Finance Office - Upsell
Chances are that the salesman or the sales manager will introduce you to the finance specialist, business manager, or whatever title they feel like going with. This is usually a muscular man or an attractive woman that you won’t want to say no to, although not always. But they most likely get paid a healthy commission for each add-on that you buy.
Again, this part is deliberately designed to get you - a tired and drained person - into a closed office that you sub-consciously can’t just walk out of. Here you will be told for the next one or more hours, how you now have to buy every single warranty or add-on under the sun to “protect your investment” for fear that your car may explode. (exaggeration)
If you aren’t prepared for this step, you can expect your monthly payments to go up. (not exaggeration)