The salesman will avoid at all costs saying anything negative to you on the lot. With this in mind, there are 3 questions most car buyers ask that will almost always lead to a negative response. The salesman has to answer these questions vaguely. He won’t necessarily lie, but he will not tell you the truth.
The Question Salesmen Hate On The Lot
© 2009 - A.M. Barrett
This article is a preview from a section of the first chapter of “Inside the Mind of a Car Salesman.” This section is covered in much greater detail in the book, but I’m going to show you one of the three questions a salesman will always avoid or answer with vague promises.
One of the Three Questions
Monthly Payment Questions
| You | [Want a "Yes"] | “Can I get this car for $160 per month?” |
| Sales | [What he's thinking] | “I don’t know what planet you’re from, but on this one, you can’t buy a $45,000 car and pay $160 per month!” |
| Sales | [Softener + Comfort] | “That’s a great question! We are going to give you an excellent deal on this model today” |
| Sales | [Make up a story] | “We’re coming up on the end of the month and my sales manager is ready to move this specific model off the lot for a new shipment coming in. You will get a great deal!” |
The salesman's goal is to get you inside the dealership. He'll make up any story that's not a flat-out lie to push you to that step in the process.
In the book, "Inside the Mind of a Car Salesman," I analyze everything a car salesman says to this degree - line by line. When you're done reading you'll understand exactly why salesmen say waht they do.
SalesmanX Recommendation
Read "Inside the Mind of a Car Salesman" to understand every step of the car-buying process. You'll gain insights into everything a car salesman says and does to send you home in car. After you read the book, you'll feel more confident in all phases of the process.
