How to Make an Offer on a Car

Whether you're buying a new or used car, here's how to make an offer they can't refuse.

Difficulty: Easy

Instructions

1. Know the car's value. Whether you have an invoice price or the Kelley Blue Book price (see Related Sites), you need to know where to start your negotiations.

2. Avoid having your heart set on one particular car. You make yourself susceptible emotionally if you do that, because you really want this car and will give in if the deal starts heading south.

3. Decide how much you're willing to pay as a final price. Stay firm on that; if the seller won't agree, walk away.

4. Be polite and friendly. Comment on what you like about the car and ask questions. The intent is to make the seller comfortable.

5. Make your first offer. This should be below what you're willing to pay, but not insultingly low.

6. Allow the seller to make a counteroffer.

7. Point out that the car isn't the color you want or has options you don't need. Stay friendly.

8. Pay close attention. When the seller feels like he's getting close to making a deal, he'll work harder to keep you there. Negotiate until you get to this point.

9. Say you want to think about it and will call him later. When he hears that, he'll likely offer a price close to what you have in mind.

Tips & Warnings

• When bargaining for a used car, you'll want to take into account low or high mileage, extras such as a CD player or tinted windows, and especially how well the car has been maintained.
• Dress comfortably and stay calm and loose. You'll be harder to read if you remain unconcerned as the dealing escalates.

on 11/22/2005 Have your financing pre-approved. Bring a checkbook with only one check left. When you get close to your price, pull out the checkbook and write a check for the amount you want to pay. Write in the memo "Final/full payment - 2003 Honda Civic" or whatever car you are buying. Hand the check to the sales person and ask him to get the manager's approval, while advising him that this is the only check you have and you will not return with another. If they come back with a "no", take your check, shake his hand, and leave. They will probably stop you before you go 5 feet. It is really hard for a dealer to walk away from money in hand.

They may agree to the total you have offered, but then come back at you with a bunch of fees and charges. Just point out the memo: "Final/Full payment".

on 11/22/2005 When buying a used car from the dealers, always check the Kelley Blue book trade in value so you can be better prepared to make a offer.