Even if you have the cash in your pocket to pay for a vehicle, you'll be forced to talk with a dealership's finance sales staff. Or, as they are quaintly called at some dealerships, “Business Advisors” or “Financial Counselors.” Why do these high-pressure finance salespersons insist on talking with you? Because dealerships make much more money on financing these days than they normally make on the sale of an actual vehicle. Many dealerships will do virtually anything to convert you to their financing – including shade the truth a bit.

If the dealership can convert you to their financing, they'll sell you credit life and disability insurance that's almost always more expensive than a credit union's or a bank's but sounds downright cheap on a “pennies per month” basis. Then they'll sell you “protection” packages (rustproofing, anti-rust module, undercoating, fabric conditioning) for “just $19 per month. Why, you can afford that!” But over 60 months, you will pay over $1140 for products that cost the dealer a $100. The same approach works for extended warranties or mechanical breakdown insurance, too.