Car Buying: Top 11 Lines a Car Salesman Masters on the Job

Summary

In the age of information, car sales tactics have had to evolve, yet some salespeople still rely on outdated lines. This article delves into the top 11 phrases car salesmen use, why they use them, and how they impact the buying process. From promises of floor mats to the infamous "Corinthian Leather," we explore the psychology behind these sales tactics and offer insights into navigating them effectively.

The Evolution of Car Sales Tactics

The car sales industry has undergone a significant transformation due to the vast amount of information available online. Consumers are more informed than ever, making it harder for salespeople to rely on old tricks. Despite this, some salespeople continue to use lines that have been around for decades. Here are the top 11 lines that car salesmen still use and why they persist.

1. "I don’t know if I can do that, but if I could, would you buy this car today?"

This classic line is designed to create a sense of urgency and commitment without actually promising anything. It's a non-committal tactic that leaves the door open for negotiation.

2. "What’s it going to take to put this car in your garage today?"

Salespeople use this line to identify your key motivators. Once they know what triggers your buying decision, they can tailor their pitch to meet those needs.

3. "We knew it had that problem. That’s why it’s priced so low."

Turning objections into positives is a hallmark of a skilled salesperson. By acknowledging a car's flaws upfront, they can frame it as a benefit, making the price seem like a bargain.

4. "I’ll even throw in the floor mats."

While this may seem like a small gesture, it’s often used to make the buyer feel like they’re getting something extra, even if it’s a standard inclusion.

5. "The price doesn’t matter. It’s all about the payments."

Focusing on monthly payments rather than the total price can be a way to obscure the true cost of the car. This tactic can lead to longer loan terms and higher overall payments.

6. "I’ll even throw in a tank of gas."

Similar to the floor mats, this line is used to make the buyer feel like they’re getting a little extra, even though a tank of gas is often included with new cars.

7. "It’s not just leather, it’s Corinthian Leather."

This phrase has been a running joke in the industry. "Corinthian Leather" is a marketing term with no real meaning, but it sounds luxurious and can sway buyers.

8. "I need a sale today to get my kids some clothes for school."

This line is designed to evoke sympathy and create a personal connection. However, it’s often used by salespeople who are already doing well and are looking to boost their commissions.

9. "Tell your friends where you got it, just don’t tell them what you paid for it."

This line suggests that you got a great deal, but it also implies that the price you paid might not be as good as you think.

10. "I’ll even throw in a free detail."

Offering a free car detail is another way to make the buyer feel like they’re getting something extra, even though it’s a relatively low-cost service for the dealership.

Bonus: "I didn’t think you were an idiot, but if you were, I didn’t want to miss you."

This line is rarely used but serves as a humorous reminder that some salespeople will say anything to close a deal.

Interesting Stats About Car Buying

• Online Research: According to a 2020 study by Cox Automotive, 61% of car buyers conduct extensive online research before visiting a dealership (source).
• Price Sensitivity: A 2019 survey by Autotrader found that 71% of consumers are more concerned about getting a fair price than any other aspect of the car-buying process (source).
• Sales Tactics: A 2018 report by J.D. Power revealed that 42% of car buyers found the sales process at dealerships to be the most stressful part of buying a car (source).

Conclusion

While the car sales industry has had to adapt to a more informed consumer base, some old tactics persist. Understanding these lines and the psychology behind them can help you navigate the car-buying process more effectively. For a more transparent and honest car-buying experience, consider visiting reputable dealerships that prioritize customer satisfaction over sales tactics.

For more insights on car buying, check out Consumer Reports and Edmunds.

This article is designed to provide a comprehensive look at the tactics used by car salespeople and how you can navigate them. By understanding these lines and the psychology behind them, you can make a more informed decision when buying a car.