Selling cars is one of the highest stress jobs in the sales industry and people who venture into this part of the sales industry need to have an ability to read people and understand them extremely well. The pressure to perform in a world where your entire income has to do with the commission you can earn through the sales is extreme. While most salespeople will not intentionally lie to you, those that sell cars have received a bad rap over the years and they do use some tactics you might not be aware of to help you find the right vehicle to buy.

Knowledge is Power –When you have your smartphone in your hands or you’ve done some research to understand the vehicle you’re considering, it’s easy to walk away if the deal you’re offered isn’t what you know is fair or exactly what you’re looking for. An informed customer is one that salespeople can’t offer a deal to that benefits the business more than the customer.

Reading Your Actions –Salespeople can often read your actions which includes items such as where you park on the lot and how much gas is in the tank of the car you drove to the dealership. If you park away from the building you show that you’re not confident in the ability to negotiate and if your tank is empty that tells the dealer you’re ready to buy.

Take a Friend Along –The friend you want with you during the purchase of your vehicle is a naysayer. This person is the enemy of the dealer because they will help protect your interests and bring up things that you might not think of, which causes the salesperson to do more work and help make sure you get the car you want, making this person your best weapon.

Puppy Dogging –This is a tactic that sounds like it’s in your favor because you get to take the car home and enjoy it overnight, but once you show it off to your friends and family you’re hooked and will likely buy that vehicle. The salespeople at the dealership know this and use this tactic to their advantage to help you makeup your mind about the vehicle.

Straight on Both Sides –If you enter a dealership with realistic expectations of what you’re going to be able to afford and what you want to buy the salesperson will likely help you find what you’re looking for. If you act hesitant or shady on your side of the table, you can’t expect the salesperson to be able to bring you the results you’re looking for.

Product Rotation –It seems to be a weird science but the reality is when a dealership moves cars around and shows you a different look, customers begin to shop for a vehicle. Whether you think something is going on at the location or you just see something that’s different from what you saw the day before, this movement creates action and sales.

The Deals Might Not Be for You –If you have poor credit or you see deals offered you need to read the fine print of what’s being sold. There are typically qualifications you need to meet in order to qualify for the sales offered. Find out what you qualify for before you head to the dealership, some salespeople might use the fact that you’re ready to buy to their advantage.

Dealership Code Words –You could hear a dealer use the term “one-legged shopper” or “up” or even “ghost” during the sales process. These all mean different things and help the sales team know what each person is dealing with. A “one-legged shopper” is a person who is shopping without their spouse and likely won’t buy because they need to check with their other leg.

The Manager’s Office –Sometimes when a salesperson takes your offer to the Manager’s Office they are actually asking for better ways to make the sale turn in their favor. This may even involve a new salesperson who will come out and begin to work with you. Don’t worry, this is just part of the negotiating that’s normal during the purchase process.

Income Restrictions –The average salary for a car salesperson is $31,000 which isn’t anything to sneeze at, but it’s certainly not enough to support a family. The salary of a car salesperson is based upon how many sales are made and the commission offered on the vehicles. If no sales are made in a week, no money is made by that person.