Car dealers are usually an honest lot, but there are always some who will try and rip you off...here's what to look for.(ARA) - Even with the success of the “Cash for Clunkers” program, the auto industry is limping through the recession and most car dealers are still in need of increased sales. It may be a buyer’s market, but that’s no reason to let your guard down in the showroom. Experienced salespeople have one goal in mind: to put you in a new car today. And it’s their job to get as much profit out of every sale as possible. While most car salespeople are honest and forthright, says Howard Krueger, a former car salesman, others may be looking to take you for a ride. So before you set foot on the lot, be aware of sales tactics that could bait you into paying hundreds or thousands more than you should. Krueger, now an Internet auto sales manager for USAA, offers a few of the more common sales strategies:
The Four Square:A salesman puts four numbers in front of you: the new vehicle price, your trade-in value, your down payment, and the monthly payment. He’s looking for your “hot button.” When you focus on one of the numbers (say you demand more for your trade-in) he knows he can hook you by meeting your terms on that part of the deal. Problem is, the other three numbers are already inflated to favor the dealer.
The Four Square:A salesman puts four numbers in front of you: the new vehicle price, your trade-in value, your down payment, and the monthly payment. He’s looking for your “hot button.” When you focus on one of the numbers (say you demand more for your trade-in) he knows he can hook you by meeting your terms on that part of the deal. Problem is, the other three numbers are already inflated to favor the dealer.
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