Car Dealers Hate When You Ask These 3 Questions
Written by
Cynthia Measom
Edited by
Ashleigh Ray
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Buying a car can be stressful. Dealers may use tried-and-true tactics to push you into a quick sale, but knowing the right questions to ask can put you in the driver’s seat.
According to Mark Beneke, co-owner of Westland Auto Sales in Fresno, California, some questions potential buyers ask might make a dealer uncomfortable because they can reveal more about the vehicle’s true condition and history. Here are three questions that some car dealers dislike — and why they’re so important for you to ask.
Can I Take the Vehicle to My Mechanic To Inspect?
Why Ask: Beneke said that a third-party mechanic can provide an unbiased assessment of the car’s condition, potentially uncovering issues the dealer might have overlooked or may not take care of as part of their process. “This will also give you some insight into the attitude of the dealership and their confidence in their work,” he added.
Why Dealers Avoid It: Beneke explained that if a dealer is aware of issues with the car or isn’t confident in the quality of the work they provide, they might be hesitant to allow you to take the car to your own mechanic.
How Long Has the Vehicle Been on the Lot?
Why Ask: “Most dealerships buy their inventory through a form of credit line, so for each day that the vehicle sits on the lot, they are paying and losing the potential to buy and sell other vehicles,” explained Beneke. “Because of this, they may be more willing to negotiate the price to move the inventory.”
Why Dealers Avoid It: Beneke said that dealers may be reluctant to disclose this information because it could result in them losing their leverage during negotiations and take an even lower offer on a vehicle they may be already losing on.
Can I See Your Initial Inspection Report and All Services You Performed?
Why Ask: “The initial inspection report will provide you with all of the findings the dealership’s technicians or the service center they sent it to found on the vehicle,” explained Beneke. “Comparing this with the service record of the work conducted will give you any pending issues that you may need to take care of yourself. Keep in mind that a dealership does not need to provide you this, nor is it common practice.”
Why Dealers Avoid It: Beneke said that this is a very uncommon request so you shouldn’t be surprised if the dealer representative doesn’t know how to react at first. “Dealers may not always be open about their protocols and what they do and don’t service, and this would force them to be transparent about something they may not feel comfortable disclosing,” he added.
Additional Questions You Should Ask
According to Beneke, the following two questions are not things that dealers dislike to be asked, but they are just good for consumers to follow.
Can You Provide Me With a Full Breakdown of the Deal?
Beneke said the breakdown should include all fees, the interest rate, vehicle price and price of add-on products.
“Financing, add-on products, and fees can significantly affect the overall cost of the vehicle,” he explained. “Understanding the full breakdown of a deal would allow consumers to be fully aware of what they are agreeing to and avoid any deals they do not find favorable.”
However, Beneke said that having to disclose the full breakdown of a deal can make it harder for dealers and lenders to secure the deal so, instead, they will tend to shift the focus to payments.
Could You Provide Me a Full Vehicle History Report?
Beneke noted that you should ensure that the full vehicle history report includes all reported accidents, service records and title brands.
“Knowing the vehicle’s history helps the buyer understand its condition and potential future problems,” he explained. “While a previous accident or lack of service records does not mean that the vehicle has underlying issues or will break down faster, it is an added potential risk that needs to be factored into someone’s buying decision.
“Remember that a history report will only reveal information that was disclosed, so accidents, service conducted, or other information that was not reported will not appear. Always couple a history report with a third-party inspection.”
Beneke added that some dealers might prefer to avoid discussing past accidents or repairs because it could deter buyers. “If they do not have history reports available, run one of your own before you buy,” he recommended.
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