How to Avoid Rental Car Sales Tactics at the Counter

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When traveling, the place where you’ll find the most salesmanship is at the rental car counter. While the rental car companies offer you several add-ons while making your reservation, the counter agent will offer you several “upgrades” before giving you the keys.

Of course, the preferred method of action would be to avoid the counter altogether by being a member of the company’s frequent renter program. If you end up in a situation like I recently was, and make a last-minute booking without being a member of the program, there are still some ways to limit your time at the counter.

The key is to know the answers before the counter representative asks you the question, which means you need to know the questions. Remember, the person you’re dealing with is a salesman, and if they see you’re an educated shopper, they’re going to want to get you out of the way so they can get to the next person who might be willing to buy the upgrades.

The first step is to be prepared when you step up to the counter. Have your drivers license and credit card ready. Doing this sets the tone and shows you know the procedure.

Here are five questions you’ll need the answers to when renting a car from the counter. These are based on experience renting in the US and international rentals may have different rules about what is required.

Do You Want An Upgrade?

The rental car companies often offer car upgrades at the counter, as most people tend to rent the cheapest car that suits their needs. If you think this is a good deal, then take it. This is the one offer I don’t feel bad accepting. However, even if you decline, the company might upgrade you anyway because they could be out of the lowest category of vehicles. That’s how we got a Jeep Wrangler while paying for a midsize car.

Do You Want To Purchase Insurance?

If you’re renting a car, you should know if you have coverage. Buying rental coverage from a car rental company is usually the most expensive option. Have the information ready if you have coverage through your own car insurance, credit card or a third party. Saying something like, “I already have primary coverage from the Sapphire Reserve card, so I don’t need the CDW waiver,” shows the agent you’re an educated shopper.

Do You Want To Add An Additional Driver?

If you want to have more than one driver on the rental, know if it’s included or if you’ll have to pay an extra fee.

Do You Want To Prepay For Gas?

Except for specific circumstances, the answer to this question is, “no”. If you know the airport, you could throw in a comment such as, “I’ll fill it up at the station just before the airport before bringing it back.” Map apps like Waze provide a list of gas stations along your route, making it easy to find a station when you need it. I’ve used this feature several times to quickly locate a station on my way back to the airport.

Do You Want To Use The Transponder To Pay For Tolls?

If you’re renting in an area with toll roads, bridges or tunnels, the rental car company will offer a service that processes toll payments.  Knowing where you’re driving in advance lets you determine if you’ll need to go through any tolls. If you do, there are usually ways to pay electronic tolls without using the rental company’s service.

However, know that if you don’t use the transponder service and haven’t set up alternate payment, the surcharge for each toll you go through can be unbelievably expensive.

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