Car Sales Secrets: What Dealerships Don’t Want You to Know

Buying a car should be an exciting experience, but too often, dealerships use tricky tactics to squeeze more money out of customers. At Mike’s Car Store, we believe in transparency, so we're here to expose some common sales secrets that other dealerships don’t want you to know. With these insider tips, you’ll be prepared to get the best deal possible without any surprises.

1. The Online Price Bait-and-Switch

Ever seen a great deal online, only to arrive at the dealership and find out the price has changed? That’s because many dealers manipulate online pricing to lure you in. They take advantage of third-party platforms like TrueCar, CarGurus, and AutoTrader, which rank listings based on price and value. Once you arrive, they might tell you:

• The price was only valid if you finance through them.
• You need a trade-in that meets specific criteria.
• The price doesn’t include mandatory add-ons like GPS tracking or security features.
• The price assumes a large down payment that wasn't disclosed.

How to Beat It:

• Always check the dealership’s actual website, not just third-party listings.
• Read the full vehicle description and fine print.
• Call ahead and request the out-the-door price in writing.

If they refuse to give you a straight answer, that’s a red flag!

2. Withholding Pricing Until You Jump Through Hoops

Some dealerships won’t give you a price until you test drive, get your trade appraised, or confirm that you’re ready to buy today. This is a psychological tactic designed to make you emotionally invested in the car before numbers are even discussed.

How to Beat It:

• Be firm: Tell them you’re only discussing numbers today.
• Handle negotiations over the phone before stepping foot in the dealership.

Never let the dealership dictate your process—you're the customer!

3. The “This Car Won’t Last” Pressure Tactic

Have you ever heard a salesperson say, “This car will be gone by tomorrow” or “This deal expires today”? That’s just an urgency play. While some models are in high demand, cars are rarely as scarce as they claim.

How to Beat It:

• Take your time. The best deals come when you're informed and not rushed.
• Shop around—competition forces dealers to offer better pricing.

Remember: If they push too hard, walk away. They might suddenly "find" a way to offer you a better deal.

4. The Trade-In Bait-and-Switch

Many dealerships offer a high trade-in value over the phone, only to lowball you once you arrive. By that point, you’ve already invested time and effort, making it harder to walk away.

How to Beat It:

• Get trade-in offers from Carvana and CarMax first to know your vehicle’s real market value.
• Visit a few local dealerships of the same brand as your car (Honda trades get better offers at Honda dealers, for example).
• Don’t mention your trade until after you’ve negotiated the price of your new vehicle.
• Record a video walkaround of your car, showing mileage, VIN, tires, and any flaws, so they can’t claim unexpected damage to lower the offer.

5. The Finance Office "Box Close"

Once the salesperson hands you off to the finance office (a.k.a. “The Box”), dealerships make even more money by selling you extended warranties, GAP insurance, and other add-ons. This department alone can generate thousands in extra profit.

How to Beat It:

• Request all financial details before entering the finance office.
• Compare loan rates from your own bank or credit union before financing through the dealer.
• Ask for an itemized breakdown of all fees and add-ons before signing anything.

If they try to pressure you into extras, politely decline and stick to the agreed price.

The Mike’s Car Store Difference

At Mike’s Car Store, we believe in fair pricing, honesty, and transparency. We’ll never play pricing games, pressure you into unnecessary add-ons, or hide fees in fine print. If you’re looking for a dealership that puts customers first, we’re here for you!

Looking to sell your car? We’ll buy it! We’re always looking for quality pre-owned vehicles. If you’re interested in selling, visit our website to get an offer. Unlike other dealerships, we won’t waste your time—we’re here to make car buying and selling stress-free. Want to experience a hassle-free car purchase? Visit Mike’s Car Store today!