CAR SALESMAN TRICKS YOU into buying a car! DEALERSHIP RIP OFF: The SET UP - AUTO Expert THG 2021

there's no way we're buying a car today but then you were set up today I'm going to educate you on the psychology of the sale and how the dealerships set you up you'll be tricked into buying a car today in every city across our country somebody is leaving home right now saying I'm not gonna buy a car today or we're not gonna buy a car today and we'll buy one anyway and how does that all happen well you're about to find out hello I'm Kevin hunter I worked in the car business for years was a top salesman but I couldn't handle the nonsense my dealers expected of me the things they wanted me to tell my customers use my experience to your advantage because I can tell you every trick along the way that a car dealer will use to trap you into a car deal today even when you didn't want to buy a car at all some quick housekeeping before we start I appreciate you subscribing to the channel clicking like leaving a comment below I read as many of these comments as possible and try to respond frequently and then please also share this on social media with their friends they deserve to benefit from this - here's a little background the car business fired me for providing honest help to my customers they said I was cutting the throat of the dealership but that didn't stop me from helping car buyers as of today I've literally helped car buyers save billions of dollars in car deals with my car buying advice which is exactly why I have a few dealers coming on the channel to disparage me well I welcome their company I hope you take this seriously because I'm about to prevent you from being set up four key points to know before we start there are three body positions to remember number one standing outside there's a 80% chance you'll still leave the dealership standing inside less than a 50% chance you'll leave the dealership but sitting inside only 20% of those customers ever get up and leave without a car the goal for the dealership is to get you sitting inside don't forget that number two these are the tags and Tio's every time you're introduced to a manager you'll be introduced to a closer to be used against you later they will all be involved if needed to put a new car down the road to the salesman can actually lose his or her job by failing to get enough of these tags or TOS while you're at the dealership if you weren't sure what teo meant it's the turnover to a manager number three the rip-off tool the Foursquare this is the negotiating tool to make you think you're winning while taking your attention away from the things that really matter I'll cover that more in detail in just a moment and number for the winning math equation pay special attention to this because this will and capture everything I'm about to explain to you D times V plus F have to be greater than R I'll come back to all of this at various points but write them down this equation these body postures the tags and Tio's and the four squares are going to totally change your understanding of what happens on a car lot and how you were pushed into a car deal you didn't want let's start with the math equation because as I said it captures the entire visit to the dealership D times V Plus F have to be greater than R now what is this all about d equals dissatisfaction V equals vision F is first steps and R is resistance maybe you're not good at math but I'll make this really easy for you DV and F have a point value of 0 to 10 R has a point value of 50 to 100 nobody has zero resistance right as you can see if the point values for DV and F all equal 10 the math equation is going to work out to 110 points and it won't matter if you're that easy lay down customer at 50 points a resistance or the impossible stubborn mule buyer at 100 points a resistance you're going to buy a car today or within 72 hours because the skilled salesman beat you with the math now let's see how this plays out the sequence of events I'm about to describe may not happen in the exact order because every salesman is different and their process is different but you'll recognize these steps when they get to them so for starters you drive on to the lot you get out when you spot something you like and start walking around the car you'll be approached by a salesman the moment somebody sees you and you'll be asked questions like have you folks been helped have you ever been here before these are not questions designed to help you the questions which determine which salesman owns you no I'm not kidding if you are at the dealer before and some guy you may not even remember put your name in a database he's the one who owns you and you'll be turned over to that person who failed to earn your business before this is perhaps one of the dumbest things about the car business that I've ever seen a ridiculous customer service model they actually think they own you no I'm not kidding now that your owner is determined you might also get formed questions about family occupation recreation and motivation your owner is going to show you that they're your friend now too many salesmen will skip the small talk altogether because they're just so hungry to get this deal closed they forget to make a friend out of you and they might go right into the interview what brings you guys in today you say you're just looking you're not buying a car today remember well then they ask are you looking for product information or pricing information or a little of both and you get caught flat-footed and you say a little of both the next questions might be do you have a monthly payment goal in mind or do you have cash down to work with these seem like perfectly harmless questions but they are setting you up for the first steps and that foursquare I warned you about they want to condition you to make decisions on cash down and monthly payments they want you to ignore the real information you should be looking at like total cost of the purchase and taxes the list of fees service plans gap insurance window edging nitrogen-filled tires all kinds of things they'll add into the car deal just to name a few next is what I call the most people phrases or most of our customers phrases this will be used in almost everything they respond with next now you might wonder why do they do this well they agree with your answer no matter what question they ask and then they say perfect that's what most people are shooting for you're led to believe that you're doing what most people do there's safety in numbers like the pack mentality you feel like you might be winning and you start to feel kind of smart and yet you're also getting suckered into what most people do you see at least 85% gets suckered into this process will you be trading in a vehicle you say you might do you mind if we go take a look at it you agree and lead the way to your vehicle now you may not notice but the salesman invites an appraiser to join you you know so you have extra information to think about when you go home tonight this will be the first tag or tío to a manager you're outside standing up remember that posture it gives you control you're feeling comfortable you are next to your own car there's no threat here because you can't buy your own car from them after a little small talk the manager gets right to work looking your car over the goal here is to score big on dissatisfaction that's the D in the beginning of the math equation before this is over you'll be thinking about how old your car is about hi a mile is about getting stranded on the highway needing new tires the heater doesn't blow hot enough the a/c doesn't blow cold enough the car is too big it's too small gets bad gas mileage too many repairs doesn't tow your boat the list just goes on then you get asked if you're gonna spend a thousand to fifteen hundred toward fixing your car what would it be and the longer you talk the more answers you give to this question the lower that trade value estimation goes you might be reminded of these repairs if you buck the trade value quote you see later all of these questions are designed to do three things number one condition you to accept a low offer on your trade number two score 10 points of dissatisfaction on your own car it got bad enough there at the end you started feeling embarrassed about driving the thing off the lot if you were gonna leave but you're still not buying a car today remember and third it emotionally prepares you for vision what's that new car going to be you're almost salivating to get into something new at this point the appraisal guy leaves saying he likes you will do his best for you and you know you smile because he just seemed like such a nice guy next comes a vision that's the V in the math equation it's the new car you might hear questions like will your next vehicle be just for you or do you carry passengers or stuff you plan to use it for commuting to work or is it more for home and recreation you need to tow anything is gas mileage important to you this is a little bit of a fishing trip for information because this leads to what are as the hot-button questions on a scale of one to ten how important is gas mileage or in a scale of one to ten how important is it to be able to tow something all of these questions help them land you on a car well time flies by plenty of it your salesman has been carefully exposing you test drives smelling that new car smell feeling the power of that engine the comfy seats that backup camera the built-in navigation a Sun roof over your head power liftgate in the back the anti crash sensuous on both mirrors nitrogen-filled tires and of course their bragging about how good the finance man is you see they want to set all of your financial worries aside this guy will be able to get anything done and you better believe he can and he will you are feeling all warm and fuzzy you hear comments like you'll never have to worry about getting stranded on the highway again you see they're tying back into dissatisfaction and then they'll say this thing really go is when you step on it that's vision you hear questions like could you see yourself driving this home today that's the soft clothes and the truth is you're actually starting to think about it a good sales in the scores attend on vision if everything has gone to plan they've hit ten points on dissatisfaction ten points on vision and that math alone comes up to a hundred points that's the resistance perhaps that you started the day with and they could still get bonus points for first steps you see where this is going now finally you're back at the dealership you're sitting in the last car you drove and the salesman says you said you wanted to go home and think about it and I totally respect that no he doesn't but he's gonna say it do you want to take the numbers home with you as well you do want all of the information to think about right and it only takes five minutes this makes so darn much sense you actually ask so what's involved he says I'll have the car appraiser finish up his numbers you'll get the price of the car a down payment information and a monthly payment information as well this only takes like five minutes these are the first steps and it's also the Foursquare and he makes them sound so easy that you agree he invites you inside note your posture now you're inside but still standing you're below that fifty percent threshold of walking away you're not outside where you were 80% likely to leave you're inside we are far less likely to flee and the scales have tipped slightly in the dealerships favor now you'll see your next Haggerty oh you'll be shaking hands with either a used car manager new car manager or even the general manager and maybe all three if it's your lucky day you'll have so many new friends the salesman says my customer would like to see the numbers on this new car they just drove excellent choice is the manager that's been one of our hottest cars that's the most people comment remember your salesman will be instructed to bring you on back you follow because you've been invited to go where the BI people go and you're actually feeling a little bit important now you see a table or desk in a comfy chair you know where this is leading and you're asked if you want coffee pop or water anything they pull out that chair you ask for coffee in fact it feels like you are at the coffee shop this is so nice now and then you sit down this is your weakest position all day as I mentioned early statistics show that maybe 20% of all car buyers will get up after they've been sitting down inside the dealership the power of your standing posture is gone you are likely to make that decision you are so sure that you wouldn't no no not today then out comes the Foursquare the most deadly tool the dealership uses to rip off their customer this is the information you agreed was a good idea to take home and they're gonna close you with it you just may not know it yet they'll write in the four categories trade value price of the car down payment and monthly payment what you don't know is at the bottom two squares cash down and monthly payment is where your attention will go and where they will make the most money on the car deal you're being set up to say yes to buying the car and being set up to get hosed by the most skilled salesman in the dealership the finance officer if the dealership thinks the salesman lacks the cloud or the experience to close you well they'll have the manager present this 4-squared to you and here's what this might look and sound like well here's your trade value we're giving you five thousand for your car it's a little bit rough as we've seen as we discussed outside and but I like you guys so I got my manager bump it up 5k hey it's only the owners money right and it's more than fair now here's the price of the car we're at twenty seven thousand eight ninety as an example after all the discounts we have to put our best price forward the first time because we know you folks don't like to play games and mess around and people are shopping us at 2:00 a.m. in the morning if our best numbers aren't already out there we lose business that's just their way of saying we don't want to negotiate this number you'll find out why in just a second and then here's your down payment we'll use the three grand cash down as we mentioned earlier and your monthly payments here three ninety at sixty months three forty five at seventy two months and two ninety five at eighty four months now these numbers were meant to offend you they want you to push back to try to beat them up a little bit to feel like you are winning to feel like you got a deal then you start adding up your wins you see the finish line in your mind you're seeing that this might all add up in your favor right here right now and you didn't expect that when you left home they are now bouncing soft questions your way questions designed to get you nodding your head and agreeing with them these questions seem to have no consequence but they do once you've been nodding your head you usually don't shake your head they've been doing this a long time they know this then comes the closing statements well if this all looks good just initial right there I'll take it back to finance and we'll see if we can get this closed up for you you initial it and you know there's something symbolic about signing anything you've given your word in your own mind you feel obligated if it comes back the way you wanted you're silently hoping it works out the math has already defeated your resistance the manager disappears leaving you with the salesman or another manager they aren't leaving you alone to talk no way they haven't come this far to let your logical mind override those emotions you're feeling moments later the manager comes back with good news from the back office hey guys it's a deal he holds out his hand and you're tempted to shake it I had to do some arm twisting but the manager said if you'll take it today it's all yours you look at your spouse your spouse looks at you the manager sees this indecision on your face you know because you weren't gonna buy a car today he asked everything lined up just the way you wanted does it really make sense to have wasted this day just to come back and do it all over again you know another day he might also ask will you be titling this in your name her name or both you might ask them to give you a minute alone you're both thinking that you ought to go for it but you had agreed not to buy anything today when they give you that moment alone you immediately begin selling each other and why you should do it now and then the salesman comes back and 80 percent of you say we'll take it you were set up by D times V plus F beat your are the resistance they tagged you with two or three managers they got you to come inside and sit down you lost your power position they out negotiated you with a Foursquare and you thought you were winning it was a setup from the very beginning and you fell for it hook line and sinker here's my final tip I have videos on this channel and how to meet the dealer finance office and the Leben fake fees you should never pay at a dealership you need to watch these videos because what's coming after your decision to buy this car is a sit down session with the most skilled salesman the dealership has the finance officer I don't have time to give you that education today go and watch those videos if you aren't well educated when you step into that finance office you are screwed there's no better way to put it I hope you really appreciate what I did for you here today subscribe to the channel and hit that notification bell so you see videos we launch in the future give us a like comment below and be sure to share this on social media your friends deserve to benefit as well and the next time you're thinking about buying a car remember D times V plus F have to beat our remember the tos and tags remember the sitting down posture inside the dealership and never forget about that nasty Foursquare and the next time you'll buy your car on your terms not theirs I'm Kevin hunter until next time take care

Channel: Kevin Hunter The Homework Guy

Views: 1,579,790

Rating: 4.9013762 out of 5

Keywords: Car prices, Car prices set record highs, used car dealerships near me, car loan calculator, Auto sales, Used cars, Car, Cars, Car dealers, Automotive news, Car news, Automotive, Vehicle tax, Vehicle fees by state, Auto Shop, Car parts, Auto market, car dealer finance office, rebates for new cars, car loan scam, dealer rip offs, market watch out for this financing scam, what to do when a dealer lied to you, illegal things car dealers do, what to do if a dealership rips you off

Id: 3-mK6wC87uU

Length: 17min 47sec (1067 seconds)

Published: Fri Nov 08 2019

Reddit Comments

[u/AnneFrankenstein]

I don't think the 4 square is used anymore. Too many people know it.

The new way to buy a car now is just email them and get a price from as many dealerships in an area you are willing to travel to. Might even be worth flying somewhere.

Try and buy at the end of a month, quarter or year end. The dealerships get factory incentives and salespeople get their own dealer incentives. That's when you have the advantage.

Making them compete against each other.

And don't let them add any extra bullshit. Ask for the out-the-door-price. Tell them if they want to add any fees and whatever include it in whatever price they want to quote you because they will certainly try to add it on later.

"oh we have to charge you for the window etching... It's already been done." fuck off.

And don't ever trade in your car unless the convenience is worth it for you. You'll get much more from a private sale.

Also, if your credit is good look for zero percent financing. It will save you way more than a cheaper price on the car.

Be aware of front loaded interest if you do have to get a loan with interest. As soon as you sign, you owe all the interest for the duration of the loan. You decide to pay the car off early? Too bad, you are paying all the interest that would have accrued if you payed over the term of the loan. Not all loans are like this so be sure yours isn't.

[u/John-AtWork]

A loooong time ago I use to sell cars, this is exactly how it works.