Dictionary of Car Sales Jargon

I have been battling the car sales wars--sparring with car salespeople, trying as we all do to get the most car possible for the lest amount of money. To be fair, I sold cars for 11 months, so I know it's a tough way to make a living, especially in the current economy. I didn't survive; I lasted 11 months before being handed my pink slip. The dealership expected me to sell 10 cars per month; I was only able to average 7 per month. (That was back in 1992)

That stint in car sales, plus my experiences purchasing vehicles over the last 40 years or so compelled me to crfeate this little dictionary or guide to cutting through the bull. My Jargon Translations are in bold italics.

1. What kind of car are you looking for?

What do we have in our current inventory that we might be able to pawn off on you, whether or not it meets your needs.

2. How much are you looking to spend on a car?

Give me a figure to which I can add a thousand or two and sell you the car that gives me a better commission.

3. Did you have a monthly payment in mind?

I should be able to add $75 to that and sell you the car that gives me a better commission.

or

I can fit any car into that monthly payment if I extend the term long enough;

4. Would you like to drive this car home to show your spouse?

If we can get your spouse hooked on the car, then the two of us can gang up on you until you fold!

5. We were lucky to get this interest rate on your loan!

If you're willing to accept the first interest rate I quote, the dealership will make extra money on this sale!

6. I strongly recommend you purchase the extended warranty contract; it only adds a few dollars to your monthly payment.

If I can get you to buy the service contract, we can make more money on this sale!

7. What would it take to put you in this car today?

I know if you leave, you may buy elsewhere, so if I throw in floormats or a GPS system, will you sign on the dotted line now?

As a bit of extra advice, keep in mind that most dealerships have sales quotas they are expected to meet, therefore, they are more motivated to make a deal as the end of the month nears. NEVER accept their first price offer. The best thing to do is say thank you and tell them you are still shopping. I can almost guarantee you will get a call from your salesperson within 48 hours with a reduced price deal. Don't be afraid to ask for extras like floor mats, etc., as part of the deal. Usually their first offer is structured so they can reduce it two or three times, so don't fall for that first one. And NEVER, EVER let the sales person think you are in love with a car. If they sense you really want that vehicle, they are much less likely to negotiate.

Good luck and happy car shopping!