‘Totally agree. My dealership presents all numbers on the buyers order [in print.]’
A car salesperson believes that if a dealership presents you with this one thing, you should probably walk away from the deal.
In a TikTok, Kane (@aidantgr) goes over something he says should raise concern for buyers. The post has over 2,000 views as of this writing.
Kane, who says he works at a full-disclosure dealership, claims handwritten numbers or the four-square method are the key indicators of whether to do business with a dealership.
“If the dealership does this to you, you should probably leave,” he begins.
“If we are presenting numbers that are for a new vehicle, a pre-owned vehicle, a lease, a purchase, a cash offer—there is a full disclosure breakdown. All the numbers are printed, not handwritten,” he continues.
The key component is the printed, not handwritten, element of the price breakdown.
“If somebody is still giving you a four-square or handwritten numbers, you should probably not do business with them,” he advises.
One commenter agreed with this car-buying tip and said their dealership does the same.
“Totally agree. My dealership presents all numbers on the buyer’s order. I have even sent the info via text, email or whatever customer has asked,” they wrote.
“That makes things better for everyone involved,” Kane replied.
Kane told Motor1, “I’m still actively selling, transparency helps everyone—customers get clarity, and salespeople build real trust. Traditional tools like four-square often don’t accomplish that clarity or trust. When numbers are presented clearly and honestly, deals move faster, relationships last longer, and the experience improves on both sides.”
One of the tactics car salespeople use to secure the sale is the four-square approach. The four-square process includes presenting price, trade value, money down, and monthly payment in four separate quadrants.
This technique is designed to confuse customers and get them into a deal that disadvantages them, according to the Center for Performance Improvement.
The four-square technique is done during the price negotiation phase. The salesperson takes out a piece of paper with a four-square on it with price, trade value, money down, and monthly payment boxes. At the top will be a section for initials and a signature.
This method is designed to make you pay more without realizing what’s going on, Consumer Reports says.
“Salespeople will write in big letters, turn the sheet over, and write over and cross out numbers to make it as confusing as possible, all in an attempt to wear you down and make you sign,” per Consumer Reports.
The purpose is to get the customer to focus solely on the monthly payment rather than the vehicle’s price. By focusing on the monthly payment, they get distracted from the total payment.
It’s important to note that any change in the number in any of the four quadrants will impact the others, leading to scribbles and more writing on the sheet. Frequently moving the numbers around in the four boxes and mixing them up only adds to the confusion. This method is designed to make you believe you are getting a solid deal when you’re not.
Users on Reddit agree.
“You’ll end up paying more for the car than you should. Instead of just dealing with the final price of the car they will have you thinking about the other terms like monthly payment. Stay focused on the price and know what a fair price would be,” one person wrote.
“Tell them you want an OUT THE DOOR PRICE. All taxes, fees, etc. included. That’s all that really matters. Once you have it, don’t let it go up,” another suggested.
Kane told Motor1, “Good Salespeople and dealerships are out here. We are not all bad. Purchasing a vehicle is a human experience. Both sides are human. I am an advocate for the consumer, I am also an advocate for good Salespeople. I am not out to demonize my own industry. Rather, I want to point out to people how they can have a better experience buying a vehicle.”
It may feel like dealerships only profit and push you to finance your vehicle to make more money in the long term. However, not all salespeople are out to get you, as Kane told Motor1.
Generally speaking, using online reviews for dealerships and word of mouth are solid starting points. Websites like DealerRater and Google Reviews allow you to read reviews on both service and sales departments.
According to Edmunds, you should test drive your salesperson in addition to your car. Here is a list of questions you can ask to determine if you are dealing with a good salesperson.
The car-buying process can be intimidating, but finding a good salesperson can build trust and confidence during the process.
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– The Motor1.com Team