Are you in the market for a new car? It’s an exciting time, but it can also be a stressful one. With so many car dealers out there trying to make a sale, it’s important to be aware of the tricks they may try to pull. From sneaky pricing tactics to high-pressure sales techniques, it’s crucial to arm yourself with knowledge before setting foot in a dealership. Here are 12 car dealer tricks to avoid, so you can feel confident and empowered as you navigate the car-buying process.

You’ve seen the ad for that amazing car at an unbelievably low price, so you rush over to the dealership, only to be told that the car has already been sold. But don’t worry, they have other cars that are similar, just not at the same price. This classic bait and switch tactic is designed to lure you in with a deal that doesn’t actually exist, and then pressure you into buying a more expensive vehicle.

When you sit down with a salesperson to talk numbers, watch out for the four-square technique. They’ll draw four squares on a piece of paper representing the trade-in value, purchase price, down payment, and monthly payment. This can be used to confuse and manipulate you into thinking you’re getting a good deal when you’re actually not.

Don’t be surprised if you see a bunch of extra fees added to the final price of the car. These can include things like “dealer preparation fees,” “advertising fees,” or “delivery fees.” These fees are often just a way for the dealership to squeeze more money out of you, so be sure to ask for an itemized list of all fees and question anything that seems unnecessary.

Once you’ve agreed on a price for the car, the finance manager may try to upsell you on all sorts of add-ons, like extended warranties, paint protection, or VIN etching. While some of these add-ons may be beneficial, others are just a way for the dealership to increase their profit. Be sure to carefully consider whether these add-ons are really worth the extra cost.

Many car dealerships are known for using high-pressure sales tactics to push you into making a quick decision. They may tell you that the deal is only good for today or that there are others interested in the same car. Don’t let yourself be rushed into a decision. Take your time to do your research and make sure you’re getting the best deal possible.

When discussing financing, the dealer may try to steer you towards a longer loan term to reduce your monthly payments. While this may seem like a good idea in the short term, it means you’ll end up paying a lot more in interest over the life of the loan. Stick to a loan term that allows you to comfortably afford the car without paying more than necessary in interest.

Be cautious when trading in your old car at the dealership. Some dealers will offer you a lowball price for your trade-in, only to turn around and sell it for a much higher price. Consider getting a valuation from an independent source before accepting the dealer’s offer, so you can ensure you’re getting a fair deal.

If you’ve ever been kept waiting for hours at the dealership while they “talk to the manager” or “run some numbers,” you’re not alone. This is a common tactic used to wear you down and make you more likely to agree to a deal just to get things over with. Don’t be afraid to walk away if you feel like you’re being taken advantage of.

While it’s convenient to arrange financing through the dealership, be aware that they may not always offer the best interest rates. Shop around and compare rates from other lenders to ensure you’re getting the most competitive deal. You may even be able to use a pre-approved loan as leverage to negotiate a better rate with the dealership.

It’s not uncommon for dealerships to “forget” to mention manufacturer rebates that you may be eligible for. Before finalizing the deal, do your own research to see if there are any rebates or incentives available for the car you’re interested in. Make sure these are factored into the final price you agree on.

Some dealerships will add upgrades to their cars, like window tinting, all-weather mats, or nitrogen-filled tires, and then mark up the price of these upgrades. Don’t be afraid to ask for a breakdown of the cost for each upgrade and consider whether it’s something you really need. You may be able to save money by getting these upgrades done elsewhere.

Last but not least, watch out for those limited-time offers that seem too good to be true. Dealerships may create a sense of urgency by claiming that a special promotion or discount is only available for a short period. Take your time to carefully evaluate the offer and don’t let yourself be pressured into making a hasty decision.