“Buyers are liars” is a commonly used expression in the car business, and unfortunately, it’s a harsh reality. For some reason, so many car shoppers think it’s okay to lie about a price they have from another dealer, the trade-in value they received, or the options on that other dealer’s car, in order to get themselves a better deal. It happens to most car salespeople every day. Decent, honest folks transform into Pinoccio as soon as they step onto the showroom floor.
I suppose there are a number of reasons why people believe it’s acceptable to act this way when it comes to haggling with the dealer. Of course, many believe that all car salesmen are showroom sharks who will say anything necessary to make a sale – so the lying is justifiable. Mainly though, I don’t think people know of any other way to try and get a good deal other than resorting to this deceptive behavior. What they don’t realize is that the pros in the business aren’t easily fooled by these bluffs, and once their lie detectors go off, it’s let the games begin!
The take away here is that if you want to prevent getting put through the grinder trying to get your best deal on a car, then don’t provoke the sales staff with bogus claims and lies. It will not result in anything good and it’s a counterproductive waste of time. You’ll be much more effective if you’re direct, sincere and respectful, because everyone, even sales people, respond well to that. The entire experience will go much better without adding an unpleasant confrontational dynamic.
It’s ironic that in a business with such a notorious reputation for shady dealing that so often it’s the customer that initiates the very nonsense that they so wish to avoid. Many books and articles claiming they’ll help you outsmart the dealer only fuel the game playing by using lame fabrications and ploys that don’t work. Don’t go down that road.
The best approach is to do your homework before visiting the showroom. If you want to find the right deal you may have to shop around a bit before you get a sense of the market. There’s no need to initiate a poker match with a dealer that has the car you want by making up stories, always take the high road. If they initiate the game playing, however, and you’re uncomfortable with how you are treated, the door is always a few steps away. You can always find a better place to buy another vehicle and avoid all of the nonsense.
