Car Salesman Slang and Dealership Terms Explained

Are They Talking About You?

Car salesman slang, lingo and terms the secret car salesman language.

The slang, lingo and terms used at car dealerships is sometimes very cryptic to the uninformed car buyer. Dealership employees have slang terms that cover just about everything that has to do with the business of selling cars.

Keep your ears open and you might just hear car salesman and their slang terms openly used during your visit. Take a minute and look below too familiarize yourself with some of the slang and lingo that car dealers and salesman use to communicate.

Car salesman slang example

Example of how car salesman slang is used in a dealership.

I had this up today, he was a split with another salesperson and I wasn’t going to skate him. The customer told me he was a bullet and wanted to pay a nickel under invoice minus the trunk money. He was a real grinder and kept trying to walk on the deal. The sled he wanted to trade had cancer and may-pops… He was buried and wanted all the money for it.

He kept backing up on me and I didn’t want to broom him because he was my hat trick so I finally had to get a T.O. The boss couldn’t do anything with him either.

Finally, the GSM ended up flipping him several times and then de-horsed him in a demo. He’s my be-back for tomorrow.

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Familiarize yourself with all the car dealer slang terms or jump to a section below:

A – B – C – D – E – F – G – H – I – J – K – L – M – N – O – P – Q – R – S – T – U – V – W – X – Y – Z

Do you have a car salesman term not on the list? Send it to me and I’ll add it. Reader’s comments have an asterisk on them.

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A

Ace –Term used to describe a customer that signs on the first offer. Usually very profitable for the car dealership.
ACV – Abbreviated term for Actual Cash Value. Refers to the real value of a trade-in.
Ad-Buyer, Paperboy – Lingo used to describe a car buyer that walks into a car dealership with a print copy of the latest car advertisement in hand and is looking to buy a car at the price advertised.
Addendum – An addendum is a sticker is an additional sticker posted near the manufacturer’s label (Monroney or M.S.R.P.). The addendum can be found on new or used cars and details any dealer-added options and / or market pricing adjustments. Some dealers will create their own addendum stickers to make them look closely like the M.S.R.P sticker in hopes to fool a consumer into believing the car came from the factory with the pricing attached. Read more about how dealers use addendum stickers to increase profit.
Allocation – The definition of allocation and how vehicles are allocated can differ from OEM to OEM (Original Equipment Manufacturer). The basic definition of this is the new vehicle inventory an OEM allows the dealer to purchase. Some OEMs, the allocation may relate to what vehicles are forced upon a dealer more than what a dealer actually wants to order.
or card attached next to the manufacturer’s (Monroney) label for new cars or next to the window sticker on used cars that details any dealer-installed accessories and/or market pricing adjustments.
Appointment – Car salesman slang for a customer that has arrived at the car dealership by making an appointment by phone, email, or previous contact.
APR – Dealer term for Annual Interest Rate. The interest rate found on your auto loan.
As-Is – The vehicle has no warranty. If it breaks in half on the way home… you own both halves.
Atomic Pencil – When the manager writes and extremely high first offer to buy to the customer to get their thinking up on what they’re going to pay for the vehicle.
ATPSO* – Car salesman slang for describing a customer’s trade in on an appraisal sheet. It means “A Total Piece Of S***.”

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B

Baby Sitter – A cosigner that is placed on a loan to help the buyer get approved for the vehicle.
Back, Backend – This dealer term refers to the F&I actions in a dealership. It is used to identify the gross profit made in the business office after the physical price (front end) of the vehicle is agreed to with the customer.
and most often is used to identify the gross profit made in the business office.
Backing up, Backwards, Backed up – Slang term used to describe when a customer is starting to back out of a deal all of a sudden or deciding against a deal even when the terms have been met.
Back of Book* – Slang used to describe a (not-so-hot) girl that walks onto the showroom floor and is not worth as much as she seems. It also means to hold money on the trade in when presenting the value to the customer.
Bait and Switch – One of the oldest tricks (illegal) in the book. This scam works by advertising a low price on a vehicle that’s often not in-stock (bait) and then switch the customer to a higher priced vehicle or inferior vehicle once they arrive. Read more about the car dealership bait and switch scam here.
BCA or BVA (Borrowed Car Agreement) – Car salesman slang used to describe a borrowed car agreement or borrowed vehicle agreement. A BCA is used to let a customer take a new or used vehicle for an extended test drive overnight or for a few days. Read a BCA carefully to understand the terms and conditions of the test drive.
BDC – Dealer term used to describe the Business Development Center (call center).
Beacon, Beacon Score – Slang used to describe the credit score generated by Equifax. It provides the lenders insight on the customer’s credit worthiness. A dealer wants to know the beacon score as soon as possible, so they know if they have someone that can actually buy a vehicle.
Beater – Term used to describe an old beat up car. Normally has really high mileage, has many dents and / or the paint is bad.
Be-back – Car salesman slang used to describe a customer that has come back to the car dealership from earlier that day or a previous day.
Be-Back Bus – Car salesman slang used to describe a make believe bus that will come back to the car dealership with all the customers that have told the car salesman while leaving, “I’ll be back!”
Be – Back Dust – Similar slang to the above used to describing a new guy walking customers. Example – “The newb sprinkled be back dust on 3 ups today.”
Bird Dog – Car salesman lingo used to describe an individual that will bring car buyers in the market to a specific car salesman or car dealership normally for a cash reward.
Blew Out, Blow Out – Car salesman slang used to describe a car buyer that may or may not get upset and leaves the dealership in a hurry.
Blower, Blowhard – Term used to describe a customer that is wasting a salesman’s time with no intentions of buying a vehicle.
Blue Hair, Silver Hair – Car salesman lingo used to describe car buyers who are senior citizens.
Bogue* – Short for bogus, has bad credit tries to get a weekend rental. Also referred to a person that will do anything to buy a car but cannot buy anything.
Bomb – An old vehicle that has no value.
Book – Term used to describe the wholesale books used to put a value on a customer’s trade.
Book of Business – There are several slang terms for this. It describes everyone in your sales funnel, including prior customers.
Boomerang – Car dealer slang for giving a customer a price or value on their trade that no other dealer will be able to match. This makes the car buyer come back to the dealership after shopping all over town. An example would be, “I let those people leave on a boomerang.”
Boss – Slang name for the new car Sales Manager, Used Car Manager, or higher ranking personnel. Example: “No problem Boss, I’ll get right on it!”
Box, The Box – Dealer term used to describe the Finance & Insurance office (F&I office or Business office). This is where customers will sign a mountain of paperwork when buying their vehicle. They will also be presented with aftermarket products and high profit warranties and / or insurance products such as credit life or GAP insurance.
Bring Back – Car salesman slang used to describe when an individual had to bring a car back because they could not get financed or any other reason.
Broom, Broomed or Broom’em – Car salesman lingo used to describe getting a customer that isn’t going to buy today or can’t buy, out of the dealership.
Bullet – Used to describe someone with an excellent credit history. This person can buy whatever they want.
Bumblebees* – Car buyers that can’t decide between three or more vehicles.
Bump – Term used to describe getting the customer to pay a little more. Example would be, customer is locked on a $350/month payment and the salesperson needs to “bump” them to $375/month to buy the vehicle.
Bunny – Term used for a customer that is not a very good negotiator and ends up paying way too much for a vehicle.
Buried* – When you owe so much more on your current vehicle you can’t trade it in. (So much negative equity can’t buy anything.)
Business Office – Slang used to describe the area or office that the F&I Managers work.
Busting Bugs – Term used to describe a customer that has taken delivery of their car and has left the car dealership in their new car.
Bust Out* – Term used to describe a customer that has lousy credit.
Buy or Die – Car salesman slang used to describe following up or keeping in contact with a customer until all possibilities of them buying a car is exhausted.
Buyer’s are Liars – An old saying by car salesman.
Buyer’s Remorse – Is an emotional response from a car buyer during or after buying a new or used car. Buyer’s remorse can be feelings of depression, anxiety, fear or regret. The majority of car dealerships across the United States do not have a three day return policy or cooling off period on new or used car purchases. Buyer’s remorse will not be enough to get you out of a vehicle purchase or return a car to the dealer. The best way to minimize buyer’s remorse or to avoid it all together is to not rush the process of buying a car. Make sure you’re as informed as possible by reviewing my new and used car buying tips.
Buy-Here-Pay-Here – Describes a dealership that has in-house financing arrangements that caters to subprime customers that cannot be approved through a traditional lender due to having serious past credit issues.

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C

Cancer – Slang term used to describe rust on a vehicle. This term may also be used to describe an employee that has a very bad attitude.
Candy Store – Lingo to describe a dealership with a lot of vehicles in inventory.
Car Drunk – This dealer term is sometimes used when a customer is presented with too many options and gets too confused to make a decision. They then want to go home so they can think about their decision.
Car Salesman Mantra – Car salesman lingo used to describe a saying that’s used to pump up car salesman. Normally used or said in a group setting during the morning sales meeting. The Car Salesman’s Manta is “Today’s the day, you’re the guy, this is the place.” Becoming a professional car salesman is a tough career choice. When it comes down to it, sales is 10% skill and 90% attitude to be successful.

Now don’t take me wrong. Car sales is a skill, an art form all of its own. You must have self discipline and a continuing education to become a professional car salesman. You can have all the skill and training in the world but if you have a bad attitude, you will find yourself broke, hungry and burned out.

You must portray self confidence and a positive attitude whenever dealing with customers no matter what kind of day you’re really having. This is where true professional retail car salesman rise above the rest. No matter how many times they hear “NO” they keep pushing forward with a positive attitude. The Car Salesman’s Mantra helps a car salesman keep a positive mental attitude thought out his day.

There are very few true professional car salesman that make a very good living in the car business. Most individuals get into the business because they’ve heard you can make quick money or they think it’s easy. These green salespeople find out fast that it’s not as easy as it looks. Most of them burn out and don’t last long in the business. Check out my article on the life cycle of a professional car salesman to recognize the pitfalls of becoming a professional car salesman.

Chase Car – Term used to describe a car that follows another car when delivering a new car or truck to a customer or transporting a car to a service facility.
Cherry Picker, Cherry Picking – Car salesman slang for when describing another salesman that is selective on which customers they will assist by the way they look, how they’re dressed or what they are driving.
Chisler – Dealer lingo for a customer who spends hours haggling over a small amount of money.
Clam – A beat up trade-in that is worth little to nothing in value.
Clean out* – Term used for when selling a manager’s dem. The salesman will have to remove all of the manager’s personal belongings so detail can prep it for sale.
Close, Closed –Car salesman term to describe an individual that has just completed a car buying transaction.
Closer – Car salesman saying used to describe an individual that’s highly trained in the art of negotiation. This highly trained salesman will come in after the regular salesperson to get the customer to buy the car.
Cockroach* – Slang term used by old school or Veteran salespeople/managers will refer to customers with bad credit that they feel are wasting their time.
Code 4 on the Sales Floor – Term used to let other salespeople know there is a very attractive female on the showroom floor.
Come On – Dealer slang used to describe when the buyer is led to believe one thing and it turns out to be really something else.
CRM – An acronym for Customer Relationship Management. In the dealership world it is used for describing the software a dealership uses for tracking and managing all customer contacts.
Crop Duster – Slang used to describe a vehicle that is blowing smoke out of the tailpipe.
CSI, SSI (Sales Satisfaction Index) – Is a term used for Customer Satisfaction Index and it refers to the rating system most OEMs use to grade a dealership’s performance. It is also used to grade the performance of the individual salespeople and managers. The score is based on buyer responses to survey questions. This is also called SSI (Sales Satisfaction Index) or survey.

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D

Daddy’s girl* – Needs a parental cosigner to get approved to buy a car.
Deadbeat – Car dealer term to describe someone with very bad credit.
Deal, Folder, Jacket – Car salesman lingo used to describe a customer’s packet that contains all of the information of the customer’s transaction when buying a new or used car.
Dealer Principal – Term used to describe the owner of a dealership.
Dealer Trade – Lingo used by car salesman to describe when a dealership trades a new car or truck with another dealership.

If a customer is looking for a certain new car or truck that the dealership does not have in inventory. A dealer may look to do a “Dealer Trade” with another dealer to keep the customer’s business at their dealership. A “Dealer Trade” may happen between two local dealerships or between dealerships located in different states.

Car dealers can look at other dealer’s inventories through their computer systems and tell you where the exact car is that you’re looking for. If the car is close a dealer can set up a dealer trade for you. You must be careful when agreeing to buying a dealer trade. Normally you’re unable to visually inspect or drive the car before it gets to the dealer you’re buying from.

Car buying tip – If you buy a car from a dealer and they have to “Dealer Trade” the vehicle. Make sure the vehicle does not have any dealer options added to the car you’re unwilling to pay for. Also make sure you get it in writing you’ll be able to visually inspect and drive the car before signing a contract.

De-Horse, De-Horsed – Slang used for when a car salesman takes a customer out of their current car and puts them in one of the car dealer’s cars to drive.
Demo, Demonstrator – Car salesman slang to describe a vehicle that has a certain amount of miles already on it. The miles were added to the vehicle because of one of the Managers or Owners of the dealership has been previously driving the vehicle.
Demo Drive, Demonstration Drive, Presentation Drive, Test Drive – Lingo used to describe when a car salesman and a customer take a new or used car out on a drive to see if it meets the customers driving wants and needs.
Desk, Tower, Sales Desk, Sales Tower, Sales Office – Car salesman slang to describe where the New or Used Car Sales Managers sit and work the car deals in the dealership. It’s derived from back in older dealerships the area where the Managers sat in a car dealership was elevated so they can keep an eye on the sales floor.
Desk Log – Also known as an “Up Log.” It is a book or ledger to record everything that has happened today in the dealership on the sales sales floor. When a salesperson takes a phone call or has a prospect on the lot. They will write down on the general information they can on this log. It will help with follow up and tracking customers.
Dime* – Car salesman term for $1000.00 (used when describing a customer’s money down.)
Disneyland Shoppers* – Buyers that can’t decide between three or more cars.
Down Stroke – Slang used describe down payment.
DTI – Abbreviation for Debt To Income. This is a finance calculation to determine the percentage of debt a buyer has compared to their gross monthly income.
Duck on the pond – Car salesman slang to describe a customer is on the lot and has not been attended too.
Duece* – Term used for $200.00. (used when describing a customer’s money down.)

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E

Easy – Term used to describe a car buyer that is going through the dealer’s sales system and not putting up any kind of defense.
Equity – When a customer owes less than what the vehicle is worth, they have “equity” in their vehicle.
Ether, Under the Ether – Car salesman slang used to describe when a customer is making car buying decisions based on emotion and making it very easy for the salesman to sell them a car.
Eyeball – Lingo used to describe how much eye appeal a vehicle has.

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F

F&I – Finance and insurance.
FAB – This term is for Feature, Advantage, Benefit. A FAB Statement will present a vehicle’s feature like run flat tires, the advantage that it provides (allows you to drive an extra 50 miles on a flat tire), and how that benefits the buyer (you’ll be able to make it safely home or to the shop should you ever get a flat tire).
Fairy* – Internet customer that walks in with all their car buying research in a folder.
Fence Jumper, Climber, Ups in the Wire – Car salesman term to describe an individual that has just completed a car buying transaction.
Firm Grip* – Car salesman term for when a customer is buried in their trade. (owes way more than what it is currently worth.)
First Pencil – Lingo used to describe the first offer written on paper that is presented to the customer to begin the negotiation process.
Five-Pounder – This term can have any number in front of the “Pounder.” A pound represents $1000. A five-pounder would be $5,000 in gross profit on the car deal. Some dealers only count the frontend profit, but some will count the front and backend of a car deal for the total pounds.
FLEET Manager – An individual that is employed by a car dealership that handles high volume sales through businesses, state or city agencies.

A FLEET Manager will normally contact small businesses, city or state agencies that require vehicles to conduct business. FLEET Managers are normally not commission based so they are able to provide deep discounts when selling multiple cars to one buyer.

Some car buyers believe they will get a better deal if they work with a FLEET Manager. Some people on the internet actually sell books and information on the best way to buy a car is from one of these individuals. This is not always correct.

First you need to find a FLEET Manager. Not all car dealerships have a FLEET Manger employed at their location. You can contact a car dealer and ask to speak with someone in their FLEET Department.

You have to be careful doing this because if they don’t have a FLEET Department they may just pass you off to someone acting as a FLEET Manager. This does commonly happen to unsuspecting car buyers. I know of Sales Manager’s that have business cards made up giving them the title just to sell you a car.

In a car dealership, the running joke of what FLEET stands for is: Full List Each and Every Time!

Car buying tip – FLEET Managers and their departments are being phased out and replaced by Internet Managers. Using a FLEET Manager as the your dealer contact can be beneficial when buying your next new vehicle as long as you’re sure you’re actually dealing with one.

By law, all car dealers pay the same price for their new vehicles from the manufacturers. The secret on getting the lowest price on a new car is educating yourself on the car buying process. If you’re not sure what you’re doing when trying to buy a car the FLEET Manager or any other car salesman will still try and take advantage of you.

Flip, Flipped, Flipping – Slang used by car salesman when they switch a customer from one car to the other or switch a customer from their prearranged financing to the dealers financing.
Floorplan – Is a dealer term used to describe the money the a dealership borrows to finance vehicle inventory. The dealer pays interest on this until a vehicle is sold and the floorplan reduced. This is one of the many reasons why dealers try to turn their inventory over in so many days.
First Time Buyer – Term used to describe an individual that has never financed or purchased a vehicle in their lifetime.

Click here to learn how to buy a new car at the lowest possible price.

FNG* – The clean version would be: Effin New Guy.
Friday Car – Car salesman slang used to describe a new car that has a “not-so-common” problem. The salesman may say the manufacturer built that car at 4:45pm on a Friday and the workers rushed so they could go home at 5:00.
Front-End, Front – Slang term used to describe the gross profit made on the sale of a vehicle, not including F&I (which is the back or back-end).
Front Line Ready – Car salesman lingo to describe a new or used car that’s been taken into the dealership and has been inspected, tested, detailed and ready for sale.
Full Bore – Term used to describe when a car salesman sells a car for the full sticker price with no discount.

G

G-Note* – Slang for $1000.00. (used when describing a customer’s money down)
Get-Me-Done – Salesman term used to describe someone with very poor credit who is desperate to buy a vehicle.
Ghost – Dealer term used to describe a customer that doesn’t have a credit score.
GM, General Manager – Abbreviation car salesman use for the General Manager of the car dealership. He is overall responsible for the entire dealership, personnel and day to day operations.
Go for a Walk* – Old school slang before computerized inventory, you walked the lot to see what was there and note anything special or unusual with the inventory.
Go-Go Juice – Car salesman slang to describe fuel that is put in the new and used cars.

Pretty self explanatory lingo car salesman may say when they are about to go put gas in a car. They may say something to their sales manager such as, “Hey boss, I just sold this car and I am going to put some Go-Go Juice in it.”

Gold, Gold Balls – Used to describe a customer with perfect credit and very large down payment. This customer can buy any vehicle they want.
Grape – Dealer slang for a customer that is not a good negotiator and is very easy too close at a very high profit.
Green Pea – Term used to describe a new car salesman that has just started their career in the business.
Grinder – Car salesman saying to describe when it takes a long time to negotiate a deal with a customer that’s being stubborn and working the salesperson on discounting the price.
Gross, Grosses – Used to describe the gross profit of a deal; the difference between the vehicle cost and how much it was sold for. Sometimes gross profit is confused with net profit. The gross profit is used to pay salaries and all other business expenses. Whatever remains after that is called net or net profit.
GSM, General Sales Manager – Car salesman use this abbreviation to describe the General Sales Manager of the car dealership. This individual is responsible for the entire retail sales floor of a car dealership.

The General Sales Manager or “GSM” of a car dealership is second in command at a car dealership. He may or may not be part owner of the car dealership also. It’s not common to see a GSM actually work car deals at a dealership they normally manage the New and Used Car Sales Managers. However there are a few GSM’s that will still work car deals with customers.

Most individuals that have the “GSM” title come up through the ranks on the retail sales side of a car dealership. GSM’s also must have great communication skills, have a goal oriented mind, and a decent knowledge of the parts and service side of retail car sales.

H

Hammer – Car salesman slang used to describe putting hard pressure on a customer to get them to purchase a new or used car.

To hammer a customer is to put a lot of undue pressure on the customer to buy a car. This can be done by persistently asking for the sell or switching salespeople out while keeping the customer at the dealership for a long period of time.

Car salesman may use this term to describe how they are negotiating with a customer. They may say, “Boss, I am trying to hammer this guy but he is not wanting to buy a car today.”

It may also be used to describe a customer that is playing hard-ball with a salesman, “This customer is hammering me about not wanting to pay over invoice for the car.”

Hand Shaker* – Salesman lingo to describe a car or truck with a manual transmission.
Hat Trick – Car salesman slang used to describe selling three cars in one day.

Some car dealerships have bonus’s in place for car salesman that sell 3 cars in one day. This type of spiff is called a hat trick. Little ongoing bonus’s and spiffs like hat tricks keep the competition and morale up on a sales floor.

Hold, Holding – Term used to describe when the dealer is keeping something from the customer. An example would be if a customer’s trade was truly worth $5,000 and the dealer tells the customer they will give them $3,500 for it. The dealer is, “Holding on the trade.”
Hooked, Hook’em – Car salesman slang for when a car salesman gets a customer to say yes when buying a new or used vehicle.
House – Car salesman lingo for calling the car dealership itself.
House Deal – Lingo to describe a car deal that is an inside deal, employee deal or a friend deal. The deal normally makes little profit and originates within the dealership.
House Mouse – Slang used to describe a salesperson that always tends to get all the house deals from management.

I

In The Bucket* – Depending on the part of the country you’re in. This term can mean “You owe way more on your trade than it’s worth” or it could be used to describe someone that has such bad credit (or debt), they’ll never be able to buy anything.
Instant Retargeting – Is a term used when presenting the online visitor an offer as soon as they leave the dealer’s website (usually via website pop-under or in an adjacent tab in the browser) with the intention of generating an incremental sales lead. Dealers believe they are, “on their way out” so why not take one last shot at turning them into a sales lead.
Ivory Tower – Slang used by car salesman to describe where the owner of the car dealership or the General Manager’s office is located.

J

Jack* – Dealer slang for a customer that is jerking the salesman around (or the explicit explanation is, “j****** off the salesman”) with no intentions of actually buying a car. This term is similar to the car salesman slang word, stroke.
Jump box – A portable battery with jumper cables so it’s easy to jump-start a car.

L

Lay Down – Dealer term to describe a buyer who agrees to everything and accepts your first offer. (Salespeople love this person)
Liner or Liner-Closer – Car salesman slang used to describe another salesman who is skilled in the art of negotiation. Some car dealerships have a system in place called a liner or liner-closer system. This is when a customer is refusing to buy a car, dealer will send salesperson (liner) after salesperson in to negotiate and speak with the customer until they finally give in (or get tired) and buy a car.

Load Him Up* – Car salesman slang used to describe when a weak salesperson that just gives a customer a copy of the invoice and a bunch of information such as brochures and color charts. So a frustrated sales manager will say to the salesperson, “You just “loaded him up” with a bunch of information, where a real salesperson would have sold him a vehicle.

Another version of the term is when a customer closes at a much higher payment than what the real payment is. The sales manager will tell the finance manager to “load him up.” This means there is a lot of room for the finance manager to add backend products to the deal like warranties, protection plans and insurance products without ever increasing the payment the customer is already closed at.

Locate – Term used to describe when a car dealer finds a new car or truck in another dealer’s inventory that you want to buy. The dealer will get the vehicle for you so you can buy it from them.
Looking for a Good Buy (BYE) – Car salesman slang (more on an insult) for when a customer is being ridiculous or rude to a car salesman. The car salesman will say, “Mr. Customer it sounds like you’re looking for a good buy today, so GOODBYE!”

You don’t want to be the customer that complains to the Manager about a car salesman saying this to you because he may have been the one that told the salesperson to say it to you.

The Manager may act like acting on your complaint by getting on to the salesman, but it’s all an act. The Manager is also going to use this time in an attempt to close you on buying the car.

Lot Lizard* – Customer who cruises inventory 3 times a week and talks to every salesperson at the dealership and never buys anything. Also known as a Squirrel.
Low Ball* – Slang used when a salesman gives a customer a low price that no other dealer can beat when they shop you so that they can get them back to negotiate a final price.

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M

Mama’s boy* – A male customer that needs a parental cosigner to get approved.
May-pops – Term used to describe bald tires on a vehicle.
Mini, Flat – Slang used to describe the smallest commission a salesperson can earn on a sale presented as a flat amount (sometimes called a flat). A mini is a guaranteed set amount ($100, $150, $200) by the dealership and can be split by salespeople if needed. Minis are paid on car deals with little or no front-end gross.
MMR – Term used for the The Manheim Market Report provides an accurate estimate of what a dealer can expect to get for a vehicle when sent to an auction for wholesale
Monroney Sticker; Monroney Label – The Monroney label or sticker (often just called the window sticker) is a label required to be displayed in all new vehicles sold in the US that includes the Manufacturer’s Suggested Retail Price (M.S.R.P.), listing of options and other required information about the vehicle. the sticker is named after the late Mike Monroney, he was a former United States Senator from Oklahoma.
Mooch – Slang used to describe a customer that shows up at the car dealership during sales events to get something for nothing.
Mouse House* – Term used to describe a finance company. Usually used to get the customer a down payment or to finance the deal at very high interest rates.
MSRP – Short for the Manufacturer’s Suggested Retail Price.

N

Needs Analysis – Term used to describe one of the most important steps in the “road-to-the-sale” where the salesperson attempts to gather information from a buyer related to the buyer’s situation and their actual vehicle needs and wants.
Nickel* – Slang for $500.00. (used when describing a customer’s money down.)
No Book – Term used when the vehicle being traded is not in the wholesale books and there is no documented wholesale history to value it. The trade may be a late model vehicle or it may be too old and has already dropped out of the book.

O

OEM – Term used for Original Equipment Manufacturer. Toyota, Ford, Chevrolet and other new car manufacturers are often referred to as the OEM by dealers.
Old Car Dog – Car salesman slang for a seasoned salesperson.
One Legger – Term used when a prospect doesn’t have their significant other with them.
One Legged Up* – Customer who doesn’t have their spouse or decision maker with them.
One-Price Store – Used to describe a dealership that does not negotiate price. Sale prices are generally marked on every vehicle and the price you see is the price you pay. These types of stores will use a system like a “bucket program” to discount prices on vehicles as they begin to age out (get older).
Orphan Owner – Slang to describe both a sales customer who bought from the dealership and their salesperson no longer works there as well as a service customer who bought their vehicle elsewhere. In other words, if they do not have a salesperson or service writer assigned in the CRM, they are orphaned and up for grabs.

P

Pack – Term used to describe the amount of marketing and overhead costs allocated to a vehicle. Pack can range anywhere from a few hundred dollars too well over $1,000. The total pack reduces the commissionable gross on a deal like this: A vehicle is sold for $2,500 gross profit, though because it has a $500 pack, the salesperson’s commission is calculated on only $2,000.
Pad or Padding – Slang term used to describe adding fluff to a payment so the dealer has room to reduce the payment without really losing any profit. “Boss, you may want to add a little padding in the payment…this customer is trying to play hardball.”
Pencil, First Pencil – Slang used to describe the offer or worksheet presented to a buyer in the write-up. The first pencil is the first worksheet or offer the dealership presents.
Phd.* – “My manager has a PhD” Really? ” Yeah, Papa Has a Dealership.”
Phone Up Card – Also referred to as a call guide or script. This card helps guide the salesperson or BDC agent on the best way to answer a call so that it ultimately results in a shown appointment and a sold vehicle.
Pipe Smoker* – This slang term is the same as a tire kicker, but is smoking their pipe / cigarette as they walk around the car.
Play House 90* – Term used when a car salesman tells the customer that they will talk to the manager on their behalf, but only act like they are doing it. Example: I will ask the manager if you qualify with $1000 down. (When they need $2000) They leave the room and stand around the corner looking at their watch and come back to tell them no, they need to come up with $2000.
Player – Lingo used to describe a customer that has really good credit and able to buy a car.
PMA – Primary Market Area. The territory assigned to a dealer.

Q

Quarterback – Car dealer slang for when a customer brings someone along to coach them or help negotiate a deal.

R

Rat* – Term used by Veteran salespeople/managers will refer to a customer with bad credit as a rat. It can also be used to describe a beat up old trade-in worth little to no value.
Rat Muscles* – When a car salesman gets someone with extremely poor credit approved on a loan and all the sudden they want a better car with all the options.
Re-Hash – Slang term used when a finance manager has to call the lender to get a deal approved that was previously turned down. Example: “I have to call ABC bank and re-hash this deal.
Re-Work* – Slang used by someone when describing when they take a dead deal and restructure it to see if they can make it a car deal or sale for the dealership.
Roach – Dealer term for someone that has a very bad credit history and can’t buy anything.
Road-to-the-Sale – The steps laid out by the dealership (sales process) necessary to sell a car.
ROI – Short for return on investment.
Rubberneck, Rubbernecker – Slang used to describe a customer that has no intentions of buying a vehicle and is just wasting the salesperson’s time.
Runner – Term used to describe a customer that gets up from the negotiation process and starts to head for the door. When the customer gets up to walk, the salesperson yells, “we got a RUNNER!”
Russ* – Slang used to describe an asian customer. Asian car buyers tend to be very tough negotiators. Example: Salesperson – “May I help you sir?” Customer – “Russ Rooking” (Also known in certain parts of the nation as “Too High’s”).

S

Sales Desk, Sales Tower – Term used to describe where the desk/sales managers sit when penciling deals.
Sales Funnel – This is a visual representation of every buyer and sales prospect the salesperson is working with or has worked with in the past. The bottom of the funnel represents those closest to the close, while the top of the funnel represents those who’ve just bought (and were moved from the bottom of the funnel back to the top) as well as those who might just be starting their research.
Save-a-Deal Meeting – Term for a meeting of sales managers (new car, used car, finance) with the General Manager or General Sales Manager where every lost deal from the day before is reviewed and an action plan is developed for most of these (these can be very serious meetings).
Second Baseman – Dealer lingo for when a customer brings someone along to coach them or help negotiate a deal.
Service Walk – Slang for the part of a traditional road-to-the-sale where the salesperson introduces the new buyer to the dealership’s service department to show them where they would need to go for service or preventive maintenance items required by the manufacturer (oil changes, tire rotations, etc).
Short Arm – Slang to describe a customer who spends a very long amount of time haggling over a small amount of money.
Showroom Log – Like a desk or up log, but in most CRMs, displays just those customers currently at the dealership.
Skate, Skating – Used to describe when you steal a customer from another salesperson.
Sled – Slang used to describe a vehicle. “Hey, that’s a nice sled you have there.”
Slide Ruler – Lingo used to describe a customer who is a specification nerd. This customer want to read everything and calculate any numbers before they will sign anything.
Slug – Term used to describe a customer that will not make a decision. The salesperson literally has to dig to pull answers out of the customer.
Soft Pull – Slang used for an inquiry into a customer’s credit worthiness that does not impact their credit score like a hard pull would).
Split – Slang term to describe when two salespeople split the commission on a car deal.
Squirrel – Car buyers that have no loyalty to a single sales person.
Sticker – Usually the Manufacturer’s Suggested Retail Price (M.S.R.P.) of a vehicle. “Hey boss, I just sold that car for sticker!”
Sticker Shock – Slang term used to describe a customer that has no idea what cars are selling for. Example: “My customer has got “sticker shock” looking at the higher line vehicles out on the lot. I need to switch him to a lower model vehicle.”
Straw Purchase* – Slang term used to describe someone buying a vehicle for someone else. Usually because hat person has lousy credit. Banks will interview customers to find out whether or not a “straw purchase” was made. This is a somewhat common occurrence and lenders have gotten wise on how they ask it the car they are buying is for them.

Sometimes a straw purchase can be considered a scam in a dealership. Read my article on What is an Automobile Straw Purchase to learn more about the technique.

Stroke, Stroker* – Slang term used to describe a person that is just wasting a salesman’s time and either will not buy or not ready to buy. Yet still wants to test drive all the cars on the lot. Similar to the term Jack.
Strong – Term used to describe a salesperson who closes a high percentage of car deals and sells a lot of cars.

T

Tanked* – Slang used to describe when a customer is upside down or buried in their trade. (They owe way more on the vehicle than it’s worth.
TD – Term used for “Turned Down.” Example: “I’m having a hard time getting this guy approved… He’s been TD’ed everywhere.”
T.O.* – Slang for “Turn Over.” When you have to get help to close a customer from either another salesperson or a manager. “Hey boss these folks are trying to walk on me…can I get a T.O.
Toad – Term used to describe an old beat up trade worth little to nothing in value.
Third Baseman – Car dealer lingo for when a customer brings someone along to coach them or help negotiate a deal.
Tire-Kicker – Term used for a non-buyer; someone just browsing the lot looking at window stickers and kicking tires with no intention of buying anything.
Too High – Term used to describe asian customers. Asians are known to be very tough negotiators. Any price you give them they will respond with, “Too High, Too High, you come down on price.”
Trade Walk – A term used for a daily gathering of salespeople outside to review the trades purchased the day before (so that they’ll know how to sell them). This can also be used to describe when a salesperson takes a customer out to look at the vehicle they’re trading.
Trunk Money – Used to describe factory to dealer incentives that are not publicly advertised.
TT&L – Short for tax, title and license.
Turd – Slang used to describe a vehicle that is in REALLY bad shape.

U

UFO – Lingo for “U Freaking Own it!” (clean version). This is normally used when a customer wants to return a vehicle to the dealership.
Under Water – Term used to describe when a customer owes a lot more on his trade-in than it’s worth.
Unwind* – Slang for when a dealer can not get a customer financed and has to get the car back from the customer. Example: Call Mr. Bogue and get the car back, he has horrible credit and we are going to “unwind” his deal.
Upside Down* – Upside down is the same meaning as underwater. When a person is upside down in their trade they owe more than it is worth to the dealer.
Up, Phone Up – Term used to describe a customer either in the store or on the phone. “Boss, I have an “up” on the lot and I just got a “phone up” also.”
Up Bus – Term used to describe a fictional bus that “delivers” the Ups that are “ready to buy” to your dealership.

W

Walk – Slang used to describe when a customer is done and leaving the dealership.
Walk-In – Car salesman slang for a car buyer that walks into the front door of a car dealership without an appointment.
Walking Numbers – A lowball set of numbers that a car dealership will give to customer that did not buy before they leave. If they decide to go to another dealership, the other dealer will not be able to make the deal and the customer will end up back at the original dealership.
Weak – Car salesman slang to describe a salesperson that cannot close any of his own deals or hasn’t sold any vehicles.
Weekend Rental* – Person with bad credit comes in Friday evening to buy a car, Monday dealer unwinds the deal due to no chance of getting finance. In the meantime the customer gets to drive the car over the weekend.
We Owe – Form used for something that was promised during the sale that cannot be delivered until later. For example, the customer wants window tint added. You wouldn’t delay the sale and delivery of the vehicle and risk losing the sale. You would provide the customer with a “We-Owe” form detailing what you still owe them and then schedule them back into the dealership when you can provide these.
Wiggle Room – Dealer slang for describing there may be a little bit of negotiating room between the asking price and the true dealer cost of a car for sale.

Do you have a car salesman term not on the list? Send it to me and I’ll add it. Reader’s comments have an asterisk on them.

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