The Things Salespeople Say |
Steve Lehto: Lehto@Kennon.com |
Consumer Protection attorneys speak with enough consumers to spot the various things that salespeople say to sell an automobile. After a while, the lines start to sound tired from the attorney's viewpoint, but the lies remain the same: since most car shoppers only buy a car every few years, they don't hear the lines that often. Here is a collection of some of the more common things said by car salespeople. When you hear them: know that they are lying. If you like, show them this article. Maybe even walk away. But, whatever you do -- DO NOT believe them!
"This is the last one [car like this] available in the area." Car shoppers hear this line each time they are looking at a car when there is not another car like it on that lot. Salespeople will boldly tell you that a car "this color," or even "with these options," is rare and that this is the "last one," in the area or even the state. However, this being the car capital of the world, you can bet that there are many more just like it at other lots, and probably a hundred more like it rolling off the assembly line each day. To test this statement, go to another dealer, and ask them to do a search for you on that type of car with your specifications in mind. They will turn up the first car you looked at, as well as all the others in the area. Tell him or her that you will double check that and come back if he's telling the truth. Watch him panic and try to stop you as you leave.
"Your trade-in is worth exactly what you owe on it (or less)." NEVER tell the salesperson what you owe on your car when you are going to trade it in. If necessary, imply that you do not know what you owe on it, and DO NOT tell them where the loan is held (as they will often look it up without telling you.) Once they know that you owe, say $5,000 on your trade-in, they will come in with the "good news" that your trade in is worth $5,000 -- knowing that many people are just happy to get out of their old car without owing any money. To avoid this problem, find out what your loan payoff is before you go shopping. Then, find out the Blue Book value of your car as well. Many banks can give you this information as well (or find the book at a library or bookstore.)
"You must buy credit life and disability insurance coverage with your car purchase." This lie is told by many salespeople because they make a huge commission on the over-priced insurance coverage that the dealer sells (and often, the dealer is also the owner of the "insurance company.") You do not ever have to buy this insurance unless you want it. (And, if you really want it, ask the insurance salesperson who sells you your other insurance what they charge for this coverage. It will be a fraction of the price.) If the salesperson says that the bank requires it, ask to speak with the bank representative about it. They will quickly back down from this "requirement." You may also hear this statement in connection with a service contract.
"The bank is making us charge you more for the car than we originally promised to sell it to you for." This is a fairly common tactic for a dealer who is selling a car to a person with less than stellar credit. Quite often, such a buyer will agree to pay more if he or she thinks that otherwise, the deal might never happen. However, the bank has no say in how much the car costs you. Beware of any price "inflation" after you have struck a deal. Insist that they stick to the price they promised or get up and leave. If you threaten to walk out, the bank will magically agree to the original price.
"The car was owned by someone who took care of it," or, "The car was an executive car." Any time the salesperson makes a statement about the previous owner, be suspicious. You can test this statement by asking them to put it in writing on the purchase order. If the statement is true, they should have no trouble doing just that. If the statement isn't true, you will see the salesperson squirm and tell you that he cannot put those kinds of statements on the purchase order. However, you can always check the ownership history of the car by running its vehicle identification number ("VIN") through Lansing. Call (517) 322-1624 with the VIN handy and for a small fee, the Secretary of State will provide you copies of the previous title to the car -- showing it prior owners and the dates and mileages of when the car was sold. This is also an excellent way to catch odometer fraud.
All of the above lies work because car buyers often forget that they are in charge of the sales transaction. The car dealer needs you more than you need them, even though the car dealer will always try to make you think that you need them more than they need you. Never forget that it is the other way around. Competition in the auto sales industry is stiff, and if you don't like the way one dealer treats you, there are hundreds of other dealers in the area who want your business. You must never forget that you, the buyer, are the hot commodity in the sales transaction -- after all, cars are a dime a dozen in Michigan, and more are rolling off the assembly line every minute.