"This deal is only good today"

This is often a pressure tactic. Urgency can be used to prevent you from shopping around or thinking clearly.

Say: "If it's a good deal today, it'll be a good deal tomorrow. I need to think about it."

"Other people are looking at this car"

Classic pressure tactic. Even if true, there are thousands of similar cars. Don't let artificial scarcity rush your decision.

Say: "That's fine. If it sells, I'll find another one. Here's my card - call me if they pass."

"Let me talk to my manager"

This is a delay tactic to wear you down. Multiple 'trips to the manager' are designed to exhaust you into accepting worse terms.

Say: "I have 20 more minutes. If we can't reach a deal, I'll try elsewhere."

"What monthly payment works for you?"

This is a trap. If you say '$400/month,' they can make almost any car fit that number - by stretching your loan from 48 months to 72 or even 84 months. You'll hit your monthly target but pay thousands more in total. Always negotiate the total price first.

Say: "I'm focused on the total out-the-door price. What's your best price?"

Interest rate seems high for my credit

Dealers can legally mark up the interest rate (APR) the bank approved you for—and keep the extra as profit. This is called 'dealer reserve.' A bank might approve you at 5%, but the dealer tells you 8% and pockets the 3% difference over the life of your loan. This can cost you thousands.

Say: "I have pre-approval at X%. Can you beat that, or should I use my own financing?"

Trade-in offer seems very low

Dealers often start low on trade-ins. They're betting you don't know your car's value.

Say: "I have written offers from Carvana/CarMax for $X. Can you match that?"

"Put money down to lower your lease payment"

Putting a big down payment on a lease is risky. If the car gets totaled or stolen, your insurance pays the leasing company—not you. That money you put down? Gone. Unlike buying a car where your down payment builds ownership, a lease down payment just disappears into thin air if something bad happens.

Say: "I'd prefer to keep my down payment as low as possible. Let's just do first month's payment and any required fees."

"Just sign here, I'll explain later"

Don't sign anything you don't fully understand. This is how unwanted products get added.

Say: "I need to read everything before I sign. Please explain each line item."

"Take the car home, financing isn't final yet"

This is called spot delivery (also known as 'yo-yo financing'—when they call you back to change the deal). They may call you days later saying financing 'fell through' and push you to sign worse terms or return the car. Rules vary by state—get everything in writing before driving off.

Say: "I'll wait until financing is confirmed in writing. Call me when it's done."

Numbers on paperwork don't match what we discussed

Discrepancies are not accidents. Verify every number matches your agreed terms before signing.

Say: "This doesn't match what we agreed. Please correct it before I sign."

"This is a Dealer Certified vehicle"

"Dealer Certified" sounds official, but it's NOT the same as manufacturer CPO (Certified Pre-Owned). A real CPO car went through a strict factory inspection and has a warranty backed by the carmaker. "Dealer Certified" is often a made-up label that could mean almost anything—or nothing at all. The warranty might be from a third-party company you've never heard of.

Say: "Is this certified by the manufacturer with a factory-backed warranty, or is this 'dealer certified' with third-party coverage? I need to know exactly who stands behind the warranty."

"We don't have a We Owe form" or no written promises

If the dealer promised you ANYTHING extra—a second key, floor mats, fixing a scratch, a full tank of gas—it MUST be written on a "We Owe" or "Due Bill" form. Verbal promises mean nothing once you drive away. If they won't put it in writing, they have no intention of delivering it.

Say: "I need every promise documented on the We Owe form before I sign anything. If nothing is owed, I need that stated in writing too."

"This extended warranty is a must-have"

Extended warranties (also called 'service contracts') provide repair coverage after the manufacturer's warranty ends. Their pricing varies a lot and is often negotiable. Don't buy under pressure—compare terms and pricing from multiple sources.

Say: "No thank you. I'll consider buying directly from [manufacturer] later if I want coverage."

Paint protection, fabric protection, VIN etching

These add-ons are often expensive for what you get. Treat them as optional and ask for the out-the-door price without them.

Say: "No thank you. I'd like to decline all optional add-on products."

"It's only $XX more per month"

This makes expensive add-ons sound cheap. '$30 more per month' sounds minor, but multiply it out: $30 × 60 months = $1,800. Plus you're paying interest on it! A $1,500 warranty becomes $1,800+ when financed. Always ask for the total price, not the monthly difference.

Say: "What's the total cost of that product? Show me the payment without it."

"Your credit score came back lower than we expected"

This can be used to justify a higher rate. Know your score before visiting and ask to see the report they pulled.

Say: "I checked my score before coming in - it's [X]. Show me the credit report you pulled."

"You NEED GAP insurance for this loan"

GAP insurance covers the 'gap' between what your car is worth and what you owe if it's totaled. It CAN be useful if you made a small down payment - but dealers often charge 2-3x what your car insurance company would charge for the same coverage. Don't buy it on the spot.

Say: "I'll get GAP through my insurance company. It's much cheaper. Please remove it."

"These products come as a package - you can't remove just one"

This is often false. Many add-on products are optional. Ask for itemized pricing and remove anything you don’t want.

Say: "I'd like to decline the entire package then. Show me the price without any of these products."

"The bank requires this product to approve your loan"

This is often a pressure tactic. Lenders typically don’t require paint protection or warranties. Ask for the requirement in writing from the lender.

Say: "Please provide that in writing from the bank. I'll wait while you get confirmation."

Contract terms don't match what the salesperson promised

The F&I (Finance & Insurance) manager is a closer, not your friend. They handle your loan paperwork AND try to sell you expensive add-ons. They may try to change the deal. Verify EVERY number matches your agreement.

Say: "These terms don't match what we agreed. I need this corrected before I sign anything."

"We're closing soon, let's hurry through this paperwork"

Rushing is a tactic to prevent you from reading the contract carefully. Don't let time pressure make you skip reading.

Say: "I'm going to read every page. If you need to close, I'll come back tomorrow."

"Wheel and tire protection - potholes aren't covered by warranty"

These packages can be expensive relative to the likely benefit. Ask for the total price, exclusions, and a per-item claim limit before considering it.

Say: "No thank you. If I damage a wheel, I'll pay out of pocket - it's cheaper."

"Lock in today's service prices with prepaid maintenance"

Do the math: compare the plan price to retail pricing for the included services. You may be prepaying for something you can shop around for later.

Say: "What specific services are included and at what intervals? I'll compare to retail pricing."

"Credit life insurance protects your family if something happens"

Credit life insurance is extremely expensive for the coverage provided. A term life policy offers far better value.

Say: "I already have life insurance. Please remove this from the contract."

"This vehicle has LoJack/GPS tracking already installed"

Tracking add-ons are often priced aggressively. If you don't want it, ask for the out-the-door price without it and verify what you're getting in writing.

Say: "I don't want this product. Either remove the charge or remove the device."

"Just initial here, here, and here" (without explanation)

Every initial is agreeing to something. If they can't explain what you're signing, don't sign it.

Say: "Stop. I need you to explain exactly what each of these documents means before I initial anything."