Don't Fall for These Dealer Tactics! How to Respond to Common Dealer Tricks (Former Dealer Explains)

[@dougdrummonds7406]

I had a dealer keep my keys to my potential trade-in to keep me at the table. He made up excuse after excuse for why he couldn’t give me my keys back until I threatened to call the police. There are some extremely unsavory dealerships out there, thank you for shining a light on what a good dealership should look like!

[@GTLee9]

I had that happen once too.

[@vee_grave]

That’s so nuts.

[@poppptartt]

I would love to see a mock negotiation/financing role play! Tips are nice but I want to see what will really go down in there when I go to buy my car.

[@senorpa5070]

Definitely one of the most useful shows you guys have done. Ray brought the towering, powerful salesman down to the vulnerable level of not having the last word or final say in the transaction. The salesman can’t stop you from saying no or from leaving. And, by the way, lying and scheming for money are signs of an immoral character and of weakness.

[@barryfowles-zl5ib]

So Trump is a car salesman?

[@Saskabreeze]

I can't fathom how in 2020, that car sales are still as manipulative as they are. Can't think of another industry where it's just this consistently overt all the time. It reminds me why I but only every 10-12 years. Ray and Zach, I love your videos. Keep doing your thing.

[@randyharbaugh7819]

health care is worse, at least when you buy a car you have a detailed list of what you paid for when you get the keys, with healthcare you have no idea your costs for services and supplies and may get bills months after the fact

[@The_Temple]

Because it still works

[@keatonmoore7413]

I love the bond and the transparency between you too. I’m looking to buy a car soon and I watch a lot of your videos. Great content, thank you

[@AL-pu7ux]

i really wish there was a reality show based on car dealerships - it would easily be the most entertaining thing on cable.

[@mcskifer]

there was a show called KING OF CARS - - try to find it - it was pretty entertaining...but didn't give any 'tips' for consumers, but it was reality based TV...

[@fabianbyer6146]

Well said Ray. People need to know that you truly care. If you project that, they can feel it. And at the end of the day the customer ends up closing themself on the deal...not the sales person.

[@duncanblanchard334]

I think the role playing would be very interesting for a lot of people, there would be loads of scenarios to play out. Enjoyed this one lads 👍👍.

[@mikebarbetta766]

Ray, you are absolutely correct that "people skills" are the most important. Many people in "Sales" (not just the Automotive Industry) just don't have this mastered.

[@stevebook8395]

Love u guys. Found u yesterday, and have probably watched 30 vids during every waking moment. I’m 64, in ne Ohio. Found your comments on pa dealers spot on. Our dealers here, eastern Ohio, western pa, act as if yore putting them out by approaching them for a car. Just want to say how much I appreciate the you’re imparting so much knowledge. Have been screwed by many dealers in my years..wish I knew them what I know now. You’re doing a Great service to the consumer, and I hope that u continue. Love the banter, dad-son relationship, and most of all...Honesty. God bless..and yes. U do need smaller mics, so I can get a better view. Lol.

[@2cardarsenal310]

You guys NAILED IT! People skills are the most important aspect of dealing with others in a Professional and Fair manner in life!

[@JWebb-jp2vh]

Great vid....that relationship you have with your Dad though....THERE is your Million Dollar Gift! I admire it and am envious at the same time. Keep doing what ya'll do!

[@BigBoss-sh2jx]

The sound is perfect. Please keep the volume at this level! I can hear everything clearly

[@ltnerb]

Great video, we are gearing up for a purchase at the end of the year and I have found the information y’all are providing to be outstanding. I have used the out the door estimator to see what our projected payments could be. Keep up the good work.

[@markr.1547]

I have no short term plans or long term plans to buy another car anytime soon but still look forward to watching your videos. I’m envious in your relationship with your son and can sense the love between you. Sorry to hear of the loss of your mother/ wife. Thanks for your efforts to try and help people and I wish you continued success!

[@CarEdge]

Thank you for the kind words Mark, they mean a lot. Stay safe, Ray

[@idrivearttabletennis]

Good video. Ray, I would have loved to buy a car from you. I've got some contacts at some local dealerships that treat me the way you treated your customers and I keep going to back to them for the next purchase. That personal relationship is a win-win.

[@Ojisan642]

Unsavory customer move: Tell the sales manager right at the end, when you’re about to sign the deal, that you thought the “out the door price” included tax, and you’re going to walk unless he takes it out of his end. I did that once and the dealer offered to split the difference with me, which meant another $1000 off to close the deal.

[@mechmat12345]

Tax and all fees should already be included in the out the door price. That's the point of negotiating that way. Sounds like you were the one who got tricked.

[@whig475]

@@mechmat12345 It must not be universal. In some states you don't even have to pay the sales tax at the dealership. I have only observed that some sellers collect it there and some don't. To me the selling price does not include tax. But I don't settle for $500 "paperwork/processing fees" either. I have evaded that 3 times so far.

[@carpet-paint-landscaping]

As far as tactics to not fall for, I would suggest that I experience this more than any other. It's an verbal exchange between the salesman and floor/sales manager that should be confidential but it's spoken loud enough that the customer overhears it. It's the banter between them. It's used as a way to drop information that might not otherwise the shared. Most often it is untrue or deceptive. Like for example, the sales manager might ask if you are close on the deal because they have another customer waiting or with an appointment to test drive it. It might come out in the form of a question like, "Is that car cloth or leather". It's deceptive because the sales manager knows the answer is just being said to put ideas into customers head.

[@gastrein11]

the best and most honest information regarding sales in the auto industry and beyond, always a life learning lesson

[@offroader5]

I'm in AZ. I'm so glad I was able to find your vids and I'm learning so much. Are you guys up and running and able to negotiate deals for those of us that will likely not remember all the great info you guys have spilled?

[@jfgreco15]

Had experienced them holding the keys from the appraisal to try to keep you there. We got our keys and walked eventually.

[@CarEdge]

John absolutely one of the worst sales practices employed by way too many dealerships. Stay safe, Ray

[@GunSlinger221]

I bring a spare John, its so common for these bottom feeders to do this. I find my ride and drive away, they do not expect folks to anticipate all the sleazy shady ass moves the sales folk do. Like crabs bro, bottom feeders looking for any type of meat.

[@reneaponte7449]

You guys are great....God bless you both. Now I hope I can remember all of this when I go to the car dealer tomorrow. All I'll remember is NOOOOO!

[@andyman7931]

I've had a dealer experience where they took my keys to evaluate my trade and when I wanted to leave during their bully sales tactics refused to give my keys back. I finally stood up and told them I was calling the police before they finally returned my keys. Needless to say I didn't buy a car from them.

[@apocalypse487]

It's best to hold off on any trade in vehicles until you finalized the price of the new vehicle. I just told them I'm not gonna sell it.

[@rbmoose22]

I took a spare key, after they could not find my key. Held up other key and said mail it me....they all of a sudden found my lost key !

[@sundawg911]

that is scary. I don't have a vehicle to trade but that is wild that some sales people do that.

[@positively_broad_st3780]

You could help them find the keys. Empty every drawer, file cabinet, basket, and trash can onto the floor until your keys are in your hand...

[@mechmat12345]

IMO, always get a quote from Carmax first. Then when a dealerships asks to check out your trade, you can tell him they have to match your Carmax quote or they're not getting your car, so we might as well agree to a price first and not waste your guy's time.

[@melwig2813]

Subject wise, I think this is one of your better videos. I found it very valuable.

[@charliesimpson2974]

Worst experience of my life was in "94 at a Chevy dealer in West Little Rock, AR, (the only dealer then that fits that description, still does I think) I was about 45 at the time (the salesman was late 20ish),looking for a low mileage used car. They had a "Program Car",( former rental) with abt 20 something thousand on it and less than a year old. I told the salesman right off the bat I was only looking and would be checking other dealers before I bought, so would not be buying today, just want your best offer. I gave him the keys to my truck so they could check it out for possible trade in, then went for a test drive, came back, sat down to talk trade. He made an offer in writing, I said this is your best offer and he said yes. I said OK, thanks, where's my keys.He said I'll go get them. While he was gone another guy comes into the office, says he's the sales manager. I'm sitting in the chair, he's abt 35ish and 6'3 or so, towering over me with an unfriendly look on his face, says something to the effect that we need to make a deal right now. I recognize intimidation when I see it , I stood up, got as into his face as I could being 6 inches shorter, and yelled "Where are my G-D keys?" The salesman came back then with the keys, I walked out and saw no truck, looked all around the building, nada. I walked back into the showroom which had half a dozen potential buyers, stopped just inside the door and at the top of my lungs yelled "Where's my G-D truck, you thieves?" Turns out hey were so sure of the sale, they had parked it back by the clean up shop. Made me so mad, I went to another dealer about 30 min. away, found an almost identical car, different color tho, and a &1,000 less. Bought it on the spot. A few days later the sales manager from the first place called and said they could make a better offer. I said you should have made it the other day. I bought one from (Dealer) the same day you tried to F*** me over, so F*** YOU.

[@curtismmichaels]

I had a young woman customer service rep for a cell phone company trying to help me get the warranty honored on my phone right at the end of the warranty period. I went in knowing it would require management approval because of the tight timing. Had they simply said, "I'm sorry we can't help you." I'd have understood and bought another phone. Instead, she called her manager, who yelled so loudly over the phone I could hear him berating her for wasting company time. She teared up and stood there taking it. After she got off the phone, she excused herself to the back room and in a few moments came back with her brave face on. I still don't know if it was a ruse or if her manager was just that bad, but I told her, "Honey, take this advice from someone who is more than old enough to be your dad. Never work for a company that treats you like that manager just did. I'm not spending another dime with this company because I refuse to support abusive behavior." I switched to a different company and got a free phone that I loved for the effort.

[@whig475]

I noticed this happened to someone else below. One salesperson took my keys for an appraisal (which turned out to be so low, that I said, "You needed to test drive my car to offer me that"???) ), and then they wouldn't give me my keys back to me. I demanded my keys back "authoritatively", and when I finally got them, I left (in a huff). Incidentally, I am impressed by autoadvocate.com. Good luck with it!

[@cfonde]

In 1979, we had a car salesmen literally stand in front of our car, as we were driving off the lot. I was 18 at the time, and car shopping with my mom, and we earlier both heard the manager whisper to the salesman, "sell them something". They had a 1969 Mercury Cougar that I really liked, priced at $1295. - My mom just told me to be quiet and she said to guy, "I'll give you $600 for it",....and after the salesman presented the offer to his manager, they took it.

[@DavidBrowningBYD]

“No” is a complete sentence.

[@bobodine9299]

Today has been selling cars for a living and being dishonest to the customers and now he's telling all his tricks that he has done on KZbin wow

[@darleneroberts4322]

@@bobodine9299 There was a sign on the wall at my husband's work that read "What part of NO don't you understand?" I had the chance to use that a couple of weeks ago when a lawn service salesman kept bugging me to sign a contract. After the first couple of NOs, I said that to him, and escorted him out the side gate. He was still trying to convince me as I shut the gate behind him. You'd have to get desperate to say that, and especially when he wasn't taking no for an answer.

[@jasonkresock2196]

On the Not allowed to leave bit, I've had my keys go "missing" at a Kia showroom once. They were the most horrible people I've ever dealt with in my life. My next step was a call to the Police. Then they reappeared. "Magically"

[@markh.6687]

To parody a German pro-police video: "You've got my keys! I have the police!"

[@chiefcw3911]

As always good info.Very entertaining thanks

[@vinceabernathy730]

All great advice if you can keep your head and strategy in place for the entire process

[@jonsmith1259]

Had problems with the dealer "Not being able to find your key" so you can't leave? Do what I do. Bring your extra key with you!

[@donstewart368]

some people call the police.

[@Giltonn]

What? What dealership takes your keys? I've only seen the standard ID and Insurance to test drive cars.

[@alcidesrondon6567]

@@GiltonnSome people have told me that they take the trade in keys and will not let them go...Some call the police

[@GunSlinger221]

They’re all scavengers just like crabs looking for meat on the bottom of the ocean they don’t care what it taste like they don’t care where it comes from it’s just meat

[@GunSlinger221]

@@clearskiesandtailwinds I despise going to dealerships to buy a vehicle. Last time I was at one came very close to putting the smack down on a punk ass sales manager. Trust me I am no push over and I put buying a new car in my most hated thing to do in life. Unfortunately I upgrade about every 5years so its a necessary evil. I am a very easy guy to get along with until A) You lie to me and play stupid games B)Play stupid games and lie. I have only had one positive dealership experience and that was years ago, that dealership is no longer doing business. It would be nice if you could do everything over the internet and just go to the dealership to sign the paperwork. I do not understand why you have to go through all this crap, and take hours to do so. Have you seen this Steve Richardson on youtube? Take a look, he is to me how they all are

[@hctim96]

Ray, to address the comment about "they would not let me leave" I had that happen to me. A Dodge dealer in Poughkeepsie NY would not give me the keys to my trade in till I agreed to purchase a car!!! I had to get medieval and started yelling and screaming. I went to other customers in the show room and yelled about what they were doing... The sales man finally THRU my keys out the door and told me to get out... What a putz!!

[@CarEdge]

Mitch certainly not a good way to run or build a business Thanks for sharing. Stay safe, Ray

[@garysimms1347]

I have a friend who went in looking at a car, but not planning to buy a car. The salesperson closed with, "Is there any reason why you can't drive this car home TODAY? And my friend drove home a new car he didn't like and couldn't afford! (We were poor students at the time.) HAR!

[@CarEdge]

Gary it sounds like your friend any number of reasons why he couldn't drive home in a new car today. Apparently he just forgot to mention them. Stay safe, Ray

[@PSVitaFan]

I went to the Cherry Hill triplex in New Jersey to purchase a vehicle I looked online and saw that it was still there and I called to confirm it and made an appointment to come out and see the vehicle and the day of the appointment just before I went there I made sure the car was still there and wasn't sold When I got to the dealership I didn't ask to see the car I said I don't want to test drive it I just want to purchase the vehicle because it's what I want that was my first mistake The vehicle I had looked at online and called about was a 4-door hatchback with all-wheel drive it was a Suzuki SX4 crossover The vehicle they tried selling me was a Suzuki 4-door vehicle that was front wheel drive While the salesman was writing up the paperwork my friend asked me what the car looks like so I asked where the car was and the Salesman said that it's right outside the door, I looked and it wasn't there so I said to the salesman where's the car and he pointed and said it's right here I said that isn't the car I saw online the sales manager said that I was mistaken my friend had a smartphone we went online to their website and said here's the car they asked me for the last 8 digits of the VIN and they're like oh that's at our Dodge lot so I looked at the salesman and said so can you get me the car I came here for his manager came up to me and said that they've had that car on the lot for a while and he's going to give me a good price for it and that the salesman already started writing up the paperwork for it and I was already approved for the loan by the bank I said that wasn't the car I called for or took off from both jobs to come and get can I please just have the car I came here for The sales manager kept trying to push me into getting that vehicle so I got up and I left but they kept calling my phone to get me to come back saying what can we do to fix the situation I said sell me the vehicle that I wanted in the first place the hatchback with all-wheel drive they said that the vehicle was sold I said as of early this morning before my appointment it was not sold I called and confirmed the the man said well you're mistaken I said you can take that car and stick it up your ass I don't want anything from you now I wasted a day off I lost hours at both jobs and found out that the Cherry Hill triplex are thieves

[@katazack]

John: Sorry for your bad experience. But, you should always drive the car you intend to purchase, if for no other reason than to make sure that it operates properly.

[@sankemen27]

I live your videos! Keep them coming.

[@marilugo2264]

Loved this video!!!! Thanks to both!!!👍

[@CarEdge]

Glad you enjoyed it! -Zach

[@lloydelliot7416]

Regarding "Not being able to leave" senario: In the mid 1980s, I actually had a dealership in the DC metro area (won't say which one) who refused to give me back my car keys after they had "appraised" my vehicle. It got to the point where I had to threaten to call the police before they finally gave me back my keys. Needless to say, I never stepped foot back into that dealership again. What goes thru dealers minds when they pull a stunt like this? Do they really think the customer thinks it's funny or something? Do they think the customer is going to give in and make a purchase they don't really want?

[@lorettacleburn4807]

thanks guys, Im more scared now than I was before, but I do appreciate your candor.

[@markh.6687]

Just remember, if you're not scared, you have no clue what some dealers are trying to do to you without any lubrication.

[@glennford6797]

One of your best. Love the videos.

[@idratherbeatthebeach4752]

I had a dealership ask to see my driver's license and there were 2 sales people in the room. One left with my driver's license while I was talking to the other one. 😡 I was basically held hostage there. My fault for falling for that tactic but I was only 24 years old and new to car buying. I was there for over 4 hours. As soon as I got it back I left and never returned.

[@SkolVikings4]

My biggest pet peeve in the whole trade in/buying process is when i have a car to trade in, it's in great condition, very clean low miles, no mechanical issues, clean history.. and the dealership offers me $800 less than "fair" condition on blue book for trade in, which is $1500-1800 less than Good/Great condition. Then the dealership comes up to "Fair condition" and says "we found you $800". Well no, you didn't find me anything, you offered me way less than fair for a great condition car. And also anytime emotion is introduced into a deal. When i get told "we'll lose money at that price" or "dealership is hurting" and so on. I always respond with this is a business transaction and we can either come to terms or not, but i won't allow mind games/tricks.

[@garyglanz403]

Closing skills.I've been in sales and I've been a buyer. Not in cars but in plumbing hvac. If someone utilized playhouse 90. Sorry; I'd see it as a sign of weakness. There are legit ways of helping people make their decisions. Tom Hopkins has books loaded with closes. It's unfortunate that some people just can't make up their mind and that's why set closes are used. The worse sale I made, was a man who kept changing the terms in mid conversation. I wrote the contract, got in my car and drove off after 4 hours. The guy chased me down the street. I started to keep driving but I remembered I needed to have work.

[@glenneastman1748]

i actually had a dealer that would not let me leave, he had my keys to look at my trade and when i went to walk out he sent someone to get my keys and they couldn't be found. for some strange reason. after waiting and waiting and the salesman went on talking and talking it wasn't until i said i would call the police if he didnt get my keys that they finally were found.

[@wlwal1]

when getting my CPO used ford, the salesman tried to convince me that they deal with Credit Unions ( I already had a loan approved) witch he wanted me to talk to their Credit people! Holding me up, so I walked out! Next day( this was a great price on this car) came back to a different salesman, and told him stop the selling and give me a purchase contract for my credit union! So simple yet they try to get your sale!

[@sundawg911]

I am still researching. Buying my first car. Have a good amount to put a good downpayment and possibly finance but hoping to not. But I've learned alot and now trying to get some lower prices on a Mazda 3 sport

[@mphe2807]

very informative show. Thanks

[@unkindguy88]

Unsavory dealership makes up 99% percent of all dealerships. Better deal with all dealerships as unsavory.

[@cartersgarage392]

Do a video about cancelling extended warranties and how that affects the dealership. 👍

[@whig475]

There is a car seller in my town where you have to hand over your driver's license for a few minutes just to "get a price" on a vehicle. I didn't like that process and don't go there (I'm not a big Chrysler fan anyway). It seems to be the case that salespeople seem to want name/email/phone as soon as you meet them (and sometimes it is difficult to get off of their mailing lists!) Is it possible to get through the process, including a test drive, without handing over one's driver's license? For instance, maybe I could just show them that I am insured. I feel like there are likely to use it to the possible detriment of the buyer. For instance, I suspect the price offered may be related to the neighborhood where ones lives. Cheers!

[@Jeffrey7348]

I love the commercial on television, where a lady( dressed normal) says, people would rather come and see me than buy a car and " I'm a dentist" 😂. The business has always been this way and will unfortunately always be this way! I have said it before, I have bought vehicles from salesman and managers that I liked, even paid more, but I liked and respected the way I was treated! There are so many SOB's that have pissed me off and treated me like I'm a dumb ass for no reason to do so. I try and be nice and respectful, until they start and then, I am not afraid to walk and they lose a deal. I also, have complained on a few real special ones to the home base. Great videos, unfortunately, the many bad ones, make it bad for the few good ones! Sorry, but I believe most people feel this way and for good reason. Take care, keep the videos coming.

[@whig475]

I feel like I have to convince every car salesman I meet like I'm not a "complete idiot" (too). Evidently, it is profitable for the salespeople to make the assumption that every customer is a complete idiot, and work from there...

[@adepil]

Question to Ray: what do you think about Fair app? Flexible lease term seems attractive. But seems like their monthly payments and upfront cost isn’t as economical as they advertised

[@RealRiders]

Really enjoying your videos. I've had a salesman beg. Awkward AF. didn't buy the care.

[@e1ementskater35]

When a salesman says “I work on salary, not commission,” is that a lie?

[@CarEdge]

Jimmy, no it is not a lie. A lot of pay plans today are salary based with additional bonuses available for the number of monthly sales and customer survey results. Stay safe, Ray

[@H.pylori]

Playhouse 90 was a great live TV show during the golden age of TV. Many of the actors went on to stardom, like Jack Palance in your clip. Basically do your homework, set a price OTD that allows a fair profit, present it. If they refuse, leave. Never "must" have that car or truck. If they counter close to your price...purchase. Time is important to me at this age...so if they disappear to talk to the manager more than once, I disappear. I expect to seal the deal in 1 1/2 hours or less...not 4 hours. Always be courteous and respectful, no anger, and they will come to the realization that you are serious. This is for the average purchase, not a limited issue or hard to get vehicle, then you will have to suffer the "premium" markup.

[@Giltonn]

I have a question. This past weekend I visited my local Dodge Dealership and when I left I asked for the OTD price and, long story short, when the manager left to check with the GM on my lowball offer, the new car manager called me a couple minutes later to say I needed to "come back and sign the offer and hopefully they can take it." If I had signed it wouldn't that mean I would have had to buy the car in the end? (they tried to bait and switch me with the car, same model but not the one I wanted).

[@mechmat12345]

Definitely a shady dealer. Something similar happened to my grandmother about 20 years ago. Bottom line, never sign anything until you're actually making the deal.

[@RealRiders]

14:42 blink twice if you are in danger lol

[@mtreadway8858]

They hide my keys had to threaten to call the police to get my keys

[@scottysabrinadonaldson4531]

Same thing with my wife's purchase. She had to tell them, give me my keys. She got the price she wanted.

[@misterliquidcity]

I really feel something simple like following up is a lost art in todays sales especially with the rise of the internet and emails. Ii is so impersonal if someone says they will call you back and you get some sort of generic email. If i purchase a vehicle they need to not just sell me on a vehicle i can buy anywhere, they better sell me on why i should do business with that particular saleperson and dealership. Which never happens these daays.

[@TheGruffness]

Guy told me today “I can’t go lower, you’ve pushed me below invoice.” I will never know if that was true or if he was laying on the guilt. 🤔

[@mechmat12345]

You could always ask to see the invoice. All he can do is say no.

[@cheezybred]

Personally its kinda fun to negotiate car deals as an informed cash buyer. You dont really need to fall for any of the tactics, usually dealers take advantage of people that focus on “payments”.

[@chronicles661]

Another question for you guys do you have to put money down when you go purchase a vehicle or is it possible not to have to put anything down and still get what you want as far as price out the door

[@rayemanuel7460]

Wow Ray, you're as smooth as Ex-Lax.

[@kidmystery2010]

A car is not an investment. It will depreciate to nothing over time. Buy cars that will make you money whether that's to get to work or for business. Buy the car that will do the job. Even the price of the car means less to you if its making you money. The question to ask is " how much will this car make for me and buy accordingly. The formula i use is will this car make me 10x what its costing me.

[@rkolovich1]

This is many years ago but a dealership kept me from leaving because they couldnt [conveniently] find my car keys which they had taken to appraise my trade. I had heard of this tactic from some friends but thought that it was an urban myth until I experienced this in the DC area.

[@CarEdge]

Rick the way to avoid that scenario is to ask for your keys back as soon as the appraisal is completed and before you begin negotiating it's value. Stay safe, Ray

[@tomlloyd8214]

I had the same experience once also, claimed the guy accidentally took my key to lunch ( back before cell phones). I pulled out my hide-a-key and told them to deliver my keys to my house by close of business or I'd call the police.

[@H.pylori]

The last time (2014) that I purchased a new car and had a trade in, I went with the appraiser, watched every move, only gave him the key when he agreed to allow me to accompany him on the evaluation drive (like they must be in the car when you test drive the new one). At the end of the drive, before he got out of the car, I firmly asked for and got my keys. They do not play this trick or any others with me now...too old for BS, and they know it. They mess around more with youngsters and women.

[@ZZZZ-mkv]

I'm surprised you didn't mention Time pressure. "Mr. customer, these manufacturer rebates won't be available tomorrow." Not exactly advanced sales technique, but very effective when done correctly. Scarcity, when applicable, is also a good way to build urgency. "We only have 1 Type-R Civic in stock, and we're not sure when we'll get more." But beyond that, good closers build value. Remind the customer why they came in, remind them what they like about the car - how good it'll feel to know that the AWD will help them in snowy weather, etc. If you've done a good job of building value the only reasonable objection is price.

[@MrGirwin1123]

I guess because I'm older I have less patience. I have been looking for a new car like you said you have to be a good judge of the customer but vice versa as well. Like I tell everyone I'm paying for a service and I'm the boss. I do the same with my doctor's. If I don't like you or trust you to be honest in your dealings, I'll walk. I can always find that same car or service somewhere else.

[@steves1749]

I’ve been watching your great channel for a few months. And now I shopping for a car for my wife. She tells me now I’m too negative to the salesman. What can I do! These guys try to sell me nitrogen and window etching and high doc fees and I lose my cool 🤬🤯

[@CarEdge]

Steve maybe start by telling them the you have had some bad experiences at other dealerships and that you are hoping things will be different at this one. Oh, and one way we could make that happen is if you promise not to blow smoke up my butt and I'll promise not to blow smoke up yours, so no crazy fees, no nitrogen, no etch, how about we just keep it as transparent as possible, will that work for you Mr. Salesperson? See if that helps set the table for you. Let me know how you make out. Ray

[@boblacks945]

I have two questions for you guys. I am in the process of trading in my car to buy another newer used car. Why are the sticker prices on the dealer's used car about $2,000 more than the Internet price? When a dealer sends me a detailed price breakdown on his used car based on the info I give him about my trade-in, should I expect that when I go to the dealership the numbers will basically remain the same? Thanks for your advice.

[@judytaya4347]

"Watch your language"!!! I busted a gut - Especially because I think you meant it Ray! QUESTION: What's the best way to let a Car Salesman down? I've decided, after a lot of prayer, it would be prudent to wait on buying the truck I really want right now since I just have no peace about the price. I have 3 Salesmen who gave me internet pricing (1 in person) and they keep emailing me. Do I owe them an explanation of why I'm just not able to pull the trigger on a 40K truck right now or is 'Thanks but no thanks' enough? I'm a very nice person and I don't want to be rude! LOL!

[@CarEdge]

Judy, just let them know that you have decided that now is just not the right time for you to by buying a truck and that you are no longer in the market. Trust me, you won't hurt their feelings and it won't be the first time someone told that they are no longer in the market, actually they prefer that to false hope. And yes, I sort of meant it, f bombs should never be part of the opening but if they occur during the natural course of our conversation I'm ok with it. Thanks Judy and take care, Ray

[@judytaya4347]

@@CarEdge Thanks for your advice Ray. That's what I'll tell them!

[@thomascwhitchurch2515]

What is a good web sight to see what a price is on a vehicle that way I know for sure I’m not being screwed.

[@GunSlinger221]

I will tell you another ploy the dealerships like to use. If you are going to do a vehicle trade, make sure you take a spare set of keys to the vehicle you wish to trade in. I have found as a tactic they like to take the car you drove up in (your trade) and when you have had enough and your ready to walk, you can't get your car back. The are at that time conveniently performing a inspection of you call. I just walk around the back, find my car (they are not doing crap) and drive away. Its worked wonders, I had one dealership bring the new vehicle out to my home and make the deal I wanted using this technique. You have to think exactly like these dudes, it hard but has to be done

[@H.pylori]

As John Wayne would say..."nobody is taking my keys!" He said cattle instead of keys in Red River.

[@GunSlinger221]

r g ok 👌

[@MrVideography]

Hi Ray and Zach, Love your program. I am getting the down payment together and plan to buy a Hyundai Tuscan as a 2020 leftover in the end of October. Should I still negotiate the price and interest rate even though I get the Internet offer? Thanks.

[@Bill-ck3lo]

The one issue I've had when they "wouldn't let you leave" is when they hold or "lose" my keys on my trade in order to hold me hostage even after I demand to have them back. I leave pissed off.

[@chronicles661]

Question for you guys when you get a out the door price is that including interest because they have to run your credit first before they can give you a actual interest rate credit so they cant really give you a out the door price without having the interest rate yes or no

[@CarEdge]

The out the door price does not include interest. The out the door price is the agreed upon selling price plus all state and dealer fees. Stay safe and thanks for watching, Ray

[@chronicles661]

@@CarEdge thank you sir

[@michelswerissen6544]

Can you talk about the importance of paperwork I bought a new car once where's I stipulated the build date for current year, went to pick up car they'd given me a car with previous years biuld date, I had all the paperwork, I refused to take delivery of car, they offered 2 thousand dollars refund to take car,which I accepted, but man was I pissed off with that dealership.

[@shaunliner2262]

This is off subject but should i be responsible for destination charges on a vehicle thats at a dealership if i didn't request it be sent to said dealership? I can understand if I special ordered at a dealership that was at another dealership out of state or even several hours away but to just walk onto a lot and look at vehicles and pick one out why should I be responsible for paying a destination charge when it was part of their ordered inventory?

[@betsym2157]

Destination charge is paid for by the first buyer never let them charge a destination fee on a used vehicle. That is my understanding.

[@thomasmarciano23]

This is a little off topic but falls under the dealer tactics category. My lease of a Infiniti QX50 is ending at the end of the month. I went to an Infiniti dealership to exercise my purchase option. Thinking I owed the residual value plus $300 purchase option plus tax plus title and Registration fees. To my surprise they added a $995 Doc Fee and several other fees. After telling them what I thought of their Doc Fee I left and went to another dealership. They did exactly the same thing. Can they do that?

[@CarEdge]

Thomas unfortunately dealerships are free to charge Doc fees and they especially love to on lease buyouts because they don't make any money on the transaction other than the Doc fee. Check with Inifiniti Financial Services and see if you can buy the vehicle directly through them, I know BMW Finance does that customers. Stay safe, Ray

[@michelletodd7322]

When you count on having a trade in to get a new car. The first thing they do is take your keys. That is how they trap you you stay. I have seen my husband ask several times for his keys back and they just won't until he has to get angry and even somewhat yell. Is there a different tactic for us to use?

[@CarEdge]

Michelle ask them to return the keys to the trade before continuing to negotiate. If they refuse walk into the Sales Manager or Used Car Managers office get your keys and leave, as just from those actions alone that is not a dealership that you would want to reward with your business. As the customer you have the ultimate power, the power to say no and leave, never forget that. Stay safe, Ray

[@user-lj5ri3gp5o]

Wow... cannot believe that any dealer would hold someone's property (keys) as hostage. Wouldn't the thought of police being involved deter anything like that? Even though I've had some unsavory experiences, nothing came close to that.

[@George-nn8ui]

Had a dealer say we can refinance later to get a better rate.

[@kirkdunn1379]

That is true, though you wouldn't go thru a dealer to do it

[@donaldwest8130]

Interesting. I've purchased several new cars, but my current pending transaction simply won't end. I've indicated what I'm willing to pay and they verbally agreed to the price, but the vehicle is somewhere between the dealership and Valhalla and no one can seem to figure out when it will arrive. This has been going on for 4 days and the written agreement to sign.for the deposit simply never shows up via email. All discussions have been done by phone and email. I have no plans to go to the dealership until I pick up the car. I'm considering going with the second best deal as there seems to be no closure on this on going "deal". I've never had this happen or even heard of anything like this. Has anyone ever had this type of experience.

[@markh.6687]

"Three different tactics! 1, 2, 3, 4!! different tactics!! -Spanish Inquisition Sketch, Monty Python.

[@davidmadden9050]

Could not leave story - the VW dealer on Tilton Rd in EHT took my key to 'examine my trade-in' while we talked about the car I was considering. They would NOT give my keys back after REPEATED requests while badgering me to make a deal. This happened in 2002. I did not buy and have NOT been back!

[@CarEdge]

Shit David, I would never go back to them either. If that is the best way you can figure out how to sell cars, then let me suggest that selling cars is really not what they are meant to do. Sorry you had to go through something like that. Stay safe, Ray

[@sharonrynne2242]

It's hard to play along with them when you get double talk and see right through it. Plus i could hear the F & I guy talking to the salesman and he had another guy in his office that didnt work there. Thought my privacy was somewhat breeched. Ugh

[@bobchannell3553]

I have talked to salesmen that make it very hard to leave, so I know what they mean by that. Not necessarily car salesmen though.

[@rbmoose22]

I read about a tactic where a salesman walks away from you to determine if you are a follower or a leader. Following him, you lose. A salesman did that with me....I walked out the door! Another dealership let my wife and I in the office to "discuss or final price". I saw the intercom system, the same type we had at work and realized they could listen in to us. I really low balled the price and told my wife the final price I was willing to pay....I got the car for about $100 above my price. Thousands below their original price.

[@Sharmichelle3]

60 Month Lease??? Wth...

[@aelaan12]

Walking into a dealership I wanted to do a price comparison to what a dealer in another town, same brand, was offering me and would sell me the vehicle I was looking for. First thing he says: Give me your keys and your license - I stood up, without leaving his gaze and said: "No" and walked out. He was scrambling behind me, but I kept walking, he blocked me to drive away at which point I lay on the horn and some customers look over wondering what that is all about; he steps away and I leave. Later I called the manager of that branch and explained what happened, which was a total different story that the salesperson had told him (surprise, surprise)

[@H.pylori]

I can't believe this. Borders on assault by the salesperson.

looking for sales tactics, not car dealing btw... I enjoyed and thank you!

[@tomb1198]

The Dealer only gets customers that come to THEM. The customer can go to any dealer. The dealer only gets the one chance to make a deal. I have waked out when they wouldn't budge. They chased me down just before I was driving away and agreed to MY price.

[@ScottiMac0007]

Have had dealers not give back my DL after I had given it to them for the test drive.

[@blakecunningham3937]

I had a dealer take my keys to "appraise" my vehicle and refuse to give them back. We literally couldn't leave.

[@dicedrice7216]

I've had that happen. fortunately I only lived a couple blocks away from the dealership and I just walked away and came back early the next morning to pick up my car. They had parked in the back alley behind the dealership. After that I told dealerships that I wasn't interested in a trade in, and just didn't give them my keys.

[@Twoolz1564]

The story about the dealer yelling at his salesmen to make a customer sympathetic doesn't surprise me at all. I've always believed the vast majority of them play dirty games. There are very few honest salesmen and dealers in my opinion.

[@jf8534]

What do you guys say when a dealer says they can't negotiate on the price of a used car when they state they are already lower than everyone else. So their "low" price is their lowest price.

[@CarEdge]

JF you have to decide if their lower price than anyone else is compelling enough for you to buy it. You have to realize that since the advent of the internet many dealers are forced to advertise their rock bottom price and in many cases they have nothing left to give in the way of additional money off. So if the price is better than everyone else and you like the vehicle and it meets your needs and fits into your budget, then buy it. Stay safe, Ray

[@looking511]

I had a Nissan dealer in Florida that would gave back my keys I had to threaten them that I would call the police if they give back my keys this happen went the dealer told my car was worthless

[@garysimms1347]

How did they get your keys? For them to evaluate your trade in?

[@randyharbaugh7819]

after a 60 month lease there is a good chance you will owe the dealer money for excess miles or extra wear and tear

[@barrysimon6878]

How do you know when you have the best deal?

[@CarEdge]

Honestly Barry I don't really know how to answer that for you. I will say this, there is nothing in it for the dealership to let a customer who wants to buy a car leave without buying it. So, if you and the dealership have worked for hours to get to a price and the dealership lets you leave when you ask for an additional discount above and beyond what you have worked out already, it is a pretty good bet that you had their best deal prior to them letting you leave. I hope that helps. Stay safe, Ray

[@barrysimon6878]

@@CarEdge thank you

[@blakecunningham3937]

@@CarEdge pretty much every car I've bought they let me leave, and called me back 5 minutes later agreeing to what I wanted.

[@harveyharveyness8773]

about 98.9 percent of car salespeople are "unsavory" I went with my elderly father-in-law to a dealership to help negotiate a reasonable deal (I am not some whiz at negotiating but my father-in-law thought two heads would be better than one) I won't bore you with all the details BUT it was a very negative experience. After being at the dealership for about 2 hours my father-in-law who is very set in his ways stood up and said let's go. They said they were looking for his car after appraising it.(some how they had misplaced it) He went to find the sales manager who turned out to be a bigger jerk than the salesperson. Then my father-in-law went on the sales floor and loudly proclaimed "these guys are liars and crooks"

[@CarEdge]

Harvey, I am so sorry that you and your father in law had to go through that, it is wrong and there is no place for that type of treatment in any retail environment. Dealers can and often are their own worst enemy. Stay safe, Ray

[@Privatenospying]

It’s tough being a boomer parent ...but smile and know they love you ...🙄♥️