look for a Hyundai Accent. They had one that was the stripped down model. Manual locks, manual roll up windows, no radio. It did have AC and automatic tranny and power steering and brakes. They were asking $14 K. I opened the hood to take a peek and noticed the engine was dusty. It had been sitting on their back gravel lot for months. I offered the salesman $12 K out the door cash including all taxes and fees. He had to go talk to the manager. We wasn't gone long and he came back and said yes. I still have the car a little 2 door hatchback. I love it. 85000 miles and still runs great. Oh the car was pre wired for a radio with all speakers and antenna already in the car. I bought a little kenwood with harness adapter and plugged it right in.

[@Kevin-dp1vy]

As a salesman of very expensive machinery I occasionally used the call the manager trick, except I called the managing director, who had been briefed beforehand. I would tell the customer that was positively the best deal that I could do for him and when the customer said he was sure there was more discount left I would say the only person who could give more discount is the owner of the company. I would call him, apologise for disturbing him, and explain the deal. The MD would then ask to speak to the customer and then tell him that he had no idea where I had got the price from as it was below what he, as the owner of the company, would accept, so the new price would be around 8.7% higher, take it or leave it. The customer would protest that he had a copy of my quotation on his desk and the MD had to honour it. After a few minutes of arguing the MD would reluctantly accept the order and the customer was happy. I was even happier with the extra 10% i had achieved for the company and my commission! Happy days.

[@triyo1089]

How does it go if you’re an employee at a dealership and go to buy a car? I just got a side job part time at a dealership and wanna know if its any different for employees (first day next week)

[@weighit]

Great insite to the workings of the normal dealership. I just went to a Tesla store, took a test drive, sat with the sales lady, ordered my car and out all in under 1 hour, including the 1/2 hour test drive. Love that lack of dealership mumojumbo....

[@scottr2706]

So you paid the asking price, which you can do at any dealership. But did you buy before or after Muck lowered his asking prices?

[@weighit]

Lower, waited till the car I wanted dropped below the $80,000 figure so I can get that $7,500 tax deduction. Knew what i wanted and and what i would pay. Quick and easy.

[@ronkemperful]

Ahh! In 1985, for my first new car buying experience, I test drove a Corolla at a so called Christian Toyota dealership that was advertised for list sticker price, a novelty at a time of big markups. As I was sitting at the salesman’s desk, he said, “I need to talk to my manager.” I had pretty good hearing, and I overheard his conversation from downstairs with his boss who said, “Tell him that the car he test drove has been sold and that he will have to special order one for 2000 $ more” …. A lot in 85. So when the salesman returned, without letting him speak, I said, “I’m getting second thoughts about spending money at this time.” And I went home and wrote a flaming letter to that dealership telling them what I thought of their sales tactics. Why in this country are car dealerships allowed free rein to practice bait and switch tactics? This would not be tolerated at a grocery store, online retailers, or even in a medical facility… you don’t pay for a hernia surgery but get charged instead for a heart bypass… why has stealer-ships have legalized fraud?

[@JeffandLeslie]

The whole process of negotiation to buy something that is essentially a commodity is Bovine Excrement. A Green Family Truxter Deluxe is the same Green Family Truxter Deluxe regardless of which dealership sells it to me. It is not like the Green Family Truxter Deluxe on this dealer's lot is the only one in existence and if I don't buy it from them I may never see another. Let the buyer walk in, get quoted THE price and then the customer can decide if they are OK or want to shop around to see if another dealer is either offering a better price or has some other benefit (closer to home, better service department reputation, etc.). But don't play the stupid little haggling games. Tell me the stinking price up front and I will decide. As for who has the authority, I, as the buyer have ALL the authority. I'm the guy with the money and the dealership doesn't make a penny until I give them some part of my money. I get to decide how much of my money gets spent and where. This idea of "leverage" and "negotiation" power is absolute BS. I'm the buyer. Since I am handing over money to them, they work for me I do not work for them. Really quite simple when you look at the basic elements. 1)Money - me, 2) decision what and where to buy - me 3) who is paying who - I am paying them therefore they are really my employees and I have 100% authority who to hire and who to fire.

[@3IDACO203]

Good job Ray 👏🏼 Here you are spending 30+ years as a car salesman/manager and you turn your KZbin channel into a customer advocate channel (which when you were active in the business you know damn well you talked smack at your salespeople for being). 🤪🤔 I’ll say it again, as I’ve said before, why don’t you have a sales training channel?! 🤨

[@BertShackleford]

6:01 mark. _"In making a speech one must study three points: first, the means of producing persuasion; second, the language; third the proper arrangement of the various parts of the speech."_ *~Aristotle* This works both ways. Sales is a two-way street. Stay classy my friends.

[@kathryncashner3294]

We had identified a used car that we wanted to purchase for my daughter to take to college. I advised her in advance that if I got up and started to walk out, she was to get up and follow, and not to say a word....that likely she would be getting the car. It took a a couple weeks to complete the "negotiations" as I refused to allow them to add extra charges after they had agreed on a price, but we got it done.

[@lebojay]

Here’s a novel idea: put a sticker on the car that reflects the actual purchase price, and then charge that same amount to everyone.