a pushy car salesman holding a key

Dealing with Pushy Salespeople when Buying a New Car

Car salespeople have a reputation for being pushy and overbearing. That is not really accurate in most cases, but sometimes there is a kernel of truth to it. The fact is that the car business is a competitive field where pressure can be put on the sales staff to "close the deal." However, buying a new car should be about your wants and needs, not the quota the salesperson has to meet. Here are some tips on how to handle a pushy salesperson:

Do Your Homework

When shopping for a car, always follow the Boy Scout's creed: Be prepared. It is difficult for someone to fast talk you into a bad deal if you know what you're looking for before you get to the dealership. Try to discover in advance such things as what is standard for the models you are interested in so you don't get suckered into paying for add-ons, warranties, and other services you may not need or want. Knowledge is your greatest strength in any business transaction.

Don't be Too Forthcoming

One of the things salespeople are trained to do is to tailor their sales pitch to specific circumstances. To do that, they need to know something about you. You should be cautious about revealing too much about yourself too early when buying a new car. Otherwise, you may only be told what the dealer thinks you want to hear.

Don't Go Alone

It always pays to have a neutral party present to help you evaluate the new-car sales experience. You need to have someone there in person to bounce your ideas off and to help verify or challenge your impressions of a new car. Salespeople are also less likely to use high-pressure tactics against two people than one.

Take Your Time

Salespeople have good reason to push you to make a decision and buy as quickly as possible. The more time you have to think about the deal, the more likely you are to notice any flaws or inconsistencies in their sales pitch. Rarely is a buyer's deal lost by a delay to mull things over, but many bad deals are made in haste.

Curb Your Enthusiasm

Pushy or not, you may find yourself getting enthusiastic about the sales pitch you are being offered. If so, don't show it. Once it appears as though you are anxious for a particular vehicle, that is a green light for the salesperson to cancel discounts and raise prices. A good trick is to ask to be shown another vehicle, even if you think you've already seen the one you want.

Always remember that it is you, the customer, who has the upper hand. That is because you always have the option of walking away from the deal. The deal needs to be all about you and your requirements for buying. By never forgetting that fact, you will always be able to recognize and resist the manipulations of a pushy salesperson.

Last Updated: October 12, 2017