One of America’s top car salespeople has revealed a key warning sign to watch out for when purchasing a new vehicle, suggesting that dealers may use it to “hide something”.
Andrea Anderson, 40, who ranks among the top 100 Cadillac dealers in the US and has over a decade of experience in the industry, has shared her insights.
She flagged it as a “red flag” when dealers present two different prices depending on whether you’re paying with cash or card, asserting that the price should remain consistent regardless of your chosen payment method.
The mum from Nashville, Tennessee, advised potential buyers to be cautious of anyone who fails to provide a breakdown of additional costs, as this could indicate hidden charges for extras such as additional keys, warranties, and tinted windows.
“The biggest thing is transparency; if they are trying to hide something, they will just not give you enough information to make a purchase,” she warned.
“When they go to present numbers, if they show you the price and payment, but nothing else, there is a reason for that.
“They are trying to hide some type of information, and that is the wrong way to negotiate a car deal.
“When I am negotiating a deal, I go into a lot of depth about how I got to the number, and I provide them with a lot of details.
“I always put myself in their shoes, I go into lots of details, and if they have a question, I will have the answer.”
Andrea also highlighted another potential red flag: a discrepancy between the cash price and the price if paid by card.
She explained that some dealers will attempt to present you with two different interest rates, depending on whether you purchase with a warranty or not.
Should this occur, Andrea advised you should question where they obtained those figures from, as they ought to be identical.
Andrea stated: “These are all red flags you need to look for when negotiating a car deal.
“Whenever they show there is a different cash price, you need to ask questions because it should not be a different price for cash.
“She said when dealers show a different interest rate with a warranty compared to without a warranty, that is not correct.
“They should be the same interest rate whether you buy with a warranty or not.”
Andrea revealed that some dealerships will also attempt to levy charges for any extras – including spare keys, tinted windows or a tank of petrol – but Andrea insists on removing them from the final price and negotiating them separately.
She explained: “A dealership trying to charge for add-ons, including a spare key, tank of gas or tinted windows.
“Those are things you can negotiate, so get that taken out.
“You should get a spare key for free, especially if it is for a new car.”
Andrea emphasised that the car negotiation begins before you enter the dealership.
She noted it is sound practice to telephone the dealership beforehand and request they send you some photographs of the vehicle you’re considering.
Andrea suggested this will reveal whether they understand their product or can locate the correct information for you. She advised: “Call the dealership and ask the salesperson a question about the car you know, also ask if they do add-ons such as paint protection film or other things as a mandatory add-on.
“Next, ask them to take a photo with their phone of the car you’re interested in. Ask them to email or text. This will tell you if the salesperson listens and will take that extra step for you. It also tells you if the car is available.
“If they follow through, I would schedule an appointment with them. If not, then it’s your out for not working with that person.
“This will make it a much more pleasant experience when you visit the dealership.
“Knowing that you have already spoken with the salesperson, the car is actually there, and they won’t switch you to another car, and you know if they have mandatory add-ons.”