The language of the car showroom

What used car salesmen say and what they mean can be two different things, so Autoquake.com has produced this quick guide to sales-speak. With car sales hitting their annual peak this month, it’s essential reading for any buyer before setting foot in a showroom.

‘Think of a trip to the showroom like foreign travel,’ said Autoquake.com’s CEO, Garry Hobson. ‘You wouldn’t go abroad without a phrasebook to help you understand the locals. It’s the same when shopping for a car. This guide will help translate the sales-speak into plain English.

‘If reading between the lines seems like too much hassle, there is another way,’ added Hobson. ‘At Autoquake.com, we don’t employ salesmen. Instead, you’ll find hundreds of used cars at bargain prices with no double-speak and no hard sell.’

‘I’ll have to speak to my manager.’
Think of this as a variation on the good-cop, bad-cop routine. The young salesman shows that he’s eager to please, and wants to give you a great deal. It’s the big, bad boss, tucked away in an office upstairs, who stands between you and a bargain. Your friendly salesman shuffles off to face his manager, ready to do battle on your behalf. Or, he pops round the back for a crafty cigarette, safe in the knowledge that you’ll be grateful for any extra discount. Even if the salesman does need the boss’s permission to knock something off the price, cut out the middleman and ask to speak to the manager instead.

‘How much can you afford to pay each month?’
You may well have a monthly budget in mind, but don’t give this away too soon. If you’re buying on finance, salesmen can tweak the size of deposit or the length of the finance agreement to make a car seem more affordable. This may bring the car within your budget, but if this is done by extending the loan from three years to five, you’ll end up paying more overall. Concentrate on the APR (the interest rate) and the total payable, not just how much you’ll pay each month.

‘You won’t find a better finance deal.’
Unless you look for one, that is. Dealer finance can be competitive, especially if there’s a special offer running. However, if you know roughly how much your car is worth, and how much the car you plan to buy will cost, it’s easy enough to get some finance quotes online. That way you’ll know if the finance really is as sharp as the salesman’s shiny suit.

‘There’s not much call for those anymore.’
Roughly translated: ‘I’m about to undervalue your car’. Good stock is hard to come by, so if your part-exchange has a full service history and is in good condition, it will make a welcome addition to the dealer’s stock. Check the price online before you go anywhere near a used forecourt so you know if the price you are offered is fair. Keep a print off of the valuation in your back pocket so you can challenge the salesman if he tries to pull the wool over your eyes.

‘I can only do that deal today.’
If it’s the end of the month or quarter, maybe this is true. If not, it’s a tactic to push an uncertain buyer to commit. Don’t be rushed into anything. Even if you do lose a good deal, they’ll be another one just as tempting before long. Never be afraid to walk away.