When you call a car dealership about a specific vehicle, getting a price over the phone can feel like pulling teeth. And for those of us who don’t feel like walking into multiple dealerships to get the “hard sell” from multiple salespeople—just to compare offers—that can cause a lot of car-buying anxiety. In a now-viral video, TikTok’s @BillyTheCarKid explains why dealerships operate this way, and how to short-circuit that script.

Billy believes there are two reasons dealerships avoid giving out pricing information over the phone. Engaging with you “in person” opens the door for “negotiation tactics and potentially upsell add-ons, like warranties or accessories.” But that’s not all. They know in-person interaction “allows them to apply pressure and create a sense of urgency.” If you could call three dealerships and get an out-the-door price for a given make and model, each dealership only has a 33% chance of you stopping by in person. That puts you in a much stronger position.

How to short-circuit a dealership’s script and get the out-the-door price over the phone

First, check the dealership inventory online to double-check that the make and model you want is available. Then, over the phone, share the stock number on the website to make certain the vehicle is available. If it isn’t, there’s no reason to continue the conversation.

Second, confirm there are no scratches or dents on the car—especially if it’s used. If the salesperson can confirm it’s been inspected over the phone, you’re in business. You should immediately ask for an out-the-door price for that vehicle, and be prepared to share your home address so the salesperson can calculate taxes and fees.

The salesperson’s script has several ways to convince you to come in before sharing the out-the-door price. Do you want to go for a test drive? Are you considering other makes and models?

In addition, they will try to set up financing before even telling you how much the car is worth. They may ask if you’re financing the car, putting any money down, if you have a trade-in, and how much you are hoping to pay every month. Just say you aren’t sure and can’t make any of those decisions until you know the out-the-door price. There’s no reason to be rude, but you can be firm.

When @BillyTheCarKid demonstrates this sales script short-circuiting technique, everything goes well. But I’ll add that some dealership salespeople will actually say, “We don’t give out prices over the phone.” A retired car salesman penned the following response: “I understand. But then I’m sorry to say you’ll miss your only opportunity to sell me a car.” Don’t say anything else, but do stay on the line and let them think about that for a minute.

Within a few minutes, they should agree to email or text you a number. If you have this brief and pointed conversation with several dealerships, you’ll have a much better idea of what vehicles in your area you can buy, and how much financing you’ll need. MotorBiscuit has reached out to @BillyTheCarKid for comment. See the original video demonstrating short-circuiting the sales script embedded below:

Ready to try it out? Browse all the listings in your area is with MotorBiscuit’s car buying tool.