Giving Salesmen a Taste of Their Own Medicine and getting CAUGHT!
About this episode
Professional negotiator Tommy from Delivrd flips the script on dealership sales staff by using their own high-pressure tactics and classic excuses against them. In a series of live, experimental phone calls to negotiate a Ford F-150 Raptor, Tommy deploys famous industry phrases like "presence is power," "my computer is running slow," and "I have to talk to my boss." This entertaining experiment tests whether adopting a salesman's mindset can actually unlock better deals for consumers, while pulling back the curtain on the psychological games played during car negotiations.
In this video I take the most common car salesman tactics, presence is power, calling the boss, the computer is running slow, and I flip them back on dealers while negotiating a Ford Raptor 802A for a client in California.It was cringy, it was awkward, and on the second call the salesman immediately suspected I was in the business.The GM eventually recognized me, we got $2,500 off, and my final advice is simple: please do not try this at home.
Ford F-150 Raptor
"Okay, so 2026 Raptors, client lives in California. So we're gonna call California... And just to clarify, it's going to be the Raptor. It is the Raptor. Yeah, the F-150 Raptor."
This is an incredibly fast, wide, and aggressive version of Ford's popular F-150 pickup truck. It is designed to jump over sand dunes and drive fast off-road straight from the factory, making it highly sought after and often subject to dealer markups.
The Ford F-150 Raptor is a high-performance off-road pickup truck powered by a twin-turbocharged EcoBoost V6 engine and equipped with a specialized long-travel suspension. It pioneered the factory-built desert runner segment with its widebody stance and Fox racing shocks. The '37' package mentioned in the episode adds massive 37-inch tires and unique suspension tuning.
Tommy McParland
"Now, if you guys don't know who I am, hi, my name is Tommy. I negotiate car deals for a living... We charge a flat fee of a thousand bucks."
Tommy is a popular internet creator who helps regular people buy cars. He is famous for calling up dealerships on live video to negotiate lower prices and show viewers how the car sales industry works.
Tommy McParland (transcribed as 'Tommy McCoola' later in the episode) is a prominent automotive consumer advocate, content creator, and the founder of the car-buying service Delivrd. He is widely known on social media for posting live phone calls where he negotiates car deals and exposes dealership sales tactics.
out-the-door price
"I can speak to my higher up, seeing what our best outdoor would be. Excuse me, our best, what would net price would be since I don't have your full address here for an outdoor."
This is the actual, final number on the check you write to buy a car. It includes the car itself plus all the unavoidable government taxes, DMV fees, and dealer fees.
The out-the-door (OTD) price is the total, final amount a buyer pays to fully purchase and take delivery of a vehicle. It includes the vehicle's selling price plus all taxes, registration fees, dealer documentation fees, and any pre-installed accessories.
market adjustment
"It's just the market adjustment, which is five, right? And it will be, you know, there will be no surprises for you."
This is an extra fee a dealership tacks onto the price of a popular car just because they can. It is pure profit for the dealer, capitalizing on the fact that the car is hard to find.
A market adjustment (often called a dealer markup or Additional Dealer Markup/ADM) is an extra fee added to a vehicle's MSRP by a dealership. This typically occurs on highly desirable, limited-production vehicles where demand far exceeds supply.
Ford Bronco Raptor
"The deal was whatever the offer was because we needed a deal was actually a Bronco Raptor."
This is a massive, heavily modified version of the Ford Bronco SUV built to go incredibly fast over rough off-road terrain. It looks like a monster truck version of the standard Bronco.
The Ford Bronco Raptor is an extreme, ultra-wide version of the standard Bronco SUV designed for high-speed desert racing. It features a twin-turbocharged 3.0-liter V6, heavy-duty Fox shocks, and 37-inch tires directly from the factory.
Ford F-150 Raptor R
"Sorry, I'm at Raptor Rs. I got a whole bunch of Raptor Rs in here."
This is an even crazier version of the Ford Raptor truck. Instead of a standard engine, it has a supercharged V8 engine borrowed from a Mustang Shelby GT500, making it incredibly loud and fast.
The Ford F-150 Raptor R is the ultimate version of the Raptor, replacing the standard twin-turbo V6 with a supercharged 5.2-liter V8 engine producing over 700 horsepower. It was created to directly compete with the Ram 1500 TRX.
Delivrd
"Just so you guys know how delivered works. If you were a client I delivered, you know, is we have a team of three people negotiating your cardio at any given time."
This is a company that you can hire to negotiate with car dealerships for you. They do all the stressful talking and haggling so you don't have to deal with the salespeople.
Delivrd is a professional car-buying and negotiation service founded by Tommy McParland. The company charges a flat fee to handle the entire dealership negotiation process on behalf of consumers to save them time and stress.
Doug DeMuro
"But I see you and Doug Horner talking a lot and I had to pick up the phone. I'm like, I think, I think I know who this might be."
Doug is one of the most famous car reviewers on YouTube, known for pointing out all the weird features and 'quirks and features' of different vehicles.
Doug DeMuro (transcribed as 'Doug Horner' in the audio) is a highly influential automotive journalist, YouTuber, and co-founder of the auction platform Cars & Bids. He is famous for his quirky, detailed reviews of modern and classic cars.
Ford Maverick
"...e name of Zoe on our team in regards to a trimmer Maverick. This was about two years ago."
The Ford Maverick is a smaller, more affordable pickup truck made by Ford that is easier to park and drive than traditional large trucks. It is built more like a small SUV with a truck bed attached to the back, making it great for everyday driving and light outdoor activities. The Tremor version is specifically designed to handle rougher, off-road dirt paths.
The Ford Maverick is a compact, unibody pickup truck that revived the small truck segment with its standard hybrid option and affordable entry price. The Tremor package adds off-road capability with an upgraded suspension, all-wheel drive, and rugged styling. It is a frequent topic of negotiation discussions due to high demand, limited dealer inventory, and dealer markups since its launch.
Primary Market Area
"I mean, if they really are really like within my PMA, I would do it. They're in Fremont. And they'd be out of your PMA."
This is the specific local neighborhood or region that a car manufacturer assigns to a dealership. Car brands prefer dealers to sell to local residents rather than shipping cars across the country.
Primary Market Area (PMA) is a geographic territory assigned to a franchised dealership by the vehicle manufacturer. Manufacturers track sales within and outside this boundary, and dealers can face penalties or lose incentives if they sell too many vehicles to customers living outside their designated PMA.
desking tool
"I'm going to put it... Tommy VIP is the desking tool."
This is the computer program a car dealership manager uses to calculate your monthly payments, interest rates, and down payment options when you are trying to buy a car.
A desking tool is a specialized software application used by dealership managers to structure car deals. It allows them to input vehicle costs, trade-in values, interest rates, and terms to quickly calculate and present different payment options to the customer.
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