Pat Goss' Tips & Expert Advice

Used Car Sales Tactics

If you don't do your homework before you go online or to a car lot to look for a used car, you will be at a significant disadvantage. The seller, whether it's a private party or a professional sales rep, will likely try certain tactics to get you to buy a car. If you are aware of these strategies before you search for a car, you can avoid buyer's remorse later on.

A professional salesperson will likely try to play on your emotions. Once you see a nice looking car with some fancy features, you might start imagining yourself in it driving down the highway. But, keeping your emotions out of the sale is a wise idea. A salesperson may also try to make you feel guilty by saying something like "I might lose my job if I don't make this sale." If you give in to feeling guilty, you have just lost your ability to strike a good deal. A sale person might also try to delay the sale so you end up tired and stressed. Possess an air of confidence when dealing with this tactic by getting up, walking around and looking at other cars.

If you are negotiating with a private seller, be cautious if they give way on the price too easily. They may be trying to unload a bad car. Keep any discussion you have over the phone, in person or online focused on the vehicle for sale, not other personal information. Be concerned if the seller uses the words "honestly" or "truthfully" too often.