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Archive for August, 2008
Car Dealer Confessions: The Scream
Guest blog post by Jason Lancaster of AccurateAutoAdvice.com.
There’s a sales trick known as “the scream” that’s quite popular in the car business, and for good reason – it works. Not quite dishonest (but not quite honest) and not quite lying (but not quite telling the truth), the scream can best be described as leading someone to believe you’ll do something that you really aren’t willing to do.
Here’s how it happens:
Customer: “I’m not ready to do a deal right now – I’m still looking – but what kind of deal can I get for my trade-in?”
(FYI – this technique doesn’t just apply to the trade-in, it can be used for any aspect of the deal like the finance rate, the price of a new car, etc. I’m just using the trade as an example.)
After a little maneuvering, a smart car salesperson will say: “Since you’re not doing anything right now, it doesn’t really matter, but what if I could do blank?”
Here, “blank” can be anything from a reasonable offer (like average trade-in value) to an absurd one (like more money than the car was sold f when it was new). Salespeople will often refer to this as “trying the customer on,” and it’s a good sales tactic. Often times a customer will hear the number being offered and decide to get serious about negotiating.
Sometimes, however, customers are determined to wait regardless of the “what if” offer. This is where the “scream” comes in. The salesperson will keep increasing the “what if” offer until it becomes too good to be true. It the customer still refuses to bite, some salespeople (or their managers) will leave the customer with the impression that the “what if” offer was actually legit. Saying something like “don’t make a deal with anyone else unless you can match that offer” is a great way for a crafty salesperson to make a customer think they have a legit offer when they really don’t.
At this point, the customer is now officially “on the scream.” They’ll drive from dealer to dealer looking to meet or beat the “what if” number they were given. Unfortunately for the customer, the offer they’re trying to beat isn’t a real offer – it’s just a “what if” number.
After the customer has exhausted themselves trying to find a better deal (which doesn’t exist), they will return to the dealership where they were given their unrealistic offer. At this point, the salesperson will explain that the offer was actually just a “what if” number. Sometimes, the customer will get very upset and vow never to return. More than half the time the customer will negotiate and a deal will be made.
If you want to avoid the scream, here’s what you need to know. One of the basic rules of negotiation is that you shouldn’t negotiate until you’re ready to act. To do otherwise is foolish (for this very reason). In other words, don’t waste your time asking for a deal until you’re actually ready to make a deal. That way, when you’re given an offer that’s too good to be true, you can take advantage (or at least find out right away that it’s not legit).
Visit AccurateAutoAdvice.com for more car negotiation tips.
Thanks to Jason Lancaster for his first guest contribution to Why Buy Used Cars; he brings a wealth of quality experience to help online automotive shoppers. We look forward to more of your insight.
What type of automotive information would help you?
As we spend less and less time at home and in the office, and more time trying to do, well…anything more enjoyable than work - we’ve developed a wonderful love affair with outfitting our vehicles with the best car gadgets possible.
Shiny things, loud stuff and stuff that beeps and talks. Whatever it is, we are determined to transform our cars and trucks into mini-roving Circuit City stores…
Plenty of products exist, between the manufacturers and the after-market suppliers, to make your new or used car the object of your affection - and the object of another’s jealousy.
Here’s my list of the top gadgets for your vehicle. Be careful though. You’ll want the items that you don’t already own. Christmas isn’t too far off…
- Sirius/XM Radio - ~$30/mo.
- Sirius Satellite TV - $300 + monthly subscriptions
- Garmi Nuvi Navigation System - $1000
- Maestro Elite Navigation System-$1300
- Microsoft’s Synch Connectivity System - $400 + monthly subscriptions
- Azentek In-Dash Intel Duo Core PC System - $2800 [personal fav]
- BlueLife Bluetooth Receiver - $30
- FLIR PathfindIR - $6000 [Just your average Night Vision System. Cool]
- Cradlepoint EVDO WiFi [Using Verizon EVDO express cards] - $600
- MTX Audio Jackhammer Sub-woofer - $7500 & 370lbs.
- 6inch rear-view mirror, LCD monitor - $600+
- Solar Powered Tire Pressure Gauge - $15
- Wireless GSM Car Alarm w/Car Position Location Ability - $345
- Wide Angle, Rear View Color Camera, - $40
- 5 Light LED Battery Tester - $15
- Parametric Equalizer - W/USB + MP3 + iPod Compatibility - $60
- Power Inverter - Instant 300W AC Power
- Professional Grade OBD-II + EOBD Code Reader + Scanner - $80
- XBOX 360 Gaming System - $300
That should be enough to wet your appetite and get you out on the road enjoying your ride. Be sure to get yourself a complete insurance plan as well. Enjoy the ride…
Our focus doesn’t just revolve 100% around automobiles. Auction Direct USA also enjoys taking an active role in the communities which we serve.
We’re proud to be Stage Sponsors at this year’s Fairport Music & Food Festival on Saturday, August 23rd, at the Downtown Fairport Canal Area. Advance tickets are only $10 and $15 the day of the show. Kids 12 and under are free. All proceeds will benefit the Golisano Children’s Hospital at Strong.
This is one of the biggest and most exciting event of the summer. Please visit FairportMusicFest.com to see the full line-up of entertainment, sponsors and to order tickets.
Help support the Children’s Hospital and have great time doing it as well!
The Motorist Choice Awards for ‘08 have been announced. This is always an excellent source of great vehicles to keep an eye on as they’ll be among the best used cars to choose from in a short while. Highly rated used vehicles with a clean history, low miles and high customer satisfaction rating are exactly what automotive consumer are seeking right now. Another key purchasing criteria important to consumers - low ownership costs.
This years leaders: Toyota with 10 awards. GM with nine. The top leader for lowest ownership costs and highest retained value: The Toyota Sequoia.
This years no-shows on the list: Chrysler, Jeep, Dodge & Mini. Ouch. Intellichoice rates four vehicle categories and over 25 vehicle models.
Category Winners
—Cars: Lexus LS
—Trucks: Chevrolet Avalanche
—SUV/Crossover: Toyota Sequoia
—Minivans: Toyota Sienna
Segment Winners
—Aspirational Luxury Car: Lexus IS
—Compact Car: Toyota Corolla
—Compact Pickup: Honda Ridgeline
—Compact SUV/Crossover SUV: Nissan Rogue
—Economy Car: Honda Fit
—Image Compact Car: Volkswagen GTI
—Large Heavy Duty Pickup: Chevrolet Silverado 2500/3500
—Large Light Duty Pickup: Chevrolet Avalanche
—Large SUV: Toyota Sequoia
—Large Crossover SUV: GMC Acadia
—Large/Luxury Car: Cadillac DTS
—Luxury Midsize Car: Lexus ES
—Luxury Crossover: Lexus RX
—Midsize Car: Subaru Outback
—Midsize SUV: Hummer H3
—Midsize Crossover SUV: Toyota RAV4
—Minivan: Toyota Sienna
—Premium Luxury Crossover SUV: BMW X5
—Premium Midsize Crossover SUV: Toyota Highlander
—Premium Luxury Car: Lexus LS
—Premium Luxury SUV: Cadillac Escalade
—Premium Midsize Car: Chevrolet Impala
—Premium Midsize SUV: Toyota 4Runner
—Premium Sports Car: Audi TT and Chevrolet Corvette (tie)
—Sports Car: Saturn Sky
—Sporty Car: Ford Mustang
Here’s another interesting fact for you to consider while you toil over pages and pages of new and used car research.
Everyone loves that fresh, crisp smell from a new car smell. Well, that new car smell you love to inhale, and show off to your jealous friends, actually comes from phthalates, (stuff that makes plastic more flexible) chlorine and lead. It also includes brominated flame retardants from the seat and the padding used within the cushions.
So, are used cars healthier than new cars? One can make that argument since the concentration levels of total volatile organic compounds [VOC’s] is going to be at its highest once a new car rolls off the assembly line.
A study done by HealthyCar.org, showed that initial VOC levels in new cars have been 13 times higher than recommended levels. Although, to be fair, their studies do show these levels fall 10-fold within a few months after being manufactured.
A recommendation, from HealthyCar, calls for more dashboard solar reflectors to help reduce the levels of photochemical breakdown into a toxic compound. Intense heat and the sun’s rays speeds up this breakdown process.
Concerned with the chemical compound levels in a new vehicle that you’re considering? See even more interesting results at Ecocenter.org.