Some used car dealers have a reputation for stretching the truth, but they’d struggle to come up with some of the whoppers customers invent to get what they want. Whether it’s trying to score a better deal, hide financial struggles, or bluff about knowledge, many buyers think their fibs will fool salespeople. However, seasoned car sales professionals have heard it all—and they’re not easily tricked. Here are some common lies that buyers tell – and why they rarely work.
“I’ve Done All the Research”
Some buyers think claiming expertise will give them an edge, but most haven’t covered all the bases. Salespeople can spot gaps in knowledge, so instead of trying to outsmart the dealership, it’s better to ask questions and engage in open dialogue. A collaborative approach usually results in a better deal than pretending to know it all.
“I’m Just Looking”
While it might seem like a casual comment, this comes across as a stalling tactic. Sales professionals use their experience to gauge your interest and aren’t deterred by this claim. Shoppers love to say they’re just browsing, but most walk onto the lot with a specific car in mind. Being upfront about your intentions can save time and lead to a smoother buying process.
“I Have to Talk to My Spouse”
This is a classic negotiation stall. While some genuinely need input from their partner, others use this line to avoid making a decision on the spot. Salespeople know when this is just a tactic to escape pressure. If you need more time, honesty works better than deflection.
“I’m Paying Cash”
This is bound to backfire because salespeople want you to take up a financing deal – they earn commission from loan agreements. Claiming to pay cash doesn’t necessarily mean a better deal, and seasoned salespeople recognize it as a bluff if you’re hesitant to commit.
“I Have Another Dealer Offering Me a Better Price”
This is a classic bluff, but it’s easy for the dealer to verify. Salespeople simply ask for written proof or run the numbers themselves. If the claim isn’t legitimate, it can backfire and hurt your credibility. Instead, focus on negotiating based on your actual budget and priorities. It builds trust and leads to more productive discussions.
“This Is My Absolute Budget”
Buyers deliberately lowball their budget in the hope of negotiating a better price. But experienced salespeople know that budgets magically stretch once the right car or financing deal appears. They can spot the difference between a firm limit and a strategic bluff. Be honest, as it’s usually the best way to get what you want. If you’re upfront about your budget’s flexibility, you’re more likely to get the deal you want.
“I’m Not Interested in Financing”
This statement is made in the hope that it will push the dealer to lower the price. But dealerships know the value of financing options and often use them to sweeten the deal. Salespeople see through the act, especially when a buyer is interested in monthly payment plans. Consider financing – it might lead to unexpected savings.
“I’m Trading in My Car Elsewhere”
You pretend that you’ll handle your trade-in separately, thinking this will prevent the dealer from lowballing the offer. Salespeople know from experience that convenience usually wins out and buyers circle back to discuss trade-ins. Being upfront about your trade-in intentions lets the dealer offer a more accurate evaluation from the start. It’s not a secret that playing coy about it rarely results in a better outcome.
“I’m Not in a Hurry”
Salespeople can read body language, tone, and follow-up actions to gauge urgency. They know that buyers pretend to be indifferent about making a purchase, hoping it will pressure them into lowering the price. If you’re already on the test drive, they know you’re serious!
“I Can Get This Car Cheaper Online”
It’s a waste of time using online prices as leverage because advertised prices often exclude fees, warranties, or added features. Salespeople are well aware of these discrepancies and can counter the argument by highlighting the value they provide. Instead of bluffing with incomplete information, focus on what matters to you in the deal.
“I’m Only Interested in This Car”
Dealers know that stubborn buyers suddenly become flexible when they see better deals or alternative models to their original choice. Keeping an open mind and discussing a range of options can lead to surprising savings or upgrades. Salespeople appreciate realistic buyers who are willing to explore.
“I’m Not Trading Anything In”
Most dealerships have appraisal tools and often assume a trade-in might be in play. Hiding your car until the end of the deal will only complicate the negotiation process and may not result in the value you expect.
“I’ve Already Been Approved for Financing”
You’re not fooling anyone by claiming pre-approval. It’s a popular tactic to sidestep financing discussions, but salespeople know pre-approvals can fall through or be conditional. They’ll often double-check the details to ensure everything aligns. If you’re upfront about your financing situation, you can avoid delays and confusion and in the end, everyone wins.
“I’m Not Worried About the Monthly Payment”
Dealers know that most buyers care deeply about affordability. Some buyers focus on the sticker price and act as though monthly payments are irrelevant, but this bluff doesn’t hold up once financing options or payment plans enter the discussion. Just explain your financial goals to the dealer, as it will allow them to tailor options to fit your needs.
“I Don’t Care About Features, Just the Price”
Pretending to prioritize price over features only lasts until the test drive. Every buyer wants comfort, safety, and extras once they see what’s available. Salespeople know when buyers are angling for a discount.
“I’ve Got Another Car Waiting for Me”
It’s a waste of time pretending you’re ready to buy a car elsewhere, because it’s a fib canny dealers have heard hundreds of times before. They can gauge your sincerity by the depth of your questions or level of engagement with the current offer. As is most often the case, empty threats rarely result in better deals.
“I Can Walk Away Anytime”
The ultimate poker face in car buying is claiming you can leave the deal without hesitation. But experienced salespeople know all the moves. They can read between the lines and sense when you’re bluffing. If you’ve invested time in negotiations, taken test drives, or revisited the dealership, they know you’re serious.