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DO NOT Do This When You Test Drive a Car | Former Dealer Explains
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- Опубліковано 20 вер 2023
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43-year auto sales vet Ray Shefska spills the beans on the DOs and DON'Ts of test-driving a vehicle at a dealership, including what he taught his own salespeople to do at every step in the process.
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Just bought a Rav 4. During the test drive the sales guy wanted to talk about trade in and down payment. I told him I approach buying cars in phases, I’m only focused on the drive right now. After the drive, he brought it up again, I said now I’m focused on the OTD price, nothing else. After we ironed that out, it was now time to discuss trade in. Working the deal in phases was a big help and set the rules for the sales guy. It was a smooth process.
Has worked for me for the last 30 years.
But you still got taken if you paid anywhere TSRP.
@@alexnutcasio936 There's always somebody like you to say such things. If he got it for what he researched is the fair price, then he didn't get taken. And if he got what he wanted for his trade-in, then he didn't get taken. I know what I want to pay for a vehicle; that's what I shop for, and that's what I pay.
Rav 4’s are ugly. If you paid 500 bucks you paid too much.
@@ryanrodgers6969 No one cares what you think.
My wife & I bought a car using your techniques on not giving away any info until he gave us the OTD number...it worked. We got the price down by $10k.
Wow, good for you. That must have been a while ago?
And what was the asking price?
Awesome, I pray this will be my outcome today when I go to purchase today.
@@nicolesanderlin4682how did it go?
How'd you do on the deal?
Some tips from As a former car dealer/sales;. If the sales person comes along for the test drive, have them seat on the back seat and stay quiet. Also turn the radio off completely after you made sure it has one and working. If buying an older used car, make sure you go and check it out during the day time, Not in the rain or dark. Most used cars are partially or completely re-painted or some sort of body work was done on it, and you will not be able to see the paint-job properly in the rain or in dark. Also check the engine and make sure the engine block is dry. If you see some oil on the head, that's normal. Most used cars have a minimal valve cover gasket leak. But if you see the entire engine covered in oil, that car has major issues. Drive on a straight road, bring the car up to cruising speed and let go of the steering for a second to see if the car pulls in any direction. If it does, it might have issues with alignment, tires or the front end is simply damaged. Check in between the seats and body for hair, mostly pet hair. Dealers clean their vehicles, but cannot completely remove all hair and that pet hair usually gets in between the seats and body panels. Check the roof liner for yellow stains, if you see any, it was a smoker's car. Also test the AC to make sure it blows cold and both fans are on, under the hood, where the rads are. At times dealers know you are coming and will warm up the car for you. If you see the car;s engine is not cold, walk away and come back again when it's cold. You will only see oil burning out of a cold engine. They don't want you to see the blue smoke coming out of the exhaust, so they warm it up for you. Have someone start up the engine, while you are at the rear and if you see blue smoke, walk away, because you are dealing with an oil burner.
Great advice! Our son and daughter both recently bought used cars. It was ridiculous how many cars they looked at that had poorly done body and paint repairs, smelled like smoke, didn't run right, etc. You can't be too careful! Get a mechanic to check it out if you can. A mechanic can check the ECE to see if the odometer matches the actual mileage. Too many crooks will turn back the mileage. If the mileage is low, look at the seats to see if the wear matches the low mileage.
This is so helpful, thank you for sharing!
Thank you!!!!!
My 20ish age daughter decided it was time to buy a new car. She had graduated college, no student loans, and had a nice job. Doing her research she decided on a Subaru Outback. After watching many of your videos, she had a game plan. It started with waiting closer to December when she thought dealerships would be trying to make room for newer models. Doing an online web search, she found her car (new) listed at a local dealership. We drove down, met a nice salesman, she handed him the website description of the car etc. The first thing he said was the website wasn't as up-to-date to what was actually on the lot. Then they spent 20-mins looking for the car with no luck. My daughter came back a bit upset (I was standing a good distance away) and we decided to leave. The salesman walked up and said "we found it but we have a problem". We all walked over and yep, there was the car but the sticker said it was a 2020 but the advertisement said 2019. There was also a significant price difference, so we said no deal and again started to walk away. He asked us to wait while he spoke to the GM and a few minutes later came out and said they would honor the price on the website and not the sticker. We sat down and he immediately started talking finance, add ons, trade ins etc. My sweet daughter looked at him and said "we haven't agree to a OTD price yet". The look on his face was priceless but he did smile and asked "what price are you looking for". She quoted a price (some less than the website cost) and he asked about trade-in. She said she wanted the OTD price first. He tried to add all sorts of extras and she kept saying no, what is the OTD price? Finally he said it, then launched into all the other stuff at which point she shut him down. Leaned forward and said "that is our OTD price." I'm going to trade-in my car and I know what it's worth, I'm not going to finance with you and I want no extended warranties etc. Guy respected her but then the finance guy tried his line and she shut him down as well. So, he smugly asked "well, we have a OTD, we agree to a price for your old car, exactly how are you going to pay the balance? Is Dad going to cosign? My daughter just handed him the authorization number from her bank who had preapproved her at a ridiculous low interest rate. As we sat in her new car the salesman walked up and smiling said "young lady you did your homework, good for you" and walked about.
Yes, she certainly did her homework, and she stuck to her guns!
And I'd bet dollars-to-doughnuts that her father also did very well as a parent!
not really impressive when the information is all here and so easy to access for free! But good for her to do the homework.
@@GokuInstinct1 Why would you respond that way? It think it's very impressive for a 20 yr old girl to walk in and buy and car without getting screwed. There are middle aged men that can't seem to exhibit that level of self control and level headness when just buying a lawn mower much less a car.
A test drive is not enough. If the car you are looking to buy is available at a car rental company, rent it for a weekend. That gives you real world test drive.
Agreed, as you're absolutely not going to get a good "feel" of a vehicle from just the standard 10 minute around the block test ride. Ironically, sometimes you can also rent the same type of vehicle from the very dealer you intend to buy from. Which is helpful in the event the specific model you're wanting to purchase isn't yet available for rent from the big-chain rental companies.
Took the words out of my mouth. A test drive should be you renting (or borrowing if you know someone) the vehicle for a day or two. Turo is a great app for this.
I WHOLE HEARTEDLY agree with this!!!!! I’ve found out soooo much stuff that didn’t like about a car I thought I really liked when I rented it!!!
Absolutely!
You are exactly right. I did rent a car on vacation that I thought I wanted. By the end of the week, I hated it.
Bought a Camry from a Toyota dealership. The guy was awesome. He rode around with us, just talking about normal everyday life, not about the car or the dealership. He was just there to answer any questions I had, other than that he wasn’t trying to SELL me the car. When we got back, we talked numbers, and I could tell he just wanted me to get the best deal. He didn’t really care how much money the dealership made on the deal, and that’s exactly how the price worked out. The guy was awesome, and I’d go back to him in a heart beat. The Finance guy was the complete opposite, he was pushing everything, and even when I said multiple times “look man, I’m not buying any add ons. I just want to purchase the vehicle for the agreed upon price and get out of here”.
I prefer to avoid dealers that need to have their salespeople in the car on test drives. Do they think I'm going to steal the car?
To be fair they don't know you from Adam, it's nothing personal. The salesman should ride along and be respectful.
This is my sales style. My goal is the customer having an excellent experience no matter what. Everything else is secondary and will be there if that goal is accomplished.
@@thomashill6033 Turn it around on them. Been to many dealerships that demand they do trade in test drives solo. Really gets them when you demand the same.
What did you pay?
Best experience I ever had for test drives was my local subaru dealership. I test drove a crosstrek and forester multiple times. I was leaning towards the forester and I had no idea if it would fit in my garage and how it would drive on the interstate. They kindly brought one out to my house to see how one would fit in the garage and test drive on the interstate close to my house. I had the local toyota dealership bring out a Corolla Cross and boy am I glad they did. Those longer test drives showed me that the Forester was what worked the best for me. Also, the subaru sales rep let me drive by myself or with my boyfriend. No pressure tactics. It took me nine close to 10 months to make my full decision on what I wanted but they never pressured me. I for sure would go back to them and I custom ordered my forester and got exactly what I wanted, no extras or mark ups.
OCD!
Wow, that's SIX star customer service. I just avoid the embarrassment by going small. My current car is a VW GTI. 😂😁
I’m planning on seeing if the Telluride will do great on the hill where i live at. I’ll see if they are willing to let me drive on a nearby street to see the power of the Telluride
Subaru had incredibly genuine service when my girlfriend was buying her first new car a few years back. Night and day compared to Honda and Toyota, though I get those dealerships don't have to do much to move a CUV off the lot.
@@timevans9427you'd be surprised to learn that not all vehicles fit in garages. I rented a van, a few years ago, that was too tall for my garage door. I had to park it in my driveway as a result. I have a smaller garage now, and honestly, I am concerned if a car will fit in it since I'm going to be looking at SUVs or crossovers. Asking if they could bring one to my place to check the fit in the garage is genius.
This why i hate salespeople. I dont want to play cat and mouse, i just want an honest interaction.
Thats why i buy Online. No salespeople. And i try my hardest NOT to sell anything to my customers. I tell them always what i perceive as the outcome of their decision. And over 90% of the time i am right. And my customers know it.
I love screwing with the sales kids.
@@wolfgangpreier9160 Most dealerships are unwilling to haggle online. Or if you are just purchasing online without haggling, then you are not getting a good price on the car.
All my friends who bought on carvana basically got completely ripped off.
So with you on this! I hate games.
One thing about my wife and me is we are old enough to not care. No matter what we tell sales people, if we don’t like it we just walk out. We don’t play games with anyone or pretend to be friends. It’s a business transaction that’s it.
You sound like really nice folks.
Same here. I'm wide open with them, but also wise to the games they play. If it gets too much I'll just walk.
@@DailyStalkerUpdateThey don't have to be nice, they're buying a car, not looking for a spouse. Car sales people are the slimiest people you'll ever have to deal with.
@@josephsmith961 Where did I say they have to be nice?
@@DailyStalkerUpdateI'm a buyer in manufacturing, while I negotiate with my vendors, I don't spend hours screwing with pricing. Either they work with me on the first call or email or they don't. If I like their pricing I give them the order. If they don't, then they can wait until I need to order more raw material to see if they can get my business.
About ten years ago my wife and I went to a Dodge dealership and began negotiating on a vehicle. Sales manager would not budge on the price we wanted. I finally told them we were leaving and we did. As we were walking across the lot to our car, I whispered to my wife that they will be coming out after us. Sure enough, the salesman and manager came running out to our car and suddenly the price came down substantially. Felt great!
That’s so embarrassing for THEM to chase me down. Good grief - how hungry are they?? They act like they haven’t sold one car all month!
@@ImOnAJourney yeah, that really shows they were desperate. I think we’re shocked that we were not bluffing about walking. I really wish the way we buy cars would change. I cannot stand the current model of just hoping that we don’t get screwed too badly by the dealers…
Great story, but I have my doubts as if that would work today.
@@s99614 Yes, it works, but you have to be willing to walk away; don't just play a game. If the vehicle is not compatible to the price it's worth, you have to walk away. The dealer will try to make as much money as he can. At the same time, the dealer has to make money. It's up to you to find that fair price. If it's not fair, the dealer won't sell it to you.
Kabuki theater
This is all good information. I’ve bought a lot of cars and I’ve passed on a lot of cars. I don’t really care what the salesman says or thinks about my comments; if they can’t meet my out the door price, I won’t buy it. I bought a 2017 Vette new, and I told the salesman I loved the car, which I did. That was to let him know I wasn’t a tire kicker. But I didn’t buy until I got the price I wanted. I got $15,000 off the MSRP. I always keep in mind that I don’t have to buy that car to eat dinner, they have to sell it if they want to eat.
I was pretty mad last weekend when I test drove a new CR-V (that I already knew I wanted) and the saleswoman started rattling off all the dealer add-ons, speaking really fast, while I was driving the car. No one's ever tried to talk business with me while test-driving before and It felt like a strategy to get me to agree to the add-ons without giving it any real thought. After we got back to the office, the whole process had this same rushed and even bullying feeling. She wasn't even trying to be friendly. She knew that if I sat and thought things over, I'd make smarter choices, so she fought tooth and nail. Things got heated a couple times but I managed to eventually get the car under msrp with NO dealer add-ons AND a fair deal for my trade-in. I've never had such a terrible experience with such a good outcome before. 😆This was the only local dealer that had the color/trim combo in stock that I wanted, but in retrospect I wish I had left and found a salesperson who was a better human being to give commission to. Good grief.
May I ask how much below MSRP you were able to get? I’m looking at the CR-V as well.
Good you stuck to your guns. Eff those dealer add-ons. Every single one of them is garbage. They don't add value to the vehicle, they don't prevent depreciation, and they don't improve function. Why would I want any of that crap?
I hope that when I go and try to buy my next vehicle, that I won't really need to buy one right away. This will keep me calm enough to just walk away if I feel like I'm being rushed. I'll just yawn, stretch my arms and walk out.
You should’ve walked.
No a days there are vulchers everywhere with one goal in mind. How deep in your pocket they can go
Ray: "The selling actually started at "Hello"" 😂
I am so grateful for these tips! My car is a 2010 and I’m looking to purchase a new car in 8-10 months. I drive my cars until they die because the thought of going to the dealership gives me so much anxiety. Your videos are encouragement therapy.
My Ridgeline is 2008 with 256k miles, used on the farm. I LOVE my truck so at around 200k, I thought I’d buy a new Ridgeline as I have ZERO interest in any other vehicle. OMG! Forget the ludicrous (I’d be embarrassed to even say the numbers) pricing, no real leather, way smaller, no shelf passenger front, no console and “armrests” which fold away like you might find in an 85 dodge caravan. No rubber mats, no Vader helmet lines at the bed, no fender flares, a glove box big enough for a toothbrush, bigger (more expensive tires) wheels and not cast or milled. They do have lots of Bo do in the WHEELS. I thought the audio system should be reasonably decent. Nope. So, I put another timing belt on, keep using good gas and changing the oil. I dont care what goes wrong with my truck, I’m fixing it. I could restore mine to NEW condition for half of the cost of a new one.
My lifelong friend who owned a Subaru dealership would go for along drive with us and not involve a sales rep. This way he didn't have to pay them a commission for their time. he only did this for a select group. Turns out I didn't like the seats in the Sube. No biggee.
Another option is to shop the Used Car market to buy a LOW MILEAGE, One-Owner car FROM THE OWNER! I bought my last NEW car in 2003, a black PT Cruiser GT with the new Turbocharged Engine, Auto/Stick Transmission, HD Suspension, Chrome Spoked Alloy Wheels, Leather heated seats, Moon Roof and ALL the toys available. I loved on that car for 21 years until some electrical issues finally sidelined it. Not liking the newer cars, I decided to search for another PT/GT to replace mine.
I visited ALL the different online advertising venues, limiting my search to 500 miles, and found a couple dozen that were exact twins to mine except in color, with 100K to 115K miles and BELOW Retail Prices. The SURPRISE I found, was that there were more than half dozen SUPER-LOW MILEAGE cars from both Owners and Dealerships, ranging from 15K miles to 100K miles.... I bypassed a few that would have done very nicely, until just 2 weeks after my search began I found an EXACT TWIN to my black beauty with only 40K Original Miles! Like mine, this car had been garaged, well maintained, and pampered its entire life!
The car looks like it just drove off the dealership floor, and was located just 20 minutes from a major airport. I flew out the next morning and drove it 450 miles home with a wide grin covering my face. This UNDER $5,000 car will easily last me another 150,000 miles, and with NO CAR PAYMENT. Even if it were to cost $1,000/year in maintenance and repairs, that would be a FRACTION of what car payments would be for a new $40,000 comparable car, not to mention the huge savings in Insurance Premiums!
LOW MILEAGE BARGAINS are out there folks, but you have to be diligent in your shopping, and ready to RUN on short notice to make the deal when you find them! Happy Hunting to all who take up the savings challenge.....
I recently found your channel while searching for a used truck. I used some of your tips and tricks and in the end i spent 30 minutes on the test drive and talking numbers and only 50 minutes making the purchase the next day. I could not have done this without you guys. Thanks for what yall are doing.
Im planning on getting a new car in November 2024 and test driving in February and become super prepped and ready for counter attacks
I am 6-7 and my wife is 5-11.. I make it very clear that because of our height, our first round of tests is only about comfort and layout. And I usually show them a list of cars I i tend to test.
Costco has an auto program that I used three years ago when I bought my new Toyota Camry. The car dealer and Costco already had an agreed upon price so there was no need for any price negotiations. The dealer showed me their invoice that showed what they paid for the car. I paid $400 more than what the dealer paid. It was the most stress free transaction ever for buying a car.
Some of the Red Flags on a test drive that I've had include the dealership not wanting the customer to drive the car more than a mile at 25 MPH around the block, the dealership not wanting the customer to try the different transmission modes (Sport, Tow, Economy), and the salesperson disabling the Stop-Start feature that shuts off the engine when the car comes to a stop. It's like they don't want anyone to experience some of the expected and unwanted features, and they definitely don't want the car to be driven such that the customer may find something bad.
Here's my problem with a test drive. At the very first intersection I approach, the salesperson always begins to direct me over some short, lame course. At that point I silently follow directions, because I'm done. Upon return to the lot I pull out my keys and leave.
Rule 1: Owning a car is a long-term relationship. Never buy on the first visit, just like you wouldn't marry on a first date. Exceptions rarely apply.
Rule 2: Keep it to yourself. Never give access to your trade or financial information until you settle on a vehicle. Don't initial the offer on any worksheet. Getting you more involved quickly is a psychological play called social engineering.
Rule 3: The friendly salesperson does not care about you, making friends is not their objective. Focus on your objective; determine if you even want the thing.
Rule 4: You are not obligated to anyone else until you sign something. Be prepared to walk, and do it if instinct even hints that you should. You can always go back, and you will reminded by the very next day.
Some times, dealers have rules about where you can test drive. I used to sell at a dealer that was close to a residential area. People would want to get off the road and speed through those back streets. We had neighbors calling and complaining. Most sales people are fine if you want to go on a longer test drive but maybe ask if there are areas you shouldn’t go. The sales guy probably knows the area well enough to direct you to e decent and safe area. Some times the test drive route isn’t about control.
I love the way you set and summarized the rules. Thank you!
I sidestep that by telling the salesman where I want to go and how I'm going to drive the car. If he balks, I walk before even taking the keys, then drive to the next dealer. That has always worked for me, but your mileage might vary.
Thanks, guys, I bought car and I got a great deal. I told the dealer I was a Car Edge customer everything worked out from beginning to end. I was in and out in 90 minutes 😊😊😊.
I want to thank you so much for all the info you provide. Buying a car is so stressful. Out of the 5 (plus) cars I've bought over my lifetime, there was only one time I felt comfortable with the process and left the dealership feeling I didn't get "taken". It was a young fella that , quite frankly, didn't care what we did or where we went on the test drive. He never spoke, just let us go through however many cars we wanted to try out (and it was a LOT!!). One car we didn't even get out of the lot---the seats were so hard and uncomfortable that I knew my back could never handle it on long trips. I hate (HATE!!) pushy salespeople and avoid them like the plague. The tips you provide are so helpful. Thank you soooo much!
You should buy used from private sellers.
For those of us who actually know what we are doing, getting the sales person to believe he or she is close to selling a vehicle is a good thing. That makes them easy to control and usually results in an acceptable deal or the knowledge a deal cannot be reached very quickly.
"actually"
Took a Scat Pack Challenger on a 30 minute test drive w/o the salesperson. When I got back he asked how did I like the test drive. I told him I hated every minute of it. We both snickered and I bought the car.
That mutual "snicker" likely cost you at least $10-$15K.....
I look it over from top to bottom. Even had salesman laugh when I got on my hands n knees to look underneath the vehicle since I always buy used. Asked him if he knew the front differential is leaking. His laugh stopped and then the excuses pored out.
Start it and listen to it. Then turn everything on. Walk around the car to ensure all lights work. Then drive. I also got wot. Need to see that there’s no hiccups, actually accelerates, doesn’t overheat, transmission shifts correctly. Now I might do a 30-60mph. Nothing crazy. Then I park it and wait a few mins and look underneath the vehicle.
Now it’s price time. If you can’t get it to where I want…I walk away. I don’t come back. I don’t make a call to them. Do the right thing and I’ll buy.
I love you guys ❤! I drive a 20-year-old, 200K-mile car and have no plans to buy any car. But I watch you guys regularly because you're so entertaining 😂. This said, I do bookmark your videos for when I'll decide to buy a car, cause they're also so informative 😉. Keep up the good work - and the fun!!!
If you're driving a 20 year old, 200,000 mile car, I think you should be making plans on buying another car.
@@davyl3059Why? Obviously been keeping it up and running
Yep. We have a 2007 with 280,000 miles. Still going strong and healthy (gotta love Toyotas). Watch these vids just to be prepared for the future.
@@anotherperson1640similar story, 230k Honda. No major repairs, literally just a starter swap and a throttle position sensor. Everything else is factory. Japanese reliability really is something else.
@@davyl3059 Nonsense! A 200,000 mile car will likely become a 300,000 mile car if it is faithfully maintained. That is another 10 YEARS at the rate Fred is driving!
I'm learning so much from you guys. I plan on purchasing a new car this upcoming year. Thank you for your help with all these teachings. I'm ready to use these new teachings at the dealerships. I'm so much more informed than I was before. In the past I have been that person who said all the wrong things like telling them how much I could put down or trade in.
When we bought our 21’ Nissan Titan, the salesmen gave me the keys and literally told me to bring it back the same time tomorrow. It was the greatest sales experience ever.
They were desperate to sell Titans so they tried everything to shift them . Letting people drive them over night just left them with a bunch of "new vehicles " with miles on them .
Where was this dealership?
@@Blacklion023 Nissan of Cookeville, Cookeville TN.
Buddy of mine got to keep a Tesla overnight the other day. Not sure if that’s standard for them or not.
@@matthewm3912 thank you
I just purchased a 2016 Hyundai Genesis early this week. I went to 5 different dealerships looking at a handful of different cars. Some Explorers, an Equinox, even a Mustang. Only one place asked me for a license before we test drove a car. Thats it. I was shocked. Turns out that one dealership happened to be the place I purchased my car from. They were pretty decent. The usual tactics youd expect from a dealership but they were never dishonest or trying to be underhanded. Even explained a lot of things to me unprompted. Even had the finance manager tell me there is no penalty for making early payments without even bringing it up. Theh were all very kind.
I only wish I had found this channel before I went there. Probably could've saved myself at least 1-3k with your tips
I love when you guys cut your looooong conversations up into nice, succinct, topic-focused clips. Keep them coming, I'll watch your channel a lot more!
I recently totaled my car and found one I liked online about 20 miles away. The dealership actually drove the car to my house and let me drive it back to the dealership, a good mix of city and highway driving. The salesman didn't do anything like this stuff, but they really didn't have to becuase I couldn't hide how much I loved the car (2015 Dodge Challenger) and he knew he didn't have to do much to sell me the car. I wish I would have seen this two days ago, might've gotten an even better deal. Oh well.
Great tips ! Another thing to watch out for that always bothers me is when they try to get their hands on your car keys to “get started on valuations on your trade in while you talk or take a test drive “ . Don’t tell them anything about your trade in plans until after you’ve negotiated a deal OTD price on what you’re wanting to buy. Also, their trade in offer is always outright robbery, and when you protest they’ll try to justify the robbery by saying you get a tax break from the state so they have a right to take advantage of you and steal the car from you ( they don’t !)
I love these guys! Found these videos . ..and I just happen to have my antenna up for a new car and a new car deal. .these videos are great, I joined YAA, priced my trade in. ..and am now waiting for the last week in December, I think .. thanks, guys!😊
With a used vehicle (and new)be sure to try and use all the features... Like cruise control, a/c, heat, windows, trunk release, windshield wipers, spare tire, sunroof, stereo all the speakers, check all the gears, especially these days with so much electronics and menus to run through... If you can bring a code reader and plug into the obd2 port(might be kinda hard sneaking that one)
But try, etc etc
If all that is OK, take it to your own, trusted mechanic for a good PPI. You should only be looking at makes/models with strong histories of reliability.
Actually an OBD-II Scan before buying has become quite popular. A GOOD scanner can be obtained for $50-$60 and can reveal any current and recent problems the car may have had. At the auto auctions almost everyone is carrying one in their pocket.... Just show the Code Reader to the seller, and let them watch as you SCAN for codes and DO NOT ERASE THEM! If any codes come up that SHOULD have been erased after previous repairs, the owner sees the codes right as you see them and they now become a subject for negotiation!
In late 80s Mercury salesman was bragging about sound system. I had a tape in my pocket. It was Talking Heads Live. One my favorite songs had just ended. It was cued up to song Psycho Killer. Boy did that salesman who was older really looked at me strange.
Don't even give them your DL. Offer to email them a copy that you scanned or took a picture of earlier. Never give the dealer anything they can hold on to physically that could prevent you from immediately walking out the door.
Give it to the to copy. You can't test drive a car without your actual license in your possession.
I have a family friend who's female, about 70 and a black belt in karate. The salesman didnt know that when he refused to give her back her drivers license after the test drive. BIG mistake. She actually grabbed him and put him down on his desk on his back before he even knew what hit him. She got her license back and walked out.
@@stevemartin3601 Not in police custody? If she had been younger, perhaps they wouldn't have been reluctant to prosecute her.
Most REQUIRE a copy for insurance purposes before the test drive. If you wreck the car while on a test drive and they submit to their insurance, if the dealer has no proof that the driver was licensed at the time...the insurance claim will be denied 100% of the time.
Here is the BEST way to handle their request to hold your Driver's License during a test drive:
(1) COPY your Driver's License, increasing the copy to 150% to 200% in size on the TOP half of a sheet of paper.
(2) Below the image of your Driver's License type the following: "NOTICE: I hereby provide this copy of my Drivers License for identification purposes only, to be held for the time I am test-driving the dealership's car and returned to me at the conclusion of the test drive. I expressly do NOT give you my permission to run a "Credit Check". Anyone running a credit check despite this clear and concise notice will be prosecuted to the fullest extent of the law."
(3) Print your Name and a signature line below it and sign your INITIALS on the line. (Do NOT give them an image of your actual Signature!)
(3) Take this completed "Master" and make a few copies to carry with you as you are shopping. Be sure you collect them after each test drive.
Many unethical Dealerships will run a Credit Report on you while you are taking your test drive to see how expensive of a vehicle they might sell you!. This practice will put a STOP to that illegal practice, AND let the salesman/dealership know that you are knowledgeable about the laws that automobile dealers must follow, and they are a LOT less likely to try their tricks of the trade on you.
IF the dealership runs an unauthorized Credit Report on you, it WILL LOWER your Credit Score. You can then take them to Federal Court to collect the $5,000 Penalty AND your Attorney Fees AND Court Costs..... Happy Hunting!!! For a car, that is..... :)
These are great videos. I love the son and father thing going on here. Makes me smile, and there is such GREAT information for those about to buy a car!
I found it handy to bring a friend with you for the test drive, me and my girlfriend parked the car down the road, and tested, radio, wipers,a/c heat etc. then I looked under car for fluid leaks. Shop around, a dealership offered 2 k , for my 2012 Buick enclave, another offered $ 9500.00 , I accepted
Great video. The learnings are so important. People need to keep hearing it so it becomes top of mind!
Obviously, you don’t find videos like these until you’re shopping for a car or truck but I am happy to report I found them before I ever stepped foot into a dealership. I considered myself a better than average shopper based on my confidence in talking to strangers confidently and being able to ask tough questions and hold people accountable to the things they say. That said, You guys are putting out more S tier information that I’ve never even considered. I’m pumping the brakes on this deal and studying up now that I’ve stumbled on to your content, thanks so much!
My wife and I failed these tests big time back in 2004 before our daughter was born. We test drove a Mazda Tribute - which we still have - and purchased it that day.
Fortunately now we can research any car online to go in knowing even more than the salesperson knows. Of course any little test drive with any new car will be great! If I go to a dealer I already know exactly which car with which options I want
In California they like to take a copy of your driver's license. I like to ask for that copy back when I leave the dealership if I don't do business with them.
Before buying my last car, I took it on the test drive from hell. Being a high horsepower, turbocharged manual transmission car, the salesman had no idea what he was in for. There was a cloverleaf up the street from the dealer and I wanted to see how the car handled. It turned into a 2.5x - 3x speed limit flight on the highway. The look on his face was priceless when we got back. I definitely woke him up. Not exactly the most responsible thing to do, but I test drove it exactly as I planned to drive it.
I love to tap the plastic areas and say, "Wow! Cheap materials. That's a shame."
I always look to test drive the car on the roughest roads. It is amazing how that indicates how quiet and comfortable the car will ride on all types of roads. Especially at higher speeds.
Yes, most cars ride fairly quiet on the freeway, unless they have cheap-a$$ tires!
I negotiate the price before I ever go to the dealership and test drive. I tell them straight up if you haven’t answered my questions honestly I will head out the door and sale is over. Saved me a ton of time but I didn’t need a vehicle so I could take my time and look last time. Not the case right now, two destroyed cars from the hurricane in Georgia. Rates suck and prices do too right now.
These guys are GREAT! I know that the salespeople/dealerships don’t like them at all…, but they give Great advice (as far as I know). I hope that many people follow their advice..
I used to rent cars often when away for business. I got to see a lot of cars and found one that made an annoying whistling noise from the right side by the mirror at highway speed, for some reason. It made me a believer in test driving any new car on the highway from then on.
I was a Road Warrior, renting cars every week for 12 years. I made it a point to rent the Make/Model of any car I was considering to buy for my personal use and exercise it for the entire week. Renting like that kept me from making some big purchase mistakes!
I have never rented a car like one i was considering buying for the past 60 years of buying cars, however, with the price of cars today I will not buy a new car without renting one for 2-3 days to make sure it is what i want. Thanks for the inputs from other participants on this video thread!
Insist on being able to deviate from the short "four right turns" test drive route.
Yes, bad transmissions don't act up until the car has warmed up for a while.
Outstanding info from the father and son car buying dynamic duo!
A lot of good advice as always on your channel. The one thing viewers need to understand in this market in certain regions. Vehicles that are in high demand and short supply. Which are generally your quality cars. Are extremely difficult to negotiate on in this market. I had narrowed my choices down to three manufacturers and four models when I started visiting dealers. Had already done months worth of research narrowing it down. I was also in tune with the supply and demand numbers in my region. Two of the four models were in abundance both on the lot and on order. The other two were scarce with one a 12 to 16 week wait. Of course the first two I barely had to barely do anything before the dealers dropped the price 15%. Walked on both and within 3 days both had dropped the price close to 20%. The other two weren't budging on the price especially for a cash deal. So I pulled my final card and used my trusty UBS discount from the credit union. Minimal discount on the car but saved a bunch on all the addons and accesories. It was tempting to buy one of the vehicles that were deeply discounted but realistically they were marked up way to high to begin with. Ordered the better SUV and got it exactly as I wanted.
I usually tell the salesperson I don't need a test drive as I've already test drove one at another dealer. This I think tells the salesperson that I have already walked out of another dealership. If I really need a test drive do it after the OTD number has been agreed upon.
Is there a video that goes over the OTD price tactics? The general rule of what to aim for! Thank you!
LOL! While on a test drive of a Volkswagon, my wife said, "Gee this car bounces like a boat on the water, doesn't it?!" Needless to say, the salesman was at a loss for words!
Just found your channel last week and enjoying the content . . . BUT it also confirms and reinforces why I hate salespeople. I would seriously rather get a root canal without anesthesia than shop for a car because of all this crap. Ugh, I *hate* sales.
Buy your vehicle on line. Much easier process.
You don’t need to spend hours at the dealer trying make a deal and you can work several dealers at the same time.
So you make offer online after test drive etc??
i had a different kind of experience buying my car, i knew i wanted it because was same as old vehicle i owned, sales person told me way they got it is way you see it and anything i didn't like tell him, test drove it. it had issues and gave him a list of demands to repair if sale is to go forward. sales guy was like thats a big list, but if we don't fix it for you we have to fix it for someone else. one issue was front tire edge worn more on outside then inside,( too the replace mark) needed alignment and told him needed all 4 tire replaced, sales guy said rear look very good thou, i siad i know but want 4 matching tires!!
Just wanted to say when I bought my car a few months ago I used strategies I learned from your videos!
VERY FIRST THING TO DO!!! Check Consumer Reports for the vehicle's reliability!!! THEN go do the test-drive.
Always remember as soon as you set foot on the lot they are trying to rip you off. I have gone to the same dealership and driven the same vehicle multiple times before negotiating. When they ask you after you drive say you need to sleep on it and leave. Go back and do it a few times and they will either not let you or you can get a good deal because you have taken so much of their time. Always go to the same salesman when you do this.
Twice this has happened to me. once as described, and the other... eh..
First time: I test drove a low-mileage used Fiat 124 Abarth a few years back that was at a Buick/GMC shop.
I liked it, but I didn't fit in it (I'm too tall). It was their only convertible. I stated that pretty clearly: "I like it, but I don't fit"
He then started trying to sell me a Buick Envision. I laughed hysterically.
Second time: Ford just released the Focus ST, and for the first time in my life, I was interested in a Ford. I stated "I wanted something sporty" The dealer didn't have any available, and the salesperson immediately tries to push me towards a base model Focus hatch. He should've pushed me towards a Mustang, at least that would have made some sense.
Short, sweet...and to the point.
Tks. much.
You guys are great. Your channel should be required viewing for anyone looking to buy their first car.
One thing to add when doing the test drive is, if you own a garage, make sure you check that the car/truck will fit. I didnt even consider that when i bought my 2014 F150. I was so concerned with all the other facets of the car buying process, it didnt even dawn on me to check that! So just adding that tidbit in hopes that my oversight helps someone else!
I go online and check dimensions of cars as I have a really small garage. My Honda HRV just fits with those big mirrors .
We did a drive home, test garage, kids in back and hockey bag test on our mdx test drive
Kinda snug squeezing between the tailgate and the garage door is it?
We did that many years ago with an Oldsmobile 98 . We went straight to the house and even had to re arrange things, but it fit . Nothing like those big cars from the 70’s
I never answer questions by the salesman directly. The latest question that I found on the test drive was, "rating this car from 1-10 with 10 being outstanding and 1 being terrible, how would you rank this car?" I always respond "it's a nice car, but there are thousands of nice cars on lots in our area. Eventually, I will find one at a price I am willing to pay. And, the only tens in my experience are Bo Derek and my wife."
I'm looking to buy a new vehicle. And I have a trade in, I'm so thankful I ran across your videos, so extremely helpful, just wanted to say thank you for sharing your knowledge and experience,...
Ask to see the maintenance records and if all recalls have been completed. For higher-mileage cars, find out what high-price maintenance items might need to be done, such as a timing chain replacement.
I always ask to take the vehicle for the afternoon or overnight if im serious about something. Drive it for more than a few miles, take it home and spend some time playing with the features. I also like to see how it fits in the garage. Maybe the doors are excessively large compared to another vehicle and you don’t notice until you can't open it in your parking space. Those are the things you experience when you use it in your own environment.
No one does that anymore. Honda sure as hell isn't
If ten people do what you did to the same car it would then become a used car.
@YMagoulo Those are called demo cars. Most dealerships get some. And if you have ten people drive the same car and you whiff on selling it to ten straight customers, you've got issues.
No one does that anymore with the crime rate the way it is
A little while back my girlfriend set up a test drive for me at our local Tesla showroom. It was just a quick call to select a date, time, and leave your name. We showed up, they checked my license, give a brief walkthrough of the car, and we were handed the keys and told we go do whatever we wanted for 30 minutes. No sales rep came along. When we got back we were asked if we had any questions and were pretty much left alone to browse the other models without constantly being bugged. I loved it! We ended up not buying the car (holding on to our current vehicles a while longer to give EVs a bit more time to sort a few things out) but the whole experience was something I wish more dealers would try out.
For what it’s worth… I’m the type of person that researches the heck out of practically everything I buy. In ‘97 I bought a new VW GTI, I knew more about the car than the salesman did. With the Tesla, I had already watched quite a few videos on it and didn’t need/want a salesperson to hover over me the entire time.
TESLA is NOT A DEALER! You were dealing DIRECTLY with the manufacture.
@@patricktomaszewski2063Tesla is a sales center, as they’re called. The end result is the same, you buy a car. Big difference is you’re not dealing with a GM nor salesperson. Tesla absolutely does not negotiate on new cars. You can try to get more on a trade, but on the new car, no discussion.
Recently I wowed a sales guy by knowing more than him. You sound a lot like me lol
@@shawnteee It's called "buttering you up"
@@patricktomaszewski2063 I am aware of that, that’s why I called it a “showroom”.
I check out the car online then call dealer to make sure they have it. 2. I test drive I always know the price and are ready to pay it. No extras at all my trade-in is always worn out generally 50 dollars. Brought mine in and they towed it to junk yard.
The best sales guy is the guy who let's you drive the car by yourself in the car and get's you the best OTD #.
Leading questions by salespersons is cliche and recognized by most consumers nowadays, coming across as fake and callous. I sold cars, and was trained as such, but over time, i found that just being real and genuine with a customer, gained their trust, and ultimately a sale.
CarMax has its pros and cons, but my favorite thing about it is no one goes with you on a test drive. Do whatever you want. I took mine out for a few hours and they didn't care.
Just discovered you guys and subscribed. a lot of great info here and fun to watch.
I knew exactly what I wanted and ordered it from Carmax. No haggling. No games. Had 30 days to change my mind and get my money back. My trusted mechanic did an inspection with my checklist. Love my Miata!
Sometimes it's better to pay a little more, with no hassles, and have a car and a deal that you love!
Man, those leading questions are cringey. I had someone do that when the wife and I were buying a car in 2017. Even though we were pretty "meh" about the car as we test drove it, back at the dealership, he started a sentence with "Well, now that we found a car you love..."
Gross. We didn't buy that car. 🙂
I was at the dealership looking at cars. This lady was about to go on a test drive but backed the car into a concrete light pole. I heard a loud boom, what happened next I didn't stick around to find out.
I've bought my last 3 cars from the same Toyota dealership, since I tend to go in knowing what I want and what price after some research. Same salesman each time. They've always accepted my offer, usually $1500 less than current blackbook prices. Just picked up a 23 Hyundai Kona N line that was fully loaded and 6k kilometers for under $30k CDN. Took it out for at least an hour, didn't even need to leave a copy of my license. Ended up getting $2k back on my trade in's extended warranty, which they could've pocketed since it wasn't due to end for another year.
When I brought my Elantra I tried 4 different cars, I rejected bcs of the price, another had brake issues, another had power sterling issues. The forth one was the one I settle as it didn’t had issues and the price was affordable. I found hills, plotholes and did hard breaking to make sure I brought a good one. So far it has been a good.
Ray, you made me laugh out loud. I’m learning a lot and enjoying it
Ive learned from buying lemons before that you drive it like you stole it. You should be mashing that gas petal to the floor almost everytime. It will uncover hidden issues that you might not see under "normal" conditions. The salesman should be holding on for dear life😂
Several years ago, i was trying to narrow down which car I really wanted, so I test drove a couple of different makes without my husband. (We normally buy together.) I explained that I had kids to transport and husband DJ'd in the side. I really liked a sedan but during the test drive, I expressed reservations about whether our subwoofers would fit. The salesman says, let's go see. We drive the 5 miles to my house and he carries down a giant, heavy sub. As he's coming out of the house, husband drives up. You should've seen his face! He was really impressed, though. Unfortunately for the salesman, although I really liked the car, I opted for an SUV in another make.
Keep up the good work guys I'm learning so much from you. Thanks, many times over.
what about if you are really undecided on cars or trucks.... and want to test drive more than one? Or if you are not ready to buy but want to eliminate a vehicles from your watch list?
Drive it in a tunnel or next to a concrete barrier to hear any noises
All the things they tell you here are spot on for sure, you just need to willing to do your homework. The last few cars I have purchased, I have employed a different strategy which really puts you in full control. I go test drive the cars I am interested in. Once I do that and figure out what I want, I always leave the dealer and find the cheapest car within the area on the internet. The goal is to do the deal from your house, negotiate over email (this gives you a clear trail of what was discussed) and phone. In this position, it is extremely difficult for the in house sales tactics to work. Once the deal is negotiated and agreed I typically have the car delivered. I specify in the deal that a successful test drive will be needed. If I find anything at all wrong from the car that was not discussed before, the deal is off. This really puts a big burden of making sure they deliver a car in perfect shape.
We started with we can’t find anything we want -- it’s true. My husband hate the extra “garbage” like the huge screens we both find distracting. I actually asked how to turn it off, and did!
My biggest problem is negotiating the deal. Fortunately, we’re are not where we have to buy. And we made a point that we have a backup vehicle.
I’ve been to 6 dealerships over the last 2 weeks (Ontario Canada)
It almost seems like I have to beg a sales man to sell me a car, they give absolutely no effort whatsoever so ever. I went on a test drive, noticed one was talking a lot, asked if to be quiet and sure enough he was trying to cover up the sound of some sort of brake rub. (Most likely a warped rotor)
And then asked if he was willing to negotiate the price, nope not even a bit, asked if he’d throw in a set of winter tires, nope. And the test drive was only like you said 5 minutes around the block. Walked out and onto the next.
Unbelievable that dealership along with that dealer needs to be reported that's horrible
@@ayeiscam1 "Reported"⁉😅😂🤣 To whom❓
Another great video! Thanks for all the awesome educational content!
I was at a dealership this week, and have used all the tips I've been learning from you guys.
It was an incredible price on a Wrangler. Ended up walking away from it due to poor financing options (yey inflation). Your videos made me feel more confident and aware of what I was possibly getting into. THANK YOU!!
never realized how much I have to study up on just to buy a car! but so grateful for your videos :)
I live 4 miles down a gravel road in the Rocky Mtns. When I test drive a vehicle I ask to drive it down the roughest road they know of in their area. I don't think they like for me to do that, but it's important for me to know how it will ride under those conditions. Don't be afraid to insist on a little deviation from the salesman's routine if that will help you decide.
01:27 --- No, no, no. There is no faster way to lose credibility and flush your honesty and integrity as a salesperson than to say this. I train my salespeople to NEVER say this. It's a disingenuous, transparent attempt to push the car and it immediately sets off red flags in the customer's head. I've seen so many customers walk over this kind of behavior-- and they should.
I once went to a Toyota dealership and asked to test drive a car. They looked at my license and threw me the keys to the car I asked about and said "have fun". I said... "thats it"? They said, "you're not gonna steal it are you?" I said no, and he said "if its back in an hour or so, we aren't gonna have a problem" I WAS SHOCKED. This was years ago. Probably around 2019. I wasn't stealing it, but it almost felt like it!
Wouldn't everybody in your area go to the dealer to drive around in new cars ?
@@sarahann530 of course! The dealership still holds the keys, though. But my whole point was that it was odd. So I get it. I'm assuming I wouldn't be welcome back if I was coming in every day and never bought a car.
@@CharlesReinmuth But you told all your friends they could go down to the Toyota Dealer and pick out a car to joyride in
@@sarahann530 Well, since 2019 I graduated college, married, then COVID happened, then I moved to a new city, and I didn't really think about it again until I left this comment.
@@CharlesReinmuth That's all nice but has nothing to do with my question , did you tell all your friends and neighbors to go down to the Toyota dealer because they threw keys at everybody that walked in and let them drive new cars ? All their inventory must have crazy high mileage .
These videos are absolute GOLD. Can't thank you enough.
Early on in my last visit to a dealer I said very clearly (but kindly) that I couldn't stand pushy sales jobs. And when I provided my phone number I said if I get hammered with text messages I'll be furious. But everything else about the interaction was friendly. They were just informed about what I wouldn't tolerate (and it was perfectly reasonable) right up front.
We went for a test drive, and he wanted to chit chat nonstop. It was interesting conversation, but later on I thought, how little attention this allowed me to focus on the car--the entire point of the test drive.
Salesman was pushy. Kept trying to pin me down on exactly the car I wanted. I kept telling him it depended on the car and the price. In hindsight I think they wanted specs so they could plug it into their computer then spam me with similar matches in the weeks to follow.
It's like they have a standard routine and can't deviate from it, no matter what the customer says. Their loss. I won't be back.
No need for me to have to tell a salesperson to be quiet as I test drive cars alone... period 😉
When I was working as a car salesman I was taught to find out as much as you could during building rapport with them to land them on a car. Part of that was finding out if they wanted a vehicle with a great sound system. We didn't care but that would allow me to find out what kind of music they liked. That way, without them realizing it, the car they took for a test drive would have a radio tuned to that kind of music. What a coincidence? LOL Then, when we came back from the test drive, I would tell them "go ahead and park your car right here in front." These little subliminal signals are working without them realizing it. It's all psychology.
Those things may work on some folks but anyone who understands psychology might find it annoying. In such a case this would definitely cause the potential buyer to be apprehensive.
It is all sleazy. You were not using "psychology" you were using sleaze.
@@wmason1961 That's the car sales business in a nutshell: sleazy. Never again. It's such a shady business. I never worked so hard and made so little. It was quite an education though. Thankfully, I learned what I needed to in order to be a smarter consumer. Don't EVER get a car loan. It's a great way to stay in debt...perpetually.
“What what do we have to do to put you in this car today” 🙄oh I walk when I hear this line
@@wmason1961 So you think they're not using psychology to sell you on favorite brands at the grocery store. Rarely is something sold without psychology being used at some level....
I’m not test driving to buy right now so I’m not worried about being sold. I do love the advice though! I’m looking to purchase within 4- 6 months assuming my current car can be fixed for a reasonable price.