Dealership Tactics Every Car Buyer Can Outsmart

Car dealerships have a bunch of tricks up their sleeves to get you to spend more than you planned. But if you know what they're up to and have some good strategies of your own, you can walk away with a great deal.

The Low-ball Offer

Dealerships often post prices online that seem too good to be true—and they usually are. You might get there and find extra fees or that the car isn't even available. To avoid this:

• Call the dealership first to make sure the car is actually there.

• Ask for the window sticker and a full "out-the-door" price with everything included.

• Negotiate extras and discounts over email or phone, not face-to-face.

The 'Buy Now, Or Else' Pressure

Salespeople love to make you feel like you need to buy right away. They might say a deal is ending soon or that others are interested in the car. But you have more power than you think. To keep the upper hand:

• Take your time. If they push, tell them you need to think it over or prefer to discuss via email.

• Set a time limit for your visit and stick to it.

The Four Square Ploy

The "four square" tactic mixes up trade value, price, down payment, and monthly payment to confuse you. Keep it simple by:

• Negotiating the car price and financing separately.

• Getting a loan pre-approval from your bank or credit union.

• Using a loan calculator to check monthly payments and interest yourself.

The Word Track Trap

Dealers have scripts to get you to agree to higher payments or extras. They might ask, “What monthly payment works for you?” which can lead to spending more over time. Stay on track by:

• Focusing on the total cost, not just monthly payments.

• Declining deals that don’t fit your budget.

• Refusing to sign anything until you’re completely ready.

The Hard Sell and Quid Pro Quo

Some dealers use tactics like “good cop, bad cop” or offer deals tied to financing or warranties. If this happens:

• Stay cool and collected. Appreciate fair treatment and give feedback.

• If things get too pushy or confusing, walk away and find another dealership.

Your Power as a Buyer

Remember, you’re in charge. Ask questions, set your limits, and don’t be afraid to say “no.” If things aren’t going your way, it’s perfectly fine to walk away.

With these tips, you’ll be ready to handle whatever a dealership tries, ensuring you get the deal you want.

If this seems overwhelming or you're short on time, reach out to Car Whim for a stress-free car buying experience. Whether you're after a new or used car, we've got you covered.