Games Dealers Play

Why can't I get a straight answer?  The straight answer is because they are hiding something.  Below are some games dealers play throughout the buying process.

The Menu Has No Prices                  
How much is the car?  Most dealers charge one price online and a much higher one on the lot.  Alliance always charges the same low price, right from the start.  This is every man's nightmare when he's young and poor but goes out on a date to a nice restaurant only to find that there are no prices on the menu.  This always, always, means expensive.  So when you can't get a price on a car right from the start remember "The Menu has No Prices" and hold on to your wallet.

"You Talkin' to Me?"
  Whenever I ask about price they just keep changing the subject!  
It's said that 96% of people "shop" a price once they get it so dealers teach salespeople to change the subject to budgets.  "I'll bet you're on a budget, aren't you?"  This changes the subject from price to a discussion of monthly payments.  A dealer can easily work a payment that is small with a price that is high.  Do you really want to pay thousands more just to "save" $50/mo. on your payment?  Will paying a lower price actually raise your monthly payments?  Of course not.  But that's how the game is played. 

The dealer wants you to focus on monthly payments and forget about price because this is very profitable for them.  We at Alliance Car Sales want you to truly get a good deal.  That's why we don't hassle you about price or payment.  We give you the information, you make the decision.  What other industry avoids a price discussion so they can charge you more by hiding the huge markup in a payment plan?  We don't think it's right.

Duck Duck Gray Duck (or "Goose" for non-MN's)        
When I call the dealer they say the car is still available, but when I arrive it was "just sold."  Was the car you came to see really still available when you called?  We obviously can't know for sure but based on how many customers say that they were told on the phone it was available only to be learn upon arrival that it was "just sold", I'd say it probably wasn't there to start with.  Dealers teach their salespeople to give you as little info as possible on the phone and just get you on their lot.  Once you're on their turf they can manage the situation to their advantage...which usually means you pay more.  Avoid the runaround and don't buy from a dealer who does this because they're already cheating to win.

"Et Tu, Brute?"   
Thinking about buying another car from the same dealer?  Consider this.  Gross profit on a repeat customer is usually about $600 more than on a customer who just walked in the door.  How does a dealer get away with this?  A no haggle dealer can't.  But if you "negotiated" your price last time you can expect to pay this premium.  Because you probably liked your salesman last time you'll haggle less and they will use that to turn around and charge you more.

Avoid this by shopping at a one price dealer.  Alliance Car Sales always charges the same fair prices whether you're buying your first car ever or you're tenth.  Many of our customers are or will become our friends.  What kind of person penalizes friendship and loyalty?  Giving everyone the best price available is the right thing to do.

Hide and Seek
"Lost" Keys.  This one is simple.  You let the dealer test drive your trade while you look around.  When you try to leave without buying anything your car keys are suddenly "lost".

Avoid this scenario by bringing an extra set of keys and tell them to mail you your other set.  You'll probably have them just before you drive off the lot.

Trades:  Don't get hung up on how much a dealer will give you for your trade and lose track of the rest of the process.  You're always better off negotiating (or in our case simply knowing) the best price available for the car you intend to buy and then bringing up the trade.  The logic for this is simple.  These are two separate transactions and by handling them separately you are more likely to get the best deal possible on both vehicles.  KBB.com Used Car Valuation Page

Dealers are taught to recognize what a customer's "hot button" is and exploit it.  If you are someone very focused on a "good" price for your trade they simply give you more for it and charge you more for the car you will purchase.  Watch out for the trade negotiation.  It's usually the most profitable portion of the transaction for a dealership.

Certified Vehicles:  To Buy or Not to Buy?  That is the question and you can read our take on the subject on our Certified Vehicles Page.

Ten Tips for Buying a Car from KBB.com

Still Want More?  Check out Confessions of a Car Salesman from Edmunds.com recommended by our helpful customer, Roxanne.