Step1
First do your research. All the major car manufacturers have online websites. Many used dealerships also have online websites that show their current inventory and prices. After you decide on what you want a car or truck and some models or years, do your research online and in local papers or by phone and find the going prices along with the lowest price. Keep in mind that mileage and options will greatly affect the price.
Step2
Next pay a visit the to dealer who has the vehicle you want. Go armed with all your data, but keep in under wraps.
Step3
A sales person will approach you and the dealerships rule is whoever approaches you first - you're his/hers customer and cannot work with another sales person without a lot of red tape.
Step4
When the sales person approaches you, point out the vehicle you are interested in. Look it over and take it for a test drive.
Step5
When you return the sales person will be ready to set the deal. Ask the price and ask what is the lowest price. The sales person will give you their lowest price. This is a price he is allowed to sell at. Remember for every dollar he lowers the price he is lessening his commission. To go past a certain point he must get a manager's approval, but it can be done.
Step6
If the low price he gives you doesn't match the data you've collected, proceed to quote him the data without showing it to him. For example: If he says he will sell Car X to you for $18,000, tell him that Car X only has a blue book for $17,000 in the condition and mileage it is in. OR - Car X is only $16,000 at Bob's Car Lot across town and $16,500 at Jane's Car Lot in the next town and you will drive for the savings. Then ask him to beat their deals. (Remember, this is data you've collected in advance and not stuff you are making up).
Step7
The salesman will try to tell you that his car has more options or better mileage. Or he may tell you to go to the other lots because that's the price he gets from his cars.
Step8
Now you have a decision to make. Stick to your guns and buy from a cheaper lot if you can find one or give in and buy from this location. I have stuck to my guns and given dealers my phone number and told them to call me when they are ready to sell. I've had dealers tap on my window while I was pulling out of their driveway to tell me they would sell. If you can find out when the sales person gets paid, end of month etc., then you can decide when to go. Maybe he's had a bad month and will deal with you. Or, maybe he's had a good month and won't.
Step9
Either way, shop around. You shop around for home furnishing, appliances, and more why would you let someone rip you off on a car? If you decide to buy, ALWAYS ask for a car history report before signing any papers. Never pay for this the dealership should provide it for you for free. If they don't, they are worth doing business with.
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