The Dealer's Inventory of Vehicles

The first question that you will need to have answered when calling the dealership is: do they have the vehicle in inventory? 

 

 

Keep in mind, if the dealership does not have the vehicle, they will still attempt to get the customer to visit the showroom. This is where it can be tricky.  Salespeople are instructed to “get the customer in” at all costs.

 

For instance, salespeople will commonly take two different approaches if they do not have the requested vehicle in stock.  The first approach is they will tell the customer that they do not have it; however they can get the vehicle easily if the customer is interested. 

 

The second is they will outright lie and tell the customer that they have the vehicle.    Then they will “back-track” when the customers arrives and say that it was “just sold” or use the "K.I.S.S. Method " acting as though they have misread their inventory list and made a “honest” mistake.

 

In the first scenario, if the customer lives in an area where there is are several dealerships, they should call more dealers until they find the desired vehicle. 

 

Salespeople are instructed to "get the customer in" at all costs.

However, if there is only one dealer in your area, then you should explain to the salesman that they only wish to test-drive the vehicle at this stage and they are free to get a vehicle for that purpose. Otherwise, you would like to test drive the same model without the requested equipment and color.

 

If the salesperson lied and you arrive to find the vehicle is not available, you should request that the salesman contact you when they get the vehicle and they will come back for a test drive.  The important thing is to not let the salesperson take control and switch cars or begin a Write-Up on a “locate.” Remember, the first visit is to test-drive the vehicle, have your vehicle appraised and gather important financing information. 

 

If they have the vehicle, often you will be able to locate it on the dealer’s website.  Once you have determined that the vehicle is available at the dealer you should make an appointment using a time-line.