Why Is the Dealer Switching Cars on Me?

Updated on March 28, 2019
kevinthecarguy profile image

Kevin Scanlan is a car salesman in Henrietta, Texas, who would like to change car buying, and who dabbles in humor off & on

I was asked about a scenario that happened to a friend of mine. I would like to share it with you. It was a horrible case of a lack of communication making the customer suspicious and losing confidence in the salesman and the dealership.

Here are the facts: You go to the dealership and you are interested in the white 2014 Malibu. After we have talked numbers and looked at your credit and financing options, the salesman wants you to look at a red one that is two years newer and $1500 more expensive. Why?

Let’s do first things first. You should never be in a situation where you don’t feel comfortable and in control. This is likely the second most expensive purchase you will make, and you need to understand what is going on. You should have asked your salesman why he was suggesting a different car. If you ever have a question during the sales process you SHOULD ask. If you do not get a clear or satisfactory answer – you need to look for another car dealership.

There is a bigger issue here as well. You should not have to ask. Your salesman or saleswoman should be keeping you informed all along the way. I know that when I am with a customer, I think of us as a team. We both want the same thing – we want them to leave in a new car. So, you should not have to wonder what was going on – it is your purchase. If you do not understand what is going on – then your team is not functioning properly.

The first thing that comes into your mind is that they must have a reason to want to switch cars. That is absolutely correct. You have that part 100% right. It is the “why” that you probably do not know. It is not just because they can make more profit on the newer one. I know that dealerships do pay bonuses for moving certain makes or models and have contests and all sorts of things that could be at play. More likely, he is trying to do what is best for you. He or she was just not sharp enough to take the time to explain what he was doing and why.

Let’s say you have below average credit – half the people in America do. That means there are 165,000,000 people in this country with below average credit. It is nothing new or unique. But the car switch may have something to do with getting you financed. It might be that the lender he was trying to place you with was not worried about your ability to pay but did not want to make a loan on a car that is 5 years old. The newer car may be a bit more, but it is more attractive to the lender as collateral.

It could be that you are really focusing on a specific payment – many buyers – including myself do. It is all about the payment. I want this car, I have this down payment and you ran my credit. It is up to the salesman and finance team to try and meet those expectations.

So, let’s get back to the 2014 and 2016 models. Maybe you said I must have a $300 payment. They look at the lenders and they can only get financing for 36 months on the 2014 model. I just made up some numbers but came up with a $334.81 payment. Now the 2016 model costs $1500 more, but the lender will go an extra year on the financing since it is two years newer. So the newer car, even though it costs more, can be yours for $299.74 a month with a 48-month note. That is exactly what you asked for. You wanted a 2014 at $300 a month and the salesman got you a 2016 for that exact payment.

That is good salesmanship. Unfortunately, if he was not keeping you informed of what he was trying to do – then all his creative work is wasted. You don’t understand what is going on – and you assume he is either not listening to you or is trying to flip you to a car where he makes more money. That is sad. The salesperson is working hard to meet his customer's wishes, but the customer is not seeing that. Communication is key. He should be more open about what the process is and how it helps you as a customer. And you should ask. Never let yourself be uncomfortable with such a big decision.

And, it is that. Buying a car is a big decision and a big financial commitment. You should understand every step of the process.

This content is accurate and true to the best of the author’s knowledge and is not meant to substitute for formal and individualized advice from a qualified professional.

Questions & Answers

    Comments

      0 of 8192 characters used
      Post Comment

      No comments yet.

      working

      This website uses cookies

      As a user in the EEA, your approval is needed on a few things. To provide a better website experience, axleaddict.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

      For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://axleaddict.com/privacy-policy#gdpr

      Show Details
      Necessary
      HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
      LoginThis is necessary to sign in to the HubPages Service.
      Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
      AkismetThis is used to detect comment spam. (Privacy Policy)
      HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
      HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
      Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
      CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
      Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
      Features
      Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
      Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
      Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
      Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
      Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
      VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
      PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
      Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
      MavenThis supports the Maven widget and search functionality. (Privacy Policy)
      Marketing
      Google AdSenseThis is an ad network. (Privacy Policy)
      Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
      Index ExchangeThis is an ad network. (Privacy Policy)
      SovrnThis is an ad network. (Privacy Policy)
      Facebook AdsThis is an ad network. (Privacy Policy)
      Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
      AppNexusThis is an ad network. (Privacy Policy)
      OpenxThis is an ad network. (Privacy Policy)
      Rubicon ProjectThis is an ad network. (Privacy Policy)
      TripleLiftThis is an ad network. (Privacy Policy)
      Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
      Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
      Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
      Statistics
      Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
      ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
      Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)