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"Up To" and Other Common Car Dealer Phrases to Watch For [Negotiation]

9 Set/09

Car dealerships have cultivated countless ways to take you for a ride (pun intended). Foremost among them: the use of industry-specific jargon. Consumer-focused automotive web site Edmunds takes a look at common linguistic lies.

Photo by clayirving.

A journalist from Edmunds went undercover as a salesman to learn the tactics dealers use to jack up a car’s price. One quick lesson: be on the lookout for the phrase “up to.” If, for example, you offer $300 as your preferred monthly payment, the car dealer may return your price by saying, “$300…up to?” In most cases, the customer will reflexively come back with a slightly higher figure without thinking to stick to their original one.

Another catch phrase to be on the lookout for is, “is that more what you had in mind?” Psychologically, the sentence is used to make you feel like you’re in control when in actuality the salesman is still leading the negotiations.

Browse the link for the full list of dealer phrases and tricks, then check out our previous post for more car dealer tricks to avoid.

Confessions of a Car Salesman [Edmunds]


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