Eliminating the Most Overused Sales Tactics in Auto Dealerships

Auto dealerships, like any other business, are prone to using a variety of tactics to gain an advantage over unsuspecting customers. However, some of these tactics are not only overused but also ethically and legally questionable. In this article, we will discuss the most commonly used yet highly misleading sales tactics in car sales and why they need to be eliminated.

One Dollar Over Invoice Price

One of the most prevalent and blatant sales tactics in car lots is the use of the phrase "one dollar over invoice." This phrase is often used to create a false sense of value for a vehicle or an add-on purchase. The implication is that the customer is getting a vehicle at a significantly reduced price, as the additional cost is only one dollar. However, this is not the same as one dollar over the actual cost of the vehicle or the add-on. In reality, the dealership is using this tactic to hide the true cost of the vehicle or the add-on from the customer. This tactic is not only misleading but also unfair and could even be considered fraudulent depending on the jurisdiction.

False Advertising of Credit Application Acceptance

Another common sales tactic that needs to be eradicated is the false advertising of "all credit applications accepted." Many car dealerships will put this statement in large, bold letters on their advertisements or websites. However, the reality is that not all credit applications will be approved. In some cases, the dealership may require the customer to have a pre-approved credit application or even a specific credit score to qualify for financing. This practice can be misleading to customers who are not aware of the specific credit criteria and can lead to frustration and disappointment when their application is denied.

Extensive Time Waste in Waiting Areas

A third unethical and overused tactic is taking potential customers into an office and making them wait for an extended period of time while the dealership pretends to be negotiating a better deal for them. This tactic is designed to create a sense of urgency and pressure on the customer, making them feel like they must make a quick decision to get a "better deal." In reality, the dealership is using this tactic to wear down the customer's patience and make them more likely to accept a less favorable deal. This is not only unethical but also unprofessional and can damage the trust between the customer and the dealership.

Deceptive Use of "Base Price"

The term "base price" is another common sales tactic used by car dealerships to get customers in the door. Many dealerships use this phrase to imply that they are offering the cheapest available model or that the "base price" is the starting point for all negotiations. However, in reality, the "base price" often includes additional fees and options that are not included in the true cost of the vehicle. This practice can be misleading and make it difficult for customers to compare prices and make an informed decision.

Conclusion

Dealerships have a responsibility to their customers to act in good faith and provide accurate and transparent information about the vehicles and services they offer. Unfortunately, many dealerships continue to use these overused and deceptive sales tactics, which can harm customer trust and satisfaction. As consumers, it is important to be aware of these tactics and to do your due diligence before making a purchase. As a society, we need to work together to eliminate these harmful practices and ensure that car dealerships operate with honesty and integrity.

Keyword List

Keyword: sales tactics, car dealership, consumer scams