Ever wonder why the sales people at a car dealership invite you to take a ride in one of the cars, and after you are done, they always say “Let’s go back to the office to see if the car is available.” Ever wonder why the car you just test drove is always available, no matter what?

Here’s why: This is a tactic to get you into the office. Getting you to the office is one of the 3 hardest parts they have to go through [one is to get you interested in a car, second is to get you to start the application process to see if your credit qualifies, and third is to have the deal loom around the price they wish]. The sales people already know which cars are available and which aren’t. They wouldn’t waste their time “helping” you choose and test drive a car that is already reserved for someone else.

Since they already know that you want the car and that it is available, they talk to you while you test drive, trying to find out your background and information about your current situation [why are you interested in the car?] to know how to act and what to say [to close the deal] once they get you to the office after the test drive phase is over.

Next time you are at a dealership, keep this in mind.