Pitching numbers

After the test drive, the salesman will probably ask if you want to “see the numbers” - as in how much the vehicle will cost. Hopefully you will already know how much the vehicle costs before going to the dealership, and how much of a rebate you are entitled to by the manufacturer, along with any dealership level discounts that are offered. However many people don’t prepare in this way.

The reason that they “pitch numbers” to you after the test drive, and not before, is so that you have an emotional attachment to the vehicle. Its sort of like going shopping while hungry. You might overspend. And shrewd salespeople are counting on it.