How to Beat the 'Four Square' and Other Car Dealership Sales Tactics
On February 25, 2026 By newsroom Topic: Automotive
Car dealerships often use sales tactics to confuse or pressure buyers, but being informed can help you navigate the process and save money. Here’s a guide to common tricks and how to counter them.
1. The Lowball Offer
- Tactic: Advertised prices are misleadingly low. Buyers encounter surprise fees, dealer-added accessories, or upsold models.
- How to Avoid It:
- Verify availability: Email or call to confirm the car is in stock.
- Ask for an itemized out-the-door price that includes all fees.
- Negotiate the total price before setting foot in the dealership.
- Be ready to walk away if the dealer insists on in-person negotiation.
2. The 'Buy Now, Or Else' Pressure
- Tactic: Salespeople create urgency, claiming the deal will expire soon or there’s high demand.
- How to Avoid It:
- Recognize the pressure as a tactic, not reality.
- Take control: Say you need more time and prefer to negotiate via email or text.
- Set a firm time limit for your visit to avoid being rushed.
3. The Four Square Worksheet
- Tactic: A worksheet with four boxes (trade value, purchase price, down payment, monthly payment) distracts buyers by focusing on monthly payments. Dealers may manipulate the loan length or interest rate.
- How to Avoid It:
- Negotiate price separately from financing.
- Get pre-approved for a loan from a bank or credit union before visiting.
- Use a loan calculator to ensure monthly payment matches the agreed price, loan term, and interest rate.
4. The Word Track
- Tactic: Dealers use scripts to nudge buyers into spending more, such as asking, “What’s your monthly budget?” or “Were you planning to put that or more down?”
- How to Avoid It:
- Stick to total price discussions, not monthly payments.
- Use your own “word tracks” to stay in control, like:
- “Let’s focus on the overall cost.”
- “That’s outside my budget.”
- “I’m not ready to make a decision today.”
5. The Hard Sell
- Tactic: Techniques like “good cop, bad cop” or offering better prices only with dealership financing or extended warranties.
- How to Avoid It:
- Stay calm and polite. Offer incentives like high survey scores to get the salesperson on your side.
- Be prepared to walk away if you feel pressured or confused.
Summing it up
- Control the Process: Slow down negotiations and stick to your priorities.
- Stay Informed: Use tools like loan calculators and verify details before signing.
- Be Ready to Say No: Refuse deals that don’t feel right, and don’t hesitate to leave if necessary.
Pro Tip: The simplest and most powerful defense is using the word "No." Assertiveness is your best tool for avoiding a bad deal.
