Buying a car can be exciting, but it’s also a major financial decision. While many dealerships are upfront and honest, some use tactics designed to get you to spend more than you planned or agree to terms that don’t work in your favor. Knowing the most common tricks before you walk into a showroom can help you shop with confidence, negotiate better, and leave with a deal that’s right for you.

Inflating the Sticker Price

One of the oldest tricks in the book is starting with a price that’s higher than the vehicle’s actual market value. This creates room for the dealer to “negotiate” down, making you feel like you’re getting a bargain when in reality you’re just being brought closer to the true fair price. Doing your research before visiting the dealership is key. Compare prices for the same make, model, and year in your area so you know the reasonable range.

Focusing on Monthly Payments Instead of Total Cost

Salespeople often ask what you’re comfortable paying each month. While this might seem like a helpful starting point, it’s a tactic to shift your focus away from the total cost of the car. They can extend the loan term to get the payment where you want it, but you may end up paying thousands more in interest. Always negotiate based on the total purchase price first, then discuss financing terms separately.

Adding Unnecessary Fees

Some dealerships include charges for items such as “dealer prep” or “documentation” that are either inflated or unnecessary. While some fees, like title and registration, are unavoidable, others can be reduced or removed if you challenge them. Always ask for a breakdown of every fee on the sales contract.

Pushing Unneeded Add-Ons

Extended warranties, paint protection, fabric protection, and VIN etching are common add-ons offered during the buying process. While some extras can be useful, many are overpriced or unnecessary. These items are often added in the finance office when you’re already committed to the purchase, making it harder to say no. Consider in advance which add-ons you actually want, and be prepared to decline the rest.

Low Trade-In Offers

If you’re trading in your current vehicle, some dealers will undervalue it to increase their profit. They might point out every scratch or mechanical issue to justify a low offer. Check your car’s trade-in value online before visiting the dealer, and consider selling it privately if you want to maximize its worth.

The “Yo-Yo” Financing Scam

In this tactic, you drive off the lot thinking your financing is approved, only to get a call days later saying there was a problem. The dealer then pressures you into a new financing deal with worse terms. To avoid this, make sure financing is finalized and approved before signing and taking the vehicle home.

Bait-and-Switch Advertising

Some dealerships advertise cars at an amazing price to get you in the door, but when you arrive, they tell you that the vehicle has been sold. They then try to steer you toward a more expensive model. To protect yourself, call ahead to confirm the advertised vehicle is available, and get written confirmation before making the trip.

Overvaluing the MSRP on New Cars

Dealers sometimes focus heavily on the Manufacturer’s Suggested Retail Price (MSRP) to make their “discount” look bigger. However, MSRP is just a recommendation—it’s not the market value. In competitive markets, you can often find new cars for less than MSRP, especially if you shop around and negotiate confidently.

How to Avoid Falling for These Tricks

Preparation is your best defense. Research the car you want, the fair market value, and the trade-in value of your current vehicle. Get pre-approved for financing from your bank or credit union so you can compare offers. Bring a printed copy of your research to negotiations, and don’t be afraid to walk away if something doesn’t feel right.

Final Tips for a Smarter Car-Buying Experience

Always read the fine print before signing anything, and take your time making decisions. Avoid negotiating when you’re rushed or distracted, and bring a trusted friend or family member with you if possible. A second set of eyes and ears can help you catch details you might miss.

Shop With Confidence

At Bargain Tires in Jacksonville, FL, we believe transparency is the foundation of good business. Whether you’re shopping for a vehicle or looking for expert auto services, our goal is to help you make informed decisions that work for your budget. When you know the common dealership tricks, you can negotiate smarter and leave the lot with a deal you can feel good about.