I may not have bought many cars (OK, one), but I did work in retail sales and I also can’t help but haggle. I also know the potential dangers of falling in love with an object. So does that make me an expert? Of course not. But I do recognize sales tactics.
When we went boat hunting we almost made a fatal mistake and learned the value of a surveyor in the process. We fell head over heels in love with a 28 foot Double Eagle and had already decided we were going to be its new owners. Then the survey came in and it basically said that when the boat sank at least it would put the fire out. Initially I was angry at the surveyor. Couldn’t he see how wonderful this boat was? Eventually I came to my senses and realized how much money that #300 survey had saved us. And I vowed to never fall in love with a a high price object again unless I was completely and utterly willing to pay whatever it took to have it. The reality is that there are always other prizes out there and always be willing to walk on any deal unless you truly think you can’t live without it.
Case in point. The Xterra. Yes, nice truck, I played my cards, made my offer and he was banking on my falling in love with it and meeting his price. he wouldn’t budge, so i picked up the cheque and walked and never looked back.
So now we come to the Tacoma. I had sworn to never buy a new vehicle and even though I have put money down to hold it when it came in, I am not committed to it and I can and will walk on the deal if it doesn’t meet my demands.
I ordered the truck two weeks ago and there was one overlying stipulation. No Dunlop tires. Period. I’ve had a bad experience with them and won’t drive on them again. I was very clear on this, so was Kirk. Then when a manual came in for me to test drive, I told him again. “No problem” he said. I paid a deposit to hold a vehicle should it come in early and put the order through. I was told it would have a production date of October 8th and a delivery date or early November. “Sounds just fine” I said.
That length of time gives me a chance to do some stock trades and build up the cash and then do the sale and transfer the money around.
So when the salesman called me last week and said “I have a surprise! Your truck is here!” I wasn’t excited so much as horrified! Our Teck stock had just slipped and needed some time to claw back up. But, what the heck, lets go take a look. Turned out that it was a truck someone ordered in June and changed their mind on when it arrived. Probably got tired of waiting. It was the TRD, but not the leather package I ordered, so it just had to be sent into the local Toyota headquarters for the fabric to leather swap. We went in and discussed the options I wanted and reiterated “No Dunlop tires” Turned out the factory roof rack I was considering won’t work with my existing Yakima kayak rack so that was deleted right away, not buying a new rack when I have one, so Rack Attack can install roof rails instead. Bluetooth … Kirk can get that. “Excuse me, you want HOW MUCH for an iPod adapter??” No thanks, I know this guy 😉
So he sends me the quotes yesterday and the Michelin tires are full price. $321 per tire plus installation and balancing.
Houston, we have a problem!
He has actually tried to tell me that I should consider the Dunlop tires as “and extra set” as if I just won a prize. And to try and gloss it over, he is generously tossing in a set of all season floor mats retail price of $122 … umm… didn’t ask for those, and the hood deflector and block heater… ‘k, I’ll take those and you keep the Dunlops and deal with the price issue on the tires. I agreed to pay an upgrade on tires, not full price. Find something else on the lot to swap out.
Besides… $122 for floor mats for floor mats I didn’t ask for!?!? Are you insane!?!?
Car salesmen use such obvious sales tactics.
1. Let’s be friends: They try to find a common ground with you. This way they curry a friendly “trust” and make it hard for you to say no. Who wants to let a friend down…right? Don’t let sales people know too much about you or they have bargaining chips.
2. Hop in!: Of course you have to test drive a vehicle, but it’s a tactic to get you to fall in love with the thing while they tag along and tell you how wonderful it is. Trust me I know this one only too well… I worked in a pet store… do you really think you could NOT buy the kitten after I let your kids hold it?
3. This is your lucky day! : No it’s not.
4. We only have one available/This is a Limited Time Offer: This is so obvious. Pressure tactics to make you think you’ll lose a good deal. Deals come and go and usually what they tout as a good deal, isn’t. Every day there will be more cars to replace the ones they are selling. If the precise combination of trim and features you want isn’t there, they’ll get it for you, or someone else will. It’s a new vehicle, order another one up that meets my expectations and don’t make me think I should settle.
5. You should treat yourself to this: Does paying too much sound like a “treat” ? Do you deserve to be taken? Of course not! Ignore this and get on with the deal-making.
6. Let me sweeten the pot: Oh yes, this is where they really get you. With companies like Toyota there is no dealing on the price. It is what it is, but they can sell you all kinds of extras and they can charge exorbitant prices for them. Check around, that roof rack/tonneau cover/stereo/bluetooth could be much cheaper elsewhere. Know what you want before you go in and don’t let them talk you into things you don’t need or want. They will toss in things you didn’t ask for and don’t need to make you feel that you are getting something “extra”
7. 100-Point Inspection on a used vehicle: Dealers try to sell you a car based on inspections made by their on-site mechanics, usually a 100-point inspection that sounds pretty darned comprehensive. Call BCAA and get them to do it. It will cost you a few pennies but it’s like that boat survey. Are you going to trust the guy who is trying to sell you something?
8. Price only good today: Hooey! This is such an obvious tactic to get you to make a rush decision. Walk away and think. Be calm and avoid rushing into decisions. They will present it to you in a way that sounds as if you must have it. They want you to make quick decisions.
9. You must be so excited!: Why? Because I’m about to empty my bank account into yours? Don’t Show Enthusiasm. If you show excitement you might as well just write the blank cheque out since you are basically blind to reality. Maybe you just found a car you’ve been looking for, it has every feature you wanted, it is the right colour and the price is right. Don’t sit there with a big grin on your face or jump with excitement, ask for more information about the vehicle and even continue to look at other vehicles even if you know that is the one you want. Either that, or just pay the price and get on with it.
10. Do you have a trade-in?: Don’t admit to a trade-in until the prices are all set. If they know you have a trade-in, they will up the price of the vehicle and then deduct the trade-in to make their price point. Not really an issue for me since my truck isn’t worth much of anything, but this has worked to my benefit in the past. Know what your bottom line on the new vehicle is and then figure out what your trade-in will do to the bottom line, not the other way around.
The reality is that the customer has the upper hand because they hold the money and there are lots of purchase options available.
So, if the tire issue isn’t sorted out…there are at least a half dozen other Toyota dealerships in the Lower Mainland, I’m sure at least one of them would like to make the deal…and time really isn’t a factor here.
I can wait.