CAR SALESMAN TACTICS: OLD SCHOOL CAR DEALERS! Auto Expert: 2021 The Homework Guy, Kevin Hunter

old school car salesman tactics has the high pressure sales methods finally departed the car business the simple answer is no and today we're going to make sure you know what they look and sound like hi i'm kevin hunter also known as the homework guy and not throb is that the best you can do this video brought to you in part by the homework guy team home of super high intensity training for car buyers and a very savvy group of auto experts to the disappointment of some car dealers we're on a mission to create the smartest car buyers that's you out there in the country if you appreciate the homework guy videos and want to support our efforts there are plenty of ways for you to get on board and be part of the team before we share some of these old school car salesmen tactics we need to be clear about something people working in the car business claim that all this stuff is dead it's gone banished from the car business many years ago if this stuff comes up they say this guy is stuck in the 80s yet the video titled 30-year veteran salesman tries to take me down well it wasn't published in the 80s it was published on june 13 2014 and has 2.7 million views six years later if it's decades old why are people still watching this great question now here's the key reason we're sharing these techniques with you today steve richards the guy who published the video is still receiving thank you notes from salesmen across the country who say he has changed their business now how would he have changed their business if they aren't doing any of this stuff what's more is that we also have evidence directly from our viewers our team receives hundreds and thousands of emails here at the homework guy tons of stories come in every day and they include nightmares that sound like the customer ran into a steve richards kind of salesman who pulled all of these stunts on him having said that we're sharing the old school techniques still being used in the car business unfortunately so you know it the minute you start seeing and hearing it the customer to my right just test drove a new ford f-150 he likes the truck but the price is too high the trade offer is too low and yet the salesman is trying to close him on a deal he shouldn't sign let's take a look okay jim thanks for your patience the ford f-150 you picked out it was your first choice of color correct yes sir and it's equipped just the way you said it had to be equipped yes all right uh so we've worked hard to put together a fair proposal for you however we understand that you're the judge and jury of what's fair you know what happens if you don't think it's fair you get up out of that seat and you walk out the front door and you jump in your car and leave that's why we made it fair okay okay i have to interrupt here card trainers refer to this as proactive validation the salesman is giving the impression that he acknowledges the customer's right to say no that he can just get up and leave when he wants to yet he won't really be listening to anything the customer says instead the customer's comments will only serve to steer the salesman to another form of closing the sale watch for that because it happens several times let's continue so the msrp is 38 345 with our discount of 12.93 takes it down to 37.52 your trade we love it we'll buy it for 5900. please recognize this when you trade the car to us this is the amount of cash that stays in your pocket instead of going to the state so you can add this tax savings to your discount as well there's the difference add back the doc fee the filing fee and the taxes and there's what you're financing the customer was just lowballed on his trade and the salesman tries to make it sound like it's a lot better than it really is of course you get the tax savings when you trade in a car you always do you still want a fair appraisal though right let's continue now recognize that any time you decrease the term you save yourself a pile of money if you increase the term your payment goes down so with your initial investment at 4 000 your payments will be between 650 to 675. now that payment may look high but here's what it does for you saves you thousands allows you to pay it off quicker and you build equity faster you have the freedom to trade or sell it sooner at 72 months this payment gets more comfortable and flexible comfortable because it's less flexible because you can you can always pay it off early without penalty enjoy the same benefits you got with a shorter term the payment at 60 months is the best of both worlds the payment is significantly less than it would be at 48 months and you save more money than you would in 72. circle and initial the payment that works best for you okay right there we'll get your new truck ready for delivery what just happened here is a trick that is widely played in dealerships today getting you to stop thinking about car price or trade values and focus on payments you make huge mistakes when you do that now pay attention many of you have heard what's coming next when a salesman doesn't want to let you out the door and refuses to honor a reasonable trade request no i want 7 500 for the trade okay jim the fact that you want 7 500 for your trade is evidence that you are perfectly normal human being everyone who trades their car in wants more for the trade i want more for a trade so that's not a problem we understand completely other than the trade value everything else works fine nothing else will stop you from taking the truck home today correct correct okay well you're going to say i don't believe it but when i show you the math you're going to discover that we're not that far apart okay you want 7 500 and quite frankly that's the number uh we hope that the vehicle can be worth 7 500 or even a little bit more make no mistake so whatever research you've done is good we'll buy it between 5900 and 7500 do me a favor jim subtract 5900 from 7 500 for me would you please sixteen hundred okay so on paper it looks like we're 1600 away but we're not 1600 apart because remember punch in 1600 then subtract 400 that's the tax savings you get when you trade it in so what's the new number now twelve hundred and fifteen dollars yeah twelve hundred okay so it looks like we're 1200 apart but in fact we're not even that far apart remember your back bumper needs repairing okay for us to use anybody else to get that 7500 for your vehicle we're going to have to fix the back bumper other than that the car is in great shape we love it so if it only costs 600 to repaint sand do whatever needs to be done that would be great if we have to replace the bumper it would be over a grant but i don't think we need to replace it let's stick with a 600 that means we're only 600 apart however if you decide that it was worth the 600 and make no mistake 600 is still a lot of money if you decided that it was worth 600 for you to sell that sucker yourself in order to get the 7 500 well the first thing you have to do is what anybody has to do before they sell the car and that's detail it when's the last time you paid for a full detail couple years ago and what'd you pay 200 okay so your car has low miles uh you don't need to do much else but you need to service it okay so i'm going to guess a lube oil and filter be about 40 right yeah okay so if you just invested the 240 because you got such a great car that would only still net you that 360 if you had got 7 500 for it let me ask you this jim is it worth going through all that for just 360 dollars or can i go ahead and get your new truck ready for delivery i just need your ok right there have you noticed how this salesman does a great job of making the customer feel stupid i hope you aren't falling for all of this bad math notice that the salesman never once said that the number they're talking about is only a trade value he doesn't want to admit that he never mentions private party sale values which are much higher it's a white little lie but it costs car buyers thousands of dollars when you fall for it let's continue yeah i get all that but i don't buy it i want to get 7 500 for my car okay i don't blame you there would you sell it yourself to get 7 500 yes i would okay you know what that might be the right thing to do and if it is jim i'll help you okay when i say i'll help you though i'll give you the odometer statement you'll need i'll give you the title of the paperwork you need to transfer the title i'll do all that for you because it would be in my best interest to help you sell it okay but let's take a look at what you would have to go through to sell it and then we can make the call as to whether it's worth it okay cool cool because it's all about the money because it's all about the money let's face it the difference between 7 500 and 5900 i'll tell you what for 1600 bucks i know what i'd do i'd sell it myself okay i'd like to help you right there because the ad you buy is key the ad drives phone calls and the more phone calls you get the better off you are you don't want to put in any number in there except your own cell phone number and you don't want to take a chance on voicemail because here's what will happen somebody looking for your car they dial and they get voicemail because here's what will happen they hang up and they go to the next car because they're looking at probably a list of 75 or 80 cars just like yours okay so they make sure that ad is good and you answer all the calls if you get 200 calls which is a good ad by the way there will be a hundred who make it through to you then there will be 50 who are interested then 25 who make it a point to come and see you then there'll be 12 who show up okay happens to everyone that sells a car it happens all the time so you spend some time waiting for people who don't show up you know what for sixteen hundred it's worth it once you sell it and you will in fact you'll sell it more than once you'll sell it twice maybe even three times what do i mean it happens to us happens to everybody someone comes in they buy it they shake your hand they look you in the eye and they say they'll be back because the car in that price range is going to require financing you'll never hear from them again jim they see something else or they can't get the money they don't have the common courtesy to call you but you will sell it it takes us 45 to 60 days to sell a used car is there a chance it might take you that long maybe okay so you'll make another payment all right hold that thought but you will sell it once you sell it then you won't want any more phone calls because no one ever calls you up after you sold them a car and thanks you for it they call you up because they want something fixed so you may want to change your number but if you do sell it you're going to make some money so let's find out how much money you want to discount the truck didn't you still do okay you came to a retail car store yet you're going to put this car on the internet you're going to have a lot of people looking at it people that go on the internet excuse me on the internet look to buy from a private seller are they looking to pay as much as they can or are they looking for a bargain probably a bargain you think they might want a discount they might well think about this jim just for a second you've been doing this for 35 to 40 days you've had more people not show up than you can shake his stick at you sold to one guy but no money came through by the way you want to make sure you ride with everybody the easiest way to steal a car now not go out after midnight with a slim jim the easiest way to steal a car is to get up on sunday morning make a pot of coffee light a cigarette peruse the classifieds and find a car that looks easy to steal and head out the door invite them over to show you their driver's license but he gives you a fake 100 bill so ride with everybody but you ride with a nice couple they come back they drive it and say hey we love it they say look we'd like to pay you right now 6800 in cash which means they're asking for a 700 discount the same thing that you asked us for is there a chance you might take that 6 800 because it's a lot more than we could pay you no i'd be selling it for 9 000 you want to ask 9 000 yeah okay great 9 000 now you're at thirty one hundred i'll get nine thousand take your nine thousand that's cool so you take nine thousand which is thirty one hundred more than we can pay you that's a heck of a deal because now you're thirty one hundred bucks up by the way you've also put your car on the internet at a higher price than any other car on there so it may cut down on your phone calls but you know that's okay you're up 3100 remember the remember remember the tax credit well you lose it now you're only up to 2 700. that's pretty good money but you made another car payment didn't you yeah i did so now you're 2200 up but you had to do an oil change and you had to detail it now you're 1960 up and you have to fix your bumper which might be a grand maybe 1500 is it worth it taking the next 45 days out of your life to become a car salesman for 460 dollars jim or would you rather have us do all the work and you take delivery on your new truck now no i'm not going to sign i don't want to tell my wife that i didn't get the money that she said i was supposed to get well you can do one of two things you can take all this paperwork home to her and try to explain it all yourself or you can invite me over for dinner and i'd be happy to do it for you you're a great storyteller fred call me when you have a better deal on a truck and you're ready to pay 7 500 for my car have a good day how'd you like that all of that nonsense rehearsed for hours in the sales training room fortunately for this customer he saw through it all and got up and walked would you have got up and walked well maybe even way back in the beginning we hope so when you get treated like this at a car dealer it's time to say the 80s called and they want their lines back or whatever you want to say i'm just kidding just make sure that you get up and leave all right if you appreciated the video today consider recommending us to others leaving us a comment down below using the homework guy join our fast growing group of subscribers here as well on the channel you can email the homework guy team at info thehomeworkguy.com if you have a car contract you'd like us to review we do reviews for free just add contract review request to the email title and block out any personal information and we're very likely to get back to you just remember hundreds of emails do pour into us so please be patient with us if you love what we do and want to contribute with a tip the paypal and cash app links that you see here will be easy to find in that description box down below or on our website here's the best part we don't just help car buyers 100 of your tips go towards the sponsorship we do for a great friend of ours maggie this amazing young lady is changing the lives of university students with her focused mission of love and kindness and maggie thanks you in advance just like our team right here at the homework guy channel maggie understands that you changed the world by what you do if you can't do a tip but want to help us get the word out the homework guy team loves it when you share our videos with your family and friends and encourage others to subscribe to the channel as our following grows each and every one of you are playing a role in helping us defeat the dishonest operators in the car business who still haven't learned that fairness and honesty is the best business model thanks everyone for stopping by to check us out today we'll see you on our next video you guys rock i'm kevin hunter until next time take care everyone [Music] you

Channel: Kevin Hunter The Homework Guy

Views: 49,730

Keywords: Car prices, Car prices set record highs, news, used car dealerships near me, car loan calculator, Auto sales, what car should i buy 2021, Used cars, Car, Cars, Car dealers, Automotive news, Car news, Car news USA, Automotive, Vehicle, Vehicle tax, Vehicle fees by state, Auto Shop, Car parts, Auto market, Cars for sale on craigslist, How to buy cars from a Dealership, How to negotiate a car deal, Car dealership contracts, Car Buying Tips, What to look for when buying a car, cash

Id: U6NqM5JkPpA

Length: 16min 57sec (1017 seconds)

Published: Sat Jan 02 2021