Never Trust Verbal Promises from Car Salesmen
Hey there! After spending 25 years as a Toyota Sales Consultant, I’ve seen just about every tactic in the book when it comes to selling cars. One thing I’ve learned? Never trust verbal promises from a car salesman. It might sound straightforward, but you’d be surprised how often people fall for it.
Let me explain why this is important, what tactics you might encounter, and how you can protect yourself. Don’t worry—it’s not as complicated as it sounds—just a few simple rules to keep in mind.
Table of Contents
The Lowball Tactic: Verbal Price Quotes
You’re shopping for a new car, and the salesperson gives you a price that sounds almost too good to be true—probably because it is! This is called the “lowball offer.” Salespeople often throw out a low verbal price to see if you’re ready to buy “right now” (remember this phrase; we’ll circle back to it later).
Here’s how it plays out: You leave the dealership and start shopping around to see if anyone else can beat that price. You might even mention that price to other dealers, but guess what? No one’s willing to match it. And that’s because it wasn’t a real offer in the first place.
When you go back to the original salesperson, they’ll hit you with something like:
- “Remember when I asked you if we could sell this vehicle for $13,995, would you do business right now, and you said you’d think about it? Well, that offer was for right then and there. But since you’re back, let’s see what we can do.”
See what they did there? That great offer just evaporated. But since you’re there, they’ll still try to get you to buy—at a higher price, of course.
One other tactic to be aware of is to only get price quotes from dealers that have the car in stock so you get the actual price. If you would like more information on this topic, click the link above to access this post.
The "Right Now" Pressure
Car salesmen love the phrase “right now” because it puts pressure on you to make a snap decision. It’s designed to create a sense of urgency. We want you to think that if you don’t jump on that deal immediately, you’re missing out on something big.
But here’s the thing: If you left the dealership to think it over or even just went for lunch and came back, the deal would still magically change. They’ll claim it was only good for when you were sitting in that chair earlier.
Don’t fall for this! A great deal today will still be a great deal tomorrow. Always give yourself time to think it over and make sure it’s in writing.
- Every now and again, you could be missing out on a deal. Just remember, if we have the exact vehicle you want and meet all the parameters you have set to earn your business, as long as it’s all in writing, it’s probably in your favor to move forward.
Why Verbal Promises are Unreliable
So, why can’t you trust verbal promises?
Simple. There’s no written record. It’s your word against theirs, and when push comes to shove, most dealerships aren’t going to honor a verbal promise, especially when money’s involved.
Here’s a reality check: If you buy the car after the salesperson gave you a verbal price that later changes, you’re essentially rewarding their bad behavior. They get the sale, and you walk away paying more than you originally expected. Not cool, right?
The Importance of Written Price Quotes and Due Bills
Now, here’s where things get practical. The most important takeaway from this is: Get everything in writing. Whether it’s the price of the car, any additional work they promise to do, or accessories they say they’ll throw in, make sure it’s documented.
- Written Price Quotes: This should be standard. The price should always be on dealer documentation, and ideally, it should come from a sales manager—not just the salesperson.
- The Due Bill: If they promise to repair something or add something to the vehicle, you need what’s called a Due Bill. This form should be clear, precise, and detail exactly what is owed to you. It’ll also have all the vehicle details and the signature of a sales manager. Do not leave the dealership without it.
This is a critical point. Don’t be the person who tries to hold a salesperson accountable for a verbal promise—it’s just not going to work.
The Due Bill Saves the Day
Let me give you an example. I once assisted a customer who bought a car from a salesperson who had just parted ways with the dealership a few days earlier. He promised them fancy all-weather floor mats and an extra key. If it was a verbal agreement, I’m sure my store would have taken care of the customer regardless. But stores I’ve worked for in the past wouldn’t have accommodated the customer so easily.
Lucky for them, they received a Due Bill when purchasing the vehicle. A couple of days later, they came in to collect, and sure enough, there was a mix-up with the order. But because they documented everything on the due bill, the dealership was able to make it right quickly. They’d have been out of luck elsewhere if it had just been a verbal promise.
How to Handle Pressure Tactics
Now, when you feel like you’re being pressured, don’t be afraid to pump the brakes. It’s your money, after all. Here’s what you can say to push back without being confrontational:
- “Can you put that offer in writing for me?”
- “I’d like to take some time to think this over. Will this offer still be valid tomorrow?”
- “Can we confirm this with the sales manager?”
By staying calm and asking for written proof, you’re protecting yourself without having to play any games.
Conclusion: Never Trust Verbal Promises from Car Salesmen
Final Thoughts: Protect Ya Neck (You might not get the Wu-Tang reference, but those that do, well…👐🏾)
After 25 years in the business, if there’s one thing I’ve learned, it’s this: Always protect yourself by getting everything in writing. Verbal promises are like the wind—they change direction quickly, and you don’t want to be caught off guard.
So next time you’re shopping for a car, don’t let anyone pressure you into making a hasty decision. Take your time, get everything in writing, and walk away confident that you’re getting the deal you deserve.
Feel free to contact me if you have any questions about the car-buying process. I’ve been at this for a long time, and I’m here to help!
Reach me at contact@cedricthecarguy.com
Frequently Asked Questions
Salespeople often use verbal promises as a tactic to get you to make a quick decision. Without written documentation, it’s your word against theirs, and verbal agreements are rarely enforceable. To avoid any misunderstandings, always ask for everything in writing.
If the price sounds too good to be true and they won’t put it in writing, that’s a big red flag. Politely decline the offer and walk away. A legitimate price quote will always be provided in writing, and any reputable dealership will honor that.
A Due Bill is a written document that details any promises made by the dealership, such as repairs or additional items to be provided after the sale. It’s crucial because it ensures the dealership is held accountable for those promises. Without a Due Bill, there’s no guarantee you’ll receive what was promised.
Take a step back. Don’t let a salesperson rush you into making a decision. Politely ask for time to think it over and get the offer in writing. If the deal is truly good, it will still be there when you’re ready to decide.
Absolutely! You should never feel locked into a deal based on a verbal promise. Even after a salesperson throws out a price, you have every right to continue negotiating. Just make sure any final price or agreement is written down and signed off by the sales manager.
Yes, having the sales manager’s signature ensures that the dealership is officially backing the agreement. Salespeople don’t usually have the authority to finalize deals, so the sales manager’s approval is essential for any price quotes, repairs, or promises made during the sale.
Be cautious if:
- The salesperson refuses to give you a written price quote.
- They say the offer is only valid “right now” or pressure you to decide immediately.
- Promises are made verbally but never documented.
- They avoid bringing in the sales manager or resist putting anything in writing.
Suppose you don’t have a Due Bill or written agreement. In that case, it’s much harder to hold the dealership accountable for any promises made. Whether it’s repairs or add-ons, you’ll likely have to cover the costs yourself if it wasn’t documented.
Always compare written price quotes from multiple dealerships. Don’t rely on verbal offers or pressure tactics. Additionally, do your research on market prices, and don’t be afraid to walk away if something doesn’t feel right.
Some key questions to ask include:
- “Can you put that offer in writing?”
- “Will this price still be valid tomorrow?”
- “Can I speak to the sales manager to confirm the details?”
These questions help ensure transparency and prevent any surprises later on.
Cedric Jackson
Cedric is a Sales Pro with 20+ years of experience. He is currently a Sales Consultant at Toyota of Riverside. He aims to share his passion for product knowledge of the Toyota brand here on his blog. Cedric writes content here and produces short-form videos on YouTube, Instagram & TicTok. Connect with him here or on all social media @ cedricthecarguy 🙏🏾🤙🏾
Cedric Jackson
Cedric is a Sales Pro with 20+ years of experience. He is currently a Sales Consultant at Toyota of Riverside. He aims to share his passion for product knowledge of the Toyota brand here on his blog. Cedric writes content here and produces short-form videos on YouTube, Instagram & TicTok. Connect with him here or on all social media @ cedricthecarguy 🙏🏾🤙🏾
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