7 Lies Car Salespeople Still Tell — And How to Outsmart Them

Let’s be honest—car dealerships have a reputation. And while many salespeople are perfectly professional and straight-forward, others have mastered the art of what one of my favorite clients brilliantly dubbed: bullshittery. It’s the perfect term for the smoke-and-mirrors tactics that get used to pressure you, confuse you, or flat-out trick you into making a deal you’ll regret before you hit your first red light.

Some of this bullshittery is “just part of the game.” But some of it? It can cost you real money, time, and sleep.

So before you step foot on a lot, memorize these classic lines. You’ll be armed and ready when the nonsense starts.

#1: “Someone Else is Looking at the Car.”

This line is dealership bullshittery in its purest form. It creates false urgency so you’ll panic and buy on the spot. Unless this car is rarer than a parking spot at Trader Joe’s, or there is an industry-wide inventory shortage, this is just a scare tactic. If someone else really is buying it, the salesperson wouldn’t need to pitch it—they’d be too busy finishing that deal.

So don’t let this fake drama push you into making a real mistake.

#2: “Oh... That Car Just Sold.”

The classic bait-and-switch is still alive and well, dressed up with a smile and a “but I’ve got something even better for you!”

Sure, maybe it sold. But maybe it never existed. Or maybe it was just a bait car listed to get you in the door. Either way, this is some top-tier bullshittery and a red flag you might want to walk out—or at least question everything from that point forward. Better yet, call before you head to the lot to see if the car is really available.

#3: “This is the ONLY ONE within 500 miles!”

Unless you’re shopping for something custom-built by wizards, this is usually a bluff. And thanks to smartphones, you can bust this lie right on the spot. Just pull up Autotrader, Cars.com, or the manufacturer 's website, set your radius to 500 miles, and enjoy the moment when the salesperson realizes you’re not buying into the bullshittery today.

#4: “If I can do $XXX / month, will you buy it today?”

This one is pure financial smoke and mirrors.

They want you thinking in payments, not total cost—because that’s where the sneaky math happens. Sure, they might hit your monthly target, but only by stretching the loan, inflating your rate, or burying a ridiculous down payment. By the time you realize you’ve been gamed, you’re three hours into paperwork and just want to escape.

This is one of the oldest tricks in the dealership bullshittery playbook.

#5: “This deal is only good today.”

Cue the dramatic music—your dream car turns into a pumpkin at midnight!

This "impending doom" tactic is meant to trap you into buying before you've had a chance to think clearly. Unless it’s the last day of the month or manufacturer incentives are expiring, this line is just more bullshittery disguised as urgency.

Deals don’t vanish overnight. But your patience might.

#6: “We’ll pay off your trade, no matter how much you owe!”

Oh, they'll “pay it off,” all right—by hiding your negative equity inside your new loan like a financial Trojan horse.

This line is extra slippery because it sounds helpful, but it’s misleading at best. No one’s magically erasing your debt. They’re just moving it around and hoping you won’t notice.

Classic bullshittery with a dangerous financial twist.

#7: “We’ll Forgive Your Extra Miles If You Lease Another Car From Us.”

This one is similar to #6 and deserves a gold medal in dealership fiction writing.

Dealers don’t own the lease, and they sure as heck can’t “forgive” anything. What they can do is take your over-mileage penalty and roll it into your next lease—so you’re still paying, just in disguise.

It's the kind of bullshittery that sounds generous, but costs you more in the end.

Bottom Line

If it smells like bullshittery, it probably is.

You don’t need to treat every salesperson like a villain, but you do need to be ready for these lines. Do your homework, know your numbers, and above all—don’t rush. Ask questions, push back, and get everything in writing with signatures. Because once it’s in ink, the bullshittery stops mattering.

Want to dodge all of this nonsense completely? Check out my online course: The No BS Guide to Buying a Car. I’ll show you exactly how to sidestep the scams, dodge the dealership drama, and buy smart—without falling for a single shred of bullshittery.