What REALLY happens when a car salesperson goes to ‘talk to the manager’?
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- čas přidán 3. 06. 2024
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Today I asked Ray what really happens when the salesperson says "let me go talk to my manager"? Ray shares from his experience what was happening in the back office, including figuring out what was going to be for lunch that day. - Auta a dopravní prostředky
Bought a car from Ray when he was at Scottsdale Acura 2005, he is a straight shooter, no BS. Bill A
Bill thanks for the kind words, it means a lot. Stay safe. Ray
@@support2115 I bought from Ray when he managed the Acura dealer in Scottsdale, so before they had this Youtbe
Always get yr bottom dollar Then tell them you hv a Trade in! DO NOT GIVE THEM YR KEYS TO YR VEHICLE THEY PLAY GAMES WITH YOU! Also if they test drive yr vehicle GO WITH THEM! They go with you if u drive a new car!
I’ve seen horror stories when a sales person purposely crashed a customers car ( their trade in ) so 9 times out of 10 they would just buy a new vehicle! It’s a big game it’s a big show! Once u sign them papers they DONT WANT NOTHING TO DO WITH YOU AT ALL !!! If they seem that they do they are full of Shiiiiiit!
NEW CAR SALESPEOPLE ARE NOT FAIR AT ALLLLLLL! OMG Such BS! I’ve bought new cars for 32 years TRUST ME! All are legal crooks!
@@michaelwhite9863 Which also makes me convinced that the manufacturers are in on it too. Just as McDonald's corporate is in on all of the operations of their franchises, so are the auto manufacturer's in on everything that the dealers do. The entire auto, truck, and RV businesses are scam artists from top to bottom. Why is it when you go to a Walmart you pay the price that is on the item. Because you know that the item is priced fairly through the Capitalist supply and demand processing. Why is this not the case with vehicles? For the simple reason that vehicle manufacturer's and dealers don't want to be fair. They are thieves who want to steal money from most people who are used to playing fairly. Unfortunately I believe that government regulation has to come about for this industry with harsh penalties for not complying.
All customers want is to drive out with a car and not feel like they've been scammed.
And they shouldn’t be condemned from their past on what happened 3 years ago when you are clearly making the right amount of money to be able to afford the car they want today.
What do you think a fair profit for the store would be on a $40,000 product?
@@Saturdayz_In_The_Fall unfortunately, that's the doing of financial institutions, not dealerships.
Jon Gilbert I
Just
His father’s job was to scam them for as m8ch as possible, even though they both try to justify all this to themselves and make it look somehow “normal behaviour”. Sad.
In my experience, the only time a car deal goes smoothly, it’s when you are paying too much for the car.
That is the truth. My ex wife and I went in to buy a car. They wanted 10k for it, but it blue booked at 7. I knew all this info before going in. I said we would give 7800. Obviously more than 7. The manager told me no, lowest I'll go is 9800. I explained I knew the cars value and he told me, well I know someone else will pay 9800 for this car so take it or leave it. We left it. But he's not wrong. Someone else would have. Cars are valued as gold I feel and it's just become acceptable to people now.
Blue book and other validation services are all bullshit. if they say a car is worth $7k where do they get that info from? Can you ring them and ask them to supply one for the $7k they claim it’s worth? No. Cars are based on market value by the market that buys them. If no one buys it for $10k then it’s obviously not worth $10k but also if they do sell for that figure, then it obviously is worth it regardless of what a blue book claim it’s value might be.
@@martinsimek That's fair, but on the flip side when they are buying the car from you on a trade-in they use that same KBB excuse to offer you a shit bid. Its all broken
Kevin Brown nah. They use values given by wholesalers that buy those cars daily and know what they are worth. Remember they are buying your car to resell and make a profit as it is a business. It’s not a charity. They don’t want to really buy your car anyway. It’s you that want to use your car as part payment. If you think it’s worth $x then go and sell it yourself and deal with all the wankers and low ballers. If it doesn’t sell in a few months you are still stuck with it. Remember they will offer wholesale always. They sell at retail. Not the other way around.
@@martinsimek there is a difference between making a profit, and trying to run the dealership off that one cars sale. Greedy is still greedy regardless what name someone gives it to justify it.
This happened to me at a Nissan dealer. Was in the salesmans office. I wrote out an offer, what I wanted to pay for a certain car, stock number on the sheet, what I wanted for my used car, etc etc. He looked it over and said "I will go take this to the sales manager and see what he says". I was in the office with a buddy of mine, talking about the car, the salesman, the deal and what I thought my chances were. My girlfriend was wandering around the dealership looking for a car for herself and happened to walk by the door of the sales manager and could hear ME talking in the office of the salesman on the sales managers speaker phone. The salesman had connected his speaker to the other phone using the extension to extension. Sneaky. The GF came in and told me that she just heard me on someone's phone. That's when I said "We're leaving". We all got up and started to walk out. Got into my car we came in and drove off without saying a word to the salesman. Pretty scummy practice.
In some states, it is a criminal violation if the wiretapping does not gain consent of both parties
@@jeffellis1800 You nailed it!
How do you know that the sales manager was at home or something like that and couldn't be there. Why didn't you just simply ask. You just assumed what was going on.
@@dklippylive9930 Must have been a car salesman and did it thats still illegal
@@dklippylive9930 What are you talking about? The GF heard the buyer's voice coming out of an extension in the sales manager's office. The buyer was NOT on a phone call with anyone - the sales manager and salesman were listening in to the buyer's conversation in the office with their buddy.
In the movie "Fargo" the salesman told the customer he has to 'run in by the sales manager.' He went in to the guy's office and asked him if he has tickets for the Big Game this weekend. Then he walked out and told the customer he can come down a hundred bucks and that "we've never done this before." I envision the sales manager talk scenario as being a variation of this.
The first thing I think of when I hear "I have to go talk to the manager" is that the salesman just wants to go to the bathroom and stare at the ceiling for 20 minutes to test my patience.
Yes, I think part of it is to stall and wear you down.
Yeah, and watch the movie "Fargo". It gives a perfect example of what many salesmen and managers do in these situations.
Like how detectives leave you sweating in an interview room, lol
And they have microphones in the office listening to you and the other person talk so they know exactly what you will pay
@@rmoldafsky Typically the office phone system is set up as the listening device... that's what both stealerships I worked at did.
Everytime I go into a car dealership, I feel like I'm getting conned.
Because you are!
I feel like I’m getting bent over the barrel.
I have not bought A new vehicle in 27 years. I have no desire to.
Purchasing a Tesla will blow you away. Went with my friend who bought and traded in a car and the whole thing took maybe 20m. It was crazy. We looked at each like that’s it???
Agree… I have know idea how this is a thing. Auto purchase and dealers on new cars. W-Wh-Why is there negotiating and that con feeling. Does not happen in other transaction.
The relationship between the son and father is precious. I love it.
The last time a dealership pulled that on me I said "that's an insulting offer, good bye" (it really was... many thousands below wholesale value of the trade in). They said "what would it take?". I said, "Good Bye", Then we left. Getting older is empowering I no longer care about hurting con artists feelings.
Edit: Learned that after years - in ANY negotiation never be concerned/worried/fearful of WALKING AWAY.
Advice for ANY ‘fight’…🙏
Walk away, emotions cloud your judgement.
But why would we ordinary people have to submit to such abuse and deception merely to buy a car?
Every time the salesperson goes to talk to the manager, I let them know, if my reasonable offer is not accepted, I would like to talk to the manager myself. If I was denied that opportunity, I will simply leave. Funny how I either was awarded my deal, or they called me back within a day, and gave me damn near, or the exact deal I wanted. To me, the name of the game is patience, calling their bluff and being reasonable. Remember, it’s just a car, there’s thousands for sale in your city.
I see soooooo many cars sitting around, waiting to be bought......
Ha! Awesome. My daughter bought a piece of crap car from some guy. Had issues with it. Anyway she started looking for a car at a dealership. The salesman was very pushy. He treated her rather rudely so she left. A few days later she got a call from another salesman and asked if she was happy with the car she bought. She told him she didn't buy a car. He asked why not. She told him because the salesman was mean to her. He asked for his name. He asked her to come down and he would fix it. She got a great deal on a used car with her trade in. They gave her more than the trade-in was worth. A few days later the car sales called and said your trade-in is a piece of junk. She told him I told you it was a piece of crap when I gave you the keys. Ha!
What do you think a fair profit for the store would be on a $40,000 product?
There’s not many cars for sale in lakeview Oregon
@@hey.hombre That's awesome. go her! 💪🏽
The more videos I see here, the less I want to ever walk into a dealership
This is the reason I buy from people I know or carmax. I hate spending 4 hours arguing over price.
@@troyeager8877 Well I see your point. But the customer is actually in full control.
@@troyeager8877 how is dealing thru carmax?
I have bought 5 vehicles through carmax. You don't get a super bargain. But I got vehicles throughly checked over and not going to the dmv in my area is a plus. I once had a truck shipped in from Colorado to Missouri. I was called to come look at because a small golf ball dinged got put in the rear bumper during delivery. They gave me the option to back out. I said it's a truck I'll still take it. They said that's not how we do it. They refunded my delivery fee of 400. Plus put a new bumper on it. I'm still driving it almost 9 years later. I plan on going their soon for my next.
Your right! Find a wholesaler who can be your middleman
I negotiate deals for a living and even I HATE buying a car. Mostly because I ALWAYS feel like I'm being lied to when I'm in a dealership. I COMPLETELY appreciate the fact that you have to make a profit to stay in business. So do I. My last car retailed at $42,999. I ended up walking out of there buying it for $35,500. That right there tells me how badly I could have gotten taken to the cleaners.
That will not happen now my friend it would be 48 grand
What year was this? I assume it was a used car. I work at a dealership. And that is way too low, way below invoice price. Mom and pop shop? Im trying see how is this possible
@@geraldlewis3803 yea exactly. You cant pay 8k less than msrp these days. Consider yourself super lucky if you can get it at invoice
@@driveruws What is the typical difference between invoice and MSRP? Is invoice like 10% lower, 5%, 20% ? I'm looking for a new car and trying to learn more about the process. Thanks in advance.
@@driveruws I think he is just lying. These sad people want attention.
Something that has served me well when actually buying a car is to find what I want, then ask "Give me the BEST price you can on this. If you need to talk to a manager first, do it now. But, no counter offers. ONE price and if it's better than the others I have, it's sold. If not, I leave". And stick to it ! - Here's the thing, if a salesman says "THIS is our very bet price", then when you thank them but start leaving, THEN they say they may can do a little better, then they lied the first time, period ! It was NOT their best price after all, but they said it was. F-that ! Go several places, get ONE best price, then buy the best, most honest price you get. If those are still not low enough, don't buy it ! Why people play this game with sales people is beyond me. Doing this puts YOU in control and free from games and lies.
If you don’t haggle you’ll never get the best price. In this scenario, even the last place you went to probably still would have come down on their offer; you just found it acceptable
This doesn’t work.
I found this works. It’s just leg work. I end up saving thousands. Worth it!
I have had salespeople tell me "I have to go talk to the manager".
I replied "I'll go with you"
If they say "no" then while they're gone I walk out..
Nice, lol
I give that once. On top of my initial caveat of want to drive out in less than an hour.
My money, my rules.
Will do my best to be nice/polite and respectful... when it seems that a salesman is being rude, I've made it clear it's my money. NOT theirs...
@@user-lj5ri3gp5o I just had to walk away from a car I wanted be cause they were playing games and trying to waste my time. They tried that go see the manager bullshit. I told him while your back there explain to them why I'm leaving.
@@johnreed9050 for sure...
Too bad it has to be that way, but if you're being treated in a straight forward matter (truthfully with no "games"), it'd be so much nicer for all involved.
@@user-lj5ri3gp5o
The twist in this is that I've known the general manager of the dealership since we were in middle school. I've bought other cars from him and paid a reasonable price for them. I was shocked that he would pull this shitty behavior given our long history. I told him the deal wasn't reasonable and I can't accept it.
Always Thought The Manager’s Office was a bunch of people just hanging around the water cooler.
Thanks for confirming it.
I figure they go in and sit and watch tv for 15 mins then come back and continue the scripted sales pitch
It's not Jerry lundegard in Fargo.
When I purchased a Tacoma from a dealership the salesman said that he needed to speak with his manager and left us in his office. After about 15 minutes of waiting I noticed he left the intercom on and most likely was listening to the conversation my friend And I were having in his absence. We played it up once we knew we were bugged and suggested we should go across the street and see the Ridgeline at the Honda dealership.
The son is so sweet towards his father. I love watching this.
The son is very sweet. Lovely energy!
But father and son are apologists for an industry of organized crime.
The way I see it is if you start off at 35000 and end up at 25,000 you were initially trying to screw me out of $10,000.😡
It's called making as much profit as possible, no different than a home, furniture, jewelry or any other industry selling a product
@@chrisshields5448 and guess it depends on your integrity. A co-worker of mine sold an 80 year old woman a programmable Wi-Fi thermostat for $425 when all she really needed was a $60 basic T stat. Personally I think making as much profit as possible does have its limitations.
@@supernova5107 I have never even heard of that item. Everything has it's limits but it seems every other industry doesn't catch any flack for profit margins, if you know what I mean
@@chrisshields5448 yes I agree with you 100%. Capitalism is a beautiful thing unless it's allowed to run completely out of control. I'm sorry about the confusion, I'm in kind of a Hi-Tech mechanical industry. You have to admit though, as long as our so-called lawmakers allow for these crony capitalists rules it gives capitalism it's self a bad name. I think both you and I can agree that it really comes down to Pure human greed. I feel like if anything is going to destroy Humanity it's going to be greed. Thanks for the dialogue take care and stay safe.
That's a bit ridiculous and I've been in car sales for 12 years. I have never seen something like that, the internet and common sense wouldn't allow something like that to happen. What I always ask my customers, some of whom have been buying cars from me for over a decade is what is a fair profit we should make on this car. Most say between $1,000 and $2,000, some say $0 and I politely tell them that I wish to have a job 10 years from now and that if we make $0 profit on the products we sell this business would not be here 10 years from now. The customers that give me a fair number I write up on the spot no questions asked and no "extra" fees besides taxes and state fees.
He really hit home with me when he said it’s an “us against them” relationship. I have an inherent distrust of car salesmen and am on the defensive as soon as I get to the dealership. I’m fine with paying a fair price but I expect a fair price. The dealership has to make money, but not all on one sale.
When you get the feeling that buying a car is an adversarial situation.. walk out.. because it is.
since you have been the most honest and understanding commenter ive seen let me give you real advice on how to get a smoking deal on a new car with out all these BS tough guy tactics these numb nuts are sharing.. Every dealer gets its prices from manufacture depending on their franchise expected requirements. to some this up with out to much dealer politics, what that boils down to for the consumer is that.... smaller dealers who struggle to meet their sales quota for their franchise, toward the end of the year when new year cars will be coming in to stock, the smaller dealers will be willing to ignore profits just to make Quota numbers for cars that will now be previous year stock.. if you walk in to a dealer facing this prospect you will be treated like gold.. if the dealer makes quota and has extra cars anyways they will hold them at retail so no great deals will be had..
This is exactly why I only worked for a dealership once in my lifetime and I quit after I was able to see what was going on, then I went to sell used cars and I made double the amount of money that new car dealership made but I was honest with everyone and I had a customer base that continued to bring me their friends and relatives, plus i had fun, went to the casino and brought the customer to the lot and sold them a better car
I would convince the customer that it was me and him against the evil sales manager. Worked like a charm.
Ok but what about now… where production is hard to get because of COVID related delays?
I bought my car 16 years ago. It was such a painful process, I decided to keep this car as long as possible to avoid buying another car ever again. Hoping to get 5 more years out of this car 🙂
I'm in Australia and watched heaps of your videos, did hours of research and had my first challenge at negotiation for a 2021 Honda HRV today. Listed price was $31888AU and almost out of registration. l wanted window tinting, paint and interior protection and was offered $2000 for my 2009 Honda Jazz as a trade-in. Final price was $32000. I questioned the cost because of depreciation. I was told it's a whole new ball game now because it's harder to get new cars, so used cars retain their value. Therefore no budging on price. So after long pauses l thanked the salesman for working so hard for me, but l wanted a price closer to $30000AU. I walked away feeling satisfied and empowered. Tomorrow is another day. 😊
As a former BMW salesman I agree with this 100%. It was totally frustating running back and forth between the customer , sales manager and finance. I get that we want to make money but I always thought that if the process were simplier that the customer would have a better experience. Which in turn may have equated to the customer referring business to the dealership.
Yes, wouldn't selling cars be fun if we, I don't know, just made it easier for the customer? Here is hoping that in time we can bring about that change. Stay safe, Ray
Here is a tip: Bring a briefcase with lots of papers you printed out from all kinds of websites. And some bogus spreadsheets that look really busy. Spread them all out on the table and keep looking at them as you negotiate. When you start hitting a wall in your negotiations, start slowly organizing and collecting your papers and put them back in your briefcase. You will immediately see the look of panic in the face of your counterpart. You may also have to stand up while you are still talking. Trust me, it works like charm every time.
😂
@In Cognito.....that’s called The Takeaway. Traditionally, it’s the salesperson who does this, but, yes, this is effective. The art to it is not to do it in a huff. You make the counteroffer.....then SHUT UP. If that sales rep starts talking right away, you’ve got the upper hand. If they remain silent, they’re on to you. He’s applying the same philosophy. You wait a reasonable amount of time....a minute?....then start packing up. Do it calmly, without expression, or comment. If, when you’re done putting the paperwork away they still haven’t spoken, you’re done. Stand, thank them for their time, extend a handshake....and calmly walk for the door.
Always get to that point and leave. They will call back at the end of the month if your price made them any money.
In Cognito, I absolutely love that. Gotta practice that. Well done😁
Great now I have to buy a printer 🖨
I like to set the expectation early in the process. I give them a time limit of how long I’m willing to work on this deal. I walk in the dealership, meet the sales person and tell them, “you have an hour of my time”. Once that time is up, I go to another dealership. I don’t want to be there all day, because they’re trying to wear you down. During that hour, I remind them of the remaining time I have left. Take control of the situation. This is a good video with a lot of great advice
I'm glad there are others who feel buying a car is a painful process. I'm glad I'm not the only one who feels that way.
ALWAYS remember you can get up and leave....and don’t feel bad about doing it either.
Not if I have your ID or keys to trade in
I always leave. If they call me later and give me the number I want, then I’ll buy.
@@HXRMI Rule #1 for buyer: NEVER GIVE A DEALER YOUR KEYS OR CC BECAUSE YOU HIDE THE FACT YOU WANT TO TRADE IN UNTIL YOU KNOW THEIR BOTTOM LINE ON THE CAR YOU WANT
Oldest and wisest buying fact, ever.
@@CC_Marauder yes!
I had a new car salesman excuse himself to go speak to his manager at least four times. This was giving me a bad feeling, so I said to him "if you get up to see your manager one more time I'm walking out". He did and I did.
And how did that work out for you ..? Lol do you think you own … they don’t give a shit they will sell it to the next customer remember it’s ALWAYS , your loss
@@tomcurtin7558 Actually I didn't buy anything until the following year. So I won.
@@mschiffel1 they they sold that car to another customer for all the money
@@tomcurtin7558 Good on them...but not my money! hahaha!
@@mschiffel1 aholess like make selling cars rough you spent hours of person time to leave over some bs he or she has no control over smh
That’s why I got out of the car business after 21 years. I hate the process and the sales manager plays games to make the sales person run back-and-forth to the customer to try and get a higher price for the vehicle and make more profit. When the sales manager knew that he could have sold the car at the original offer from the customer but wanted to be greedy and make more profit which causes a lot of stress for everybody. That’s why I’m a firm believer that all car dealerships should have one set price at MSRP for everyone and no negotiating like what tesla does.
I just bought a car a few months ago and was reminded how despicable this whole process is. I was there for nearly 6 hours. For every little rebuttal I had, the salesman would disappear for 15 minutes talking to the manager. From where I was sitting I could literally see them laughing and bullshitting. Meanwhile I was left at the table. Dude didn't even offer me a beverage or a snack, which I think would have been a nice touch. If I didnt need a car that day, I would have walked out. I am also convinced they are deliberately keeping you there long to fatigue you mentally. By the time you get to finance, all you want to do is get out of there and its much more tempting to just say yes to anything
Words cannot adaquately explain how much I resent that game.
Every time I have bought a car, it has been like having a tooth pulled in below zero weather
Simple solution, walk out & don’t return their phone calls.
yeah, it's a big pain in the ass. only one time did one salesman make it easy on me but maybe it was just the timing.
I've been in the business for 12 years and always ask my customers this one simple thing. What do you think a fair profit for the store would be on a $40,000 product? Most people tell me $1,000-$2,000 and that's what I sell it for.
I never take more than 30 min to sell a car.
As a former car salesperson, I could never set foot again in a "haggling" dealership, to be abused, demeaned, and deceived. And afterwards be ridiculed by the sales manager and staff for the completeness my humiliation. Pizza for ALL!
I love your channel, guys! So interesting learning all about the quirks of the car sales world. In the past, I always just walked in, pointed to the car I wanted, told them to give me a price and I signed and drove, never really minding the negotiation process much. (obviously the dealers loved it when I walked out knowing they just sold a car at full price with no haggling!) But in learning about all the headaches they really shell out, I'm thinking I might just make them work a little more for that cheddar on my next car purchase knowing now how to spot the shady BS they pull! ;) But all in all, I love the content and the fun way you guys deliver! 👍☺
The only time a car deal goes smoothly is when you’re being a yes man and letting yourself get ripped off
The key in all of this, at least for me is, try never to buy a car based on emotion. It's an emotional purchase for sure, but even if you're trying to buy your dream car and you feel like you're not getting a good deal, be prepared to get up and walk out. If they want to sell you the car, they'll do whatever they can to make it happen. They mentioned here that whoever has control wins. If you do that, you're in control.
had this happen to us about 2 months ago. guy states "ill have to talk to my boss" after agreeing to our down payment. after going to the bank and getting the down payments, all of a sudden the boss says no, even after he had already verbally agreed. after some digging, i find out the "employee" actually was the boss, and flat out misrepresented himself while lying straight to us. business men have a nasty habit of totally misrepresenting themselves to screw you over. bring your lawyer with you when shopping for a car in North Carolina
Thank you for sharing your experience and knowledge. "The most I'll pay is the lowest you'll take!" is what I've said I the past. Thanks for the inside scoops. Bless your honesty. 😎👍
A dealership that done business with the family for years lost it when a finance guy told mom, no she can not sleep on it.
Keep your wife waiting out in the car. When the salesman makes his first counter offer, tell him/her to hold on "while you check with your wife," Oh, and be sure to point out that ALL your purchases are accompanied by a "Payment Origination Fee" of three hundred dollars.
@Maritn Bulnicki, Payment Origination Fee! I like that one! Brilliant!
Funny. That Payment Origination Fee needs to fluctuate to match whatever bs fee the dealer says can't be removed but can be (we know what's removable these days).
Except, that’s usually not how it works and most people know that’s a lie. The person that stops in usually is the one who controls the deal.
Oh that's VERY good. I have never paid fees, only charged them. I just had a dealership call me and wanted to buy my car, but I had to go to them. Really? Ok, I'll go. My fee is $400. Noone has many cars in the lots these days and mine isn't one of them
I love the relationship with these 2 guys. The father cracks me up. Great job all the time.
I really love the wonderful relationship between dad and son in this channel. May God bless both of you. An epitome of great upbringing and respect.
Watching you and videos like your gave me the confident and knowledge to buy a car yesterday and I got a better price than my own bottom line. Thanks guys
I love the exchanges between father and son. After my dad being retired for many years, he now talks freely about his career. Something I never heard growing up. Thanks!
You two are sweet and heartwarming! Thank you for all the valuable information you provide!
On a busy day, the sales manager does not have time to deal with everyone; that is why there are sales people. I sold cars for 12 years, and I was seldom given the opportuinty to make decisions, this would have been a big no-no, as I simply did not have the computer in front of me and know the margins. The few times I made a call and shook hands, was when I knew that I wasn't going to lose us money.
Having control of the deal is one thing, having control over the numbers is another. The 'deal' is about getting the sales price on the car, and not losing gross, the gross is usually known by the sales manager, not me. I was told by my first manager ever, "You are not the asshole, you are the frontline worker...I am always the asshole, as the manager, I have final say, not you."
When I went to the sales manager, I was doing a few things. I was respectfully doing what the customer asked, I was trying to close a deal and make money, and I was trying to get a deal for the customer to make them happy and earn their trust and respect so I could get referrals and repeats.
You can rip some people off and make a cheque, but if you want long-term success, you need to earn people's return business. You don't get that when you screw people over.
This discussion was excellent. I found your channel a few weeks ago, and have enjoyed many videos (including past performances). The loving, respectful rapport between father & son is a joy to watch. Thanks.
I appreciate the honesty and I too hate the thought of having to deal with someone who can’t just come out and say I do the deal without having to talk with this one or that one . Give your best price and go with it.
The “talk to the manager” has been going on since the Model T. Salesman used to take your keys for a test drive and not give them back. Ten years ago they did that to a friend,retired policeman, that worked until he called 911 and they were ready to give the new car away after that.
Very good presentation of the process behind the scenes. I used to be in the car sales business for a really large, and well known dealership. And everything you shared is spot on.
I firmly told the sales person up front I will have a hard stop in an hour deal or no deal and bring the manager out now, that worked for me and got the deal done in an hour
What do you think a fair profit for the store would be on a $40,000 product?
@@note313 as little as possible. Do you pay full MSRP when you buy a car?
I offer a fair price and tell them " Give me a yes or no answer, if it's no, no hard feelings I appreciate you being honest and will still consider their dealership in the future." We always reach a conclusion in about 20 minutes.
I think that's what I'll do the next time, if there ever is one. No way I'm ever spending the entire day to buy a damn car. It's ridiculous how long it takes.
I just discovered your channel a few days ago and have been doing marathon viewing of many of your videos. Ray is "dead on" with his depiction of the dysfunction that continues to permeate the auto buying process for the dealership and the customer. And certainly the sales manager wants to maintain control to squeeze as much money from the customer as possible.
At interval 8:00 Ray talks about the analogy of getting the customer to commit. I totally agree of being on that precipice, the sales person wanting me to commit, and I think if I say YES I will fall into that helpless abyss of paying too much. Keep up with the wonderful, informative videos.
Ugh! My Dad was in the business for 47 years and we were partners in a used car lot in the early 80's in Norfolk and EVERYthing said in this video is spot on. The nonsense made me hate the biz and I sold out after two years. A refreshing perspeciive from the YAA crowd - and yes Carvana and Zoom are new wrinkles on some old problems - nothing more.
I just bought a car from a dealership today, I honestly had fun negotiating and think I got a great deal based on a lot of research. This channel has helped a ton to be equipped
I love the father/son relationship. I miss my dad. It's a beautiful thing to have a harmonious business relationship together. Thank you for the advise, too.
I walked in like a boss and said I want that red Hemi Dodge Charger
Salesperson - awesome let’s go inside and do some paperwork and I’m sure I can put you in that car
Me - what paperwork? I already did the homework
You paid $48,000 for it
You want $54,500
I’ll pay you $51,000 cash now
Salesperson - Aww sorry that’s not how this works
Me - oh ok( walking away)
Salesperson- WAIT WAIT let me get my manager and we can talk
Me - I’m done talking
Want my money? Or you gonna leave money on the table??
Four hours later I walk out
With absolutely nothing
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Because they can sell that car to someone else for the price they are asking for it. Dealers are not that desperate for you business, especially for a coveted car like that.
Just ran across this video, thanks for the info.. but mostly I love that this young man has such respect for his Dad to get his experience documented
I love the obvious bond you have with your pops. (My adult daughter (39) also refers to me as pop/pops and even padre, as she has since early high school.) 🙂
I’ve never sold cars but have been in sales all my life. This is what I have to say about sales. Sales is a game and if you learn how to play the sales game you will be very successful. One more thing is that the best salesman are not those who are fast talkers 😂 the best salesman are the best listeners. Read that again the best salesman are the best listeners. Thanks for your info
BS "best" for whom.. the dealer or the customer.
@@jeffhildreth9244 A car sales person is never best for the customer. If you, as a customer, leave thinking the sales person did best for you, you can be sure of one thing. You paid too much.
You know you’re getting old when you are no longer nervous when you walk into a dealership
You're 100% right. Everywhere I worked the younger guys had their hands held by the sales manager. As a veteran salesman, I would walk into the office grab the file (invoice and other info on car), touch desk( inform the SM of the situation) and then work the deal by myself. In a difficult negotiation, I would say I have to talk to the manager then go to the lounge grab a drink, and then come back.
That’s funny, because just this past weekend I was at a NY Dodge dealer where the salesperson visited his sale manager over a dozen times. Thanks to watching your videos I almost has fun trying to negotiate on purchasing a 2022 Durango with the packages that I wanted. The dealer messed up on 3 things. 1, The vehicle that I wanted was yet at the dealer but in route, so the salesperson tried to get me view a much more expensive car. 2. They low balled the value of my suv leaving my no credit to use for a down payment for any new car and 3. Because the car was not yet at the dealership the sales manager refused to apply all of the advertised rebates. What a sham.
My GM once told a customer: we want to make as much as possible - you want to save as much as possible... somewhere in between there's a deal. I thought the was pretty straight forward.
True story and worthy of a bit more time to try to close a deal. The buyer still needs to know all the dealer tricks. That statement is a trust earning salesman tactic. No doubt.
I was so glad to hear you say how much people hate buying cars. I get anxious and angry just watching your skits, even though I have learned so much and feel so much more empowered for my next purchase. All I can think of is how much I have been taken for over the years. Love your videos!
Every time I purchase a car, it seems the dealers have new tactics to cheat customers. No matter how much I learn from each experience, I never feel prepared for the new things they throw at me.
A couple of years ago I was at a dealership collecting a car I'd bought the previous week. My salesman was out on a test drive so I was shown to a seat to wait.
There was a couple buying a car at a desk with a salesman a few yards away and I was kind of earwigging the conversation.
The couple seemed to be having trouble agreeing a price and I heard the salesman say "Lemme go have a word with my manager."
He went away to a glass sided office in the corner. Although the couple couldn't see him, I could from where I was sitting.
He got a cup of water from the dispenser.
He had a laugh with a colleague.
That was it. He then strode back to the expectant couple waiting to hear if the manager had said "yes"...
(UK)
Love this video. Nice chemistry with father and son too. Thanks for the upload
This is why I only buy cars when absolutely necessary, then let that dealer do warranty work. After warranty, I take it somewhere else for maintenance and repair to screw the selling dealer. Now that I learned dealers make money on warranty work, I'll take my car somewhere else for warranty work too. Love your channel and hate car dealers.
That's all the service department is for, really: Warranty work. Dealerships would really rather not have them, but are forced to by automakers. They drain profits, even in the best cases. Tools, equipment, parts inventory, wages... They almost never pay their own way.
Thank you both for this content!!! You sir, are a man among a trade of children.
What a sweet serene friendship beyond being related. Sweet family. it’s so great to witness.
This is the first time watching. I’m looking to buy a used car a Kia Note and have no one in my life to guide me in which direction to look.
I know what cars I think look nice & cars I wouldn’t be embarrassed to drive but beyond that
I only know how to change a tire and change the oil & charge a battery.
I’m hoping as I continue to watch you can point out what to look for.
I also don’t want a Dealership to rob me blind.
Since COVID-19 EVERYTHING HAS COMPLETELY CHANGED!
So after I watch several of your videos I’m hoping to feel a little educated on what to buy.
Watching from Bakersfield, California.
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Hi, my name is Suchart in Thailand and have been in the auto industry almost my working life. Your shows has really been the best I have seen for the time. It is very interesting that how difficult it is to buy a car new or used. Here for an American would be surprised at how much easier to buy car.
There are no options to add one fixed price for each model. Pricing is the same every dealers offer in new car and used cars are being sold to the brand apporved used cars dealers. Its a much different world here. Please continue to provide the factual information to the prospecters in pursuing a car. Lastly I admire your father for the the work ethics while he was managing the dealerships. Looking forward to your next program.
Suchart Charangnuwat we call that price fixing and it’s a very uncapitalist move.
@@wlonsdale1 It's called consumer-thinking regulation, Walt. There's nothing to be proud of having capitalism stick it's finger where it doesn't belong. Nothing is good about governments failure to keep it's consumers in mind when passing regulations that enable dealerships to abuse customers.
After the customer gets the price they're comfortable with, they get to deal with the finance person and their bag of tricks. Especially if they did a good job haggling, now finance is compelled to increase the dealers profit.
ughhh....I think this just happened to me..after getting the price I wanted for my car...then go do the finance paperwork....and he talked me into pre-paid 3 service for the next 30,000 miles....I prolly overpaid....idk....it's so frustrating...they are very good at persuasion!!!!
Finance part is the best part because you just need to flat out say upfront NO to everything that spews out their mouth.
@@coffeefirst3127 yup... financing a toyota service plan, never again. I've learned but apparently I missed this lesson.
I sit quietly in the finance man's office while my wife (works at a law firm) reads ALLLLLL of the print on EVERRRRRYYYY page.
My wife and I bought the 2021 Highlander Hybrid for my birthday. We negotiated down the price, then had to deal with the finance guy who tried to sell us everything. He tried to sell us tire warranty, and I said, "No. We don't need it." Then he did what most salespeople do: tried to play on my insecurity. "Well, what if you ride over a nail and need a new tire." I said, "If I ride over a nail, I'll just patch the tire myself." "You mean with Fix-a-Flat?" he countered. To which I said, "That's not patching a tire. I actually pull the nail out, file the hole, thread the patch, douse it in liquid rubber, then plug the hole." His eyes were wide. He stopped offering the warranty. Besides, it's cheaper to get warranty from the tire shop. I can pay $45 per tire one time. And, as long as you stay with that brand, if anything happens, they'll replace the tire free of charge. You buy the dealership warranty, it's tacked on to your monthly payments. No thanks.
Thanks guy!! I just closed my first sale last night with all of your useful information. I was able to get a great deal with all the information from your videos. God bless y’all!
I’ve taught my kids to negotiate a great OTD price and to never become emotionally attached to a vehicle until the paperwork is done. That takes good research and the realization that the dealer is not your friend. We also warn them that the closing paperwork must be done in minutes with no added products.
Thank you for pulling back the curtain on all this back and forth nonsense that goes on at the dealership! That is why people dread walking in to the showroom!
In Portland Oregon, there's a particular car dealership with a mirrored wall in the showroom. When my sales guy went back to 'talk' with the manager, the sun was just going down and the dealership turned on the lights in their lunchroom, behind that mirrored wall. The conditions were just right for me to see my sales guy 'talking' to his manager. Which turned out to be my sales guy passing a football back and forth with some guy who just finished his lunch. Oh well.
We love you, dude. We love the way you talk to your dad with respect. It's beautiful to watch
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Always good to get that insider's knowledge on the interworking's of the business.
OK enlighten us.
I love the father - son format feels a bit more personal and makes me trust your words more, thanks for the advice and please keep it up.
Thank you. Stay safe, Ray
1st of all I want to say how wonderful the relationship is that you both have. I just found your channel and the information is priceless, the content is professional and to the point. I agree with many that I hate going to car dealership and spending my day there going back and forth with price. I remember a time when I went to a Ford dealer that my family used many times and I told the salesman if you start playing games with price and start going back and forth to the manager office I would walk out. Well he started doing that and guess what? I walked out and before I new it, here comes the sales manager yelling my name asking me to come back inside. I told Joe the sales manager you know what I do if you start playing games with me and he replied I no. We purchased many cars over the years from Joe so he new our family. Thanks again for all your hard work and the great content you provide on Caredge 😊
As an ex salesman who sold hundreds of cars and trucks, I can honestly tell you I never ever had a customer haggle over price. Reasons:. Overcome objections. When you Overcome objections, you have a chance at selling anything. Sell the car outside. How? Ask close-ended questions to get 'yes' answers (example:. "This car has a lot of power, doesn't it?") You need many yes answers. Don't ask open-ended questions. 'Close' the deal on the test drive. Open the dealership door for the customer, fill out the paperwork efficiently, and stay with the customer until the Finance agent is ready. Get the car detailed at this time. After customer is sold, take them to their ride and thank them. Now you know which salespersons to stay away from! Slick, slick, slick.
The best possible move:
Decide what you want and tell them you are going to three dealers and will buy from the one that gives you the lowest price.
ONE shot, no negotiations.
I did that, the salesperson called me a week later and I told them I bought from another dealer.
They asked why, and said they could have beat that price, and I told them they didn't, and I told them they had ONE shot.
Don't play their games; I'll buy from the dealer across the city or across the state if I will pay a dime less.
Do all negotiations on line with multiple dealers. No reason to go into a showroom to negotiate price.
You will waste money one fuel to save a dime. Won’t be taking your tips to the bank
@@jarryd405 right but a town or 2 away would be what , maybe $40 - $100 TOPS in gas? I'd say that's obviously worth saving a $1,000- $3,000 on a vehicle.
You can call all over the country now to get the lowest price then bring a quote to your local dealer. See if they can beat or match it.
Squeeze them most dealers squeeze people every day
If told that, I've said, "look I'm the top guy in my organization, I need to see the top guy in yours. If he's too lazy to come out here, I'm gone. Get him out here now".
I've often walked.
Never give them your car keys.
Negotiate as if you are financing the car, then (if you can) pay cash. I've done that and them losing points on both ends really irritates them.
Sadly, they are nowhere near as smart as they believe they are.
You are a Karen.
@@widewatching338
Huh! And you must be a car salesman.
I am actually doing a study on adversarialism in the workplace and business, this is a goldmine of information and examples! We've been told by people like Dr. W. Edwards Deming (the "Father of Quality Control") for decades that adversarialism doesn't work anymore, we have to cooperate and serve everyone. Instead of fighting against the customers, why not work together with your customer? Instead of competing against your coworkers, why not support each other and make the work easier? Cooperation is the future, fighting with people wastes so much time and energy
The “us vs. them” really hit me hard in my year as a RV salesperson. I like people and my goal was to get them into the best RV possible for their needs but clients always came in with an adversarial attitude thinking my purpose was to screw them out of money. The fact that they wouldn’t believe I was on their side made it draining. As I explained to people, I can’t build a career selling you one RV, I build my career by selling you this RV and making sure the experience is great so when your needs or circumstances change, you come back to me for your next one…and the one after that. I couldn’t hack the inherent lack of trust, when all I was trying to do was help.
The whole this is why we cant have nice stuff comes to mind
Once went to look at a car about 2 hours from where I live. Test drove it and I did like the car.
I went to the office and they already had paper work and was asking me how I would pay and other such stuff like we already agreed I was going to buy it.
Then I asked them what we can do about the price. They told me that it was marked as low as they could and couldn't go any lower.
I said ok, goodbye and left. They looked dumbfounded. I guess they thought a person who drove 2 hours to look at a car was an easy sell.
I mean what if they really couldn't do much lower lmao ? How long was it on the lot ?
These videos are awesome :)
I try to think of dealers as people like me, and just doing their job. But I’ve had a couple steal my $40 and $60 deposit, and another trying so hard to force me into making a “Fully refundable” deposit over the phone on a car I haven’t seen.
So I guess it’s easy for me to imagine a sales manager as a shady greedy person.
I prefer to negotiate a deal. Following your advice lets an educated buyer to get a better deal than a "no haggle" price. The best deal is made when you are willing to walk out the door. I've had a sales manager shout as I pushed on the exit door - you've got a deal! I've also walked out knowing I found the floor and called back a few hours later accepting their last offer.
Keep in mind, dealerships make a ton of money (most of it) through the service department. That's where the real profits are that sustain dealerships. New car salespeople generally get a very small percentage called "flats" if they sell a car. It's not much. Used cars, depending on the markup, salespeople get a bunch of commission off those sales.
I love when the salesman goes to talk with the manager it gives me the chance to get up and walk out.,if he cant make a decision no need to stay.
I've been in car sales for 12 years. What I always ask my customers, some of whom have been buying cars from me for over a decade is what is a fair profit we should make on this car. Most say between $1,000 and $2,000, some say $0 and I politely tell them that I wish to have a job 10 years from now and that if we make $0 profit on the products we sell this business would not be here 10 years from now. The customers that give me a fair number I write up on the spot no questions asked and no "extra" fees besides taxes and state fees.
@@bill_the_butcher I work at an Infiniti Dealer in NJ. If you would like contact info just pm me. Thanks.
You and the customer are obviously ignorant. Good luck.
So well said. Bought a car yesterday and wasted hours to ultimately get to a price that still left me feeling like I could have done better. So it leaves me unsatisfied and less happy with my purchase.
I truly despise car dealerships that aren’t flat price and I look at dealers and salespeople with total disdain. All they are trying to do is figure out how much they can rip me off.
This guy's dad is one and only sales manager in the country with a heart of gold. 🙄
the last dealership i dealt with was excellent. i've had two really good experiences in my life. i get sick of the back and forth nonesense. i can do the math myself. i just tell the sales guy now to bring the manager over and talk with me rather than wasting time.
I love your relationship with your dad. I wish I was this close with my own dad.
As a former salesperson (that is still friends with my manager at the time from working in the business 15 years ago)- I can tell you that deciding what to eat for lunch and talking about where we are getting drinks after work is the MAIN discussion going on. Sometimes we would talk about the car deal before I would go back out and just say the same thing I had already said.
Exactly!!!!
What is your point with this comment? That you lie so openly that it leads to honest discussions with your friends?
@@Fastdonkeynads I mean. Reading comprehension is a thing. But I would ask...what is your point with your response keyboard warrior?
and no. no one lies. Especially. car salespersons. Go buy a car! You'll love it.
@@Fastdonkeynads Where was the lie? The salesmen say they're going to talk to their manager, they don't necessarily say what they're going to talk about. Next time, read and understand before firing off your keyboard warrior response
At least you’re being honest. But most consumers already knew this.
Pro tip: When the salesperson goes to 'talk to the manager', don't be the patsy and sit in the office stewing for ridiculous time, take a walk... edge toward the door... walk the lot... hint to the salesguy that "although you really want the car, you're really hungry / gotta phone the babysitter/brother/mother".
I remember the time I traded in my car for a new one. Dealer thought they were getting the better of me by a grand or so. Did not pay that much attention to my trade-in and it was a dark night. Called me up a week or so later and asked me why I didn't tell them about the dents in the fender from the wife running into a cart at the grocery store. Told em, huh, I would have hoped you looked at the car you were buying for such an obvious issue. I assumed you knew about the car when you looked it over. I also found it effective to bring my 3 year old with me and get her an ice cream cone on the way in and proceed to let her crawl all over the cars in the showroom. Amazing how fast I put that deal together. I would also tell the sales guy they got one trip only to go see the manager, after that I would leave.
They should engrave on your tombstone, "Legendary Car Buyer."
Things that never happened
Great Channel guys. Me as a father of 3 boys love your relationship as father and son .
Agree here, fortunate family.
I went to purchase a "slightly" used Cadillac sedan, worked out the numbers which seemed too easy of a sale. Left with a smile, but when I got home, I noticed an issue with the stereo. So instead of drive 70 miles back to the dealer I purchased the car, i took it to my local Cadillac dealership. After waiting for about 30 minutes, the service writer came to me and said I have some bad news....The radio was just the start, but what she told me was, the body had been 70% repainted on the lower half. The body shop manager walked me through it and showed me that there was a big issue here. I took it back to the dealer I purchased it from and was able to get my money back. They played dumb to the issue. Go figure. But, the dealership I took it to was honest and made me a great deal on another Cadillac that they first could not move on.
good points, 20 years ago people bought a new car every 3-5 years, now it averages 8.4 years.. Dealers are making it uncomfortable to buy new cars, so people are buying them a lot less. I am interested to know if dealers are aware that the more they push the customers the more the customers are waiting longer to buy a new car.
I don’t know how this was in my mentions, but that tactic never worked on me on all of my deals. I just bought my wife a G-class Mercedes and got the deal what I wanted was because I know my worth. Basically my credit is almost 800 so all the bs you can keep that because I can leverage my money and credit else where. I told one salesman that was trying to pressure me into making compulsive decision that I’m not good with that offer and this is my final offer. The salesman told me that he can’t do it at that price and I told him that’s cool I’m going down the road and get it for that price. He then said this the best price from all the other dealerships and if you not going to buy it now you are going to get screwed. I then said YOU NEED TO SELL IT I DONT NEED TO BUY IT!! He then looked confused and I said it again and left. Two days later I came back to the same dealership I pulled up in my vehicle for the price that I wanted and turned around and got a better deal than what I initially wanted and that salesman was shocked and I told him he could’ve had that commission.
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