Car Dealership Sales Tactics: Beware of Last-Minute Bids

Have you ever visited a dealership with a car you were interested in, only to be told that the car has already been test-driven and might be sold soon? While this might seem like a numbers game, there are often underlying sales strategies at play. Here, we delve into the experiences of individuals who have encountered these scenarios and explore common dealership tactics.

Common Tactics in the Automotive Industry

Car dealerships often employ various tactics to ensure that a sale is made, especially when a potential buyer is on the fence about making an immediate purchase. One of the most common tactics is the last-minute bid, where a car is put on the lot with the intention of selling it quickly. This strategy often involves creating a sense of urgency or exclusivity, making potential buyers feel that they might miss out if they hesitate.

Visit to a Used Car Dealership

I recently visited a dealership interested in purchasing a 2016 Jeep Compass that had been sitting on the lot for a year, according to Carfax records. Despite the extended time on the lot, when I tried to arrange a payment, I encountered some pushback from the sales team. Here is the sequence of events:

Test Drive and Interest: After test driving the car, I felt it was the one I wanted. Unfortunately, I couldn't complete the down payment because of other commitments that day and would be away from the bank the next day. Dealership Tactics: When I mentioned I would be able to make the payment on Friday, the sales representative argued that the car had received 10 inquiries in the past two days. They pressured me to hurry up with the payment, which to me, seemed suspicious given the car's long presence on the lot. Verification Attempt: To clarify the situation, I attempted to verify the number of inquiries by requesting a call the night before, but this request was met with reluctance, which led me to become skeptical. Friday's Outcome: On Friday, the car was still available, but the next day, I would have wasted my time only to learn that it was sold.

Common Stories from Past Experiences

Many people have shared similar experiences. Here are a couple of notable incidents:

Sold Before You Could Pay

Another instance involves a BMW 3-series model. A potential buyer was very interested and inquired about the car's condition and price early in the morning. The salesperson told him to act fast because the car would be gone soon. This urgency, however, seemed premature considering it was the first car featured that day. The buyer agreed to pay a bit less if the car were available, and the salesperson didn't require a deposit, only emphasizing that the car would be sold if it wasn't picked up within a few hours. Less than two minutes after hanging up, the car was sold to a buyer in California who agreed to ship it and pay an additional fee.

Confrontation with a Disappointed Buyer

The buyer was extremely upset and lashed out at the sales representative. When he arrived later that day, he found a sold tag and the car had been taken. The sales manager had to intervene, literally kicking him out of the dealership. This stark example underscores the lengths dealerships might go to sell a car quickly.

Conclusion

The practice of last-minute bidding can be frustrating for potential buyers. It creates a sense of urgency that can pressure consumers into making hasty decisions. While it's natural for dealerships to want to close sales, these tactics can be viewed as underhanded.

The key to navigating these situations is to stay informed and be prepared. Here are some tips:

Do Your Research: Check the car's history and condition to ensure you're confident in your decision. Ask Questions: Don't hesitate to ask about the car's history and the dealership's policies. Be Skeptical of Urgency: If a dealership is pushing for a quick sale, double-check the information. Plan Ahead: Make sure you can complete the payment and process efficiently.

Remember, car dealerships sell cars, and they want to make the sale. If you see a car you like, don't delay. Make the purchase before someone else does.