How to Negotiate With a Car Salesman

Buying a car is not fun. Here are some tips based on years of conversations with my ever - loving car dealership sales manager uncle. Dealership car buying is not for the squeamish or weak, so prepare yourself.

Difficulty: Moderately Challenging

Instructions

Things You'll Need:

• A long look at edmunds.com to determine the value of the car/truck you want in YOUR part of the country
• Consumers Reports - a list of "Good Buys" used cars is very important to check
• CAR VIN subscription
• Strong stomach

1. 
   Set a Date

   CHOOSE YOUR TIME TO BUY:
   Arrive at the dealership the last week of the month, preferably mid-week. Salespeople are paid by commission (mostly) and have monthly quotas to meet. You did your homework & know what car you want & how much to pay. Your financing should be in place from your bank or a credit union.

2. 
   Newbie Patrol

   CHOOSE YOUR SALESPERSON:
   Troll the offices to see who appears to be a newer member of the dealership. Age/sex is not a factor. Pick the person WITHOUT the sales awards on the wall. Check your watch & mark the time. You have ONE hour before you leave the dealership.

3. 
   Subscribe to a VIN Check Service

   GATHER DATA:
   After you have chosen newbie salesperson, ask to take a test ride in the car/s you like.Important:Write down each car's VIN, usually on the windshield, also the mileage, make & model. If questioned, tell them you subscribed to a VIN check service. Your salesperson may tell you THEY have this information. Blank stare. Express no excitement for the car, this is a business transaction. Smile & ask the salesperson questions about themselves & let them talk. Volunteer little personal information about yourself.

4. NO TRADE-IN:
   If the dealer asks you if you have a trade-in, say NO. You get more $$ selling the car privately. No car, unless it is a Mercedes Benz, is worth more than $2K to a dealer as a trade-in. Remove this "option" from the negotiation process. This is one of the most manipulated parts of the financial negotiation.

5. 
   Stay Calm & Firm as They Run the Numbers

   NUMBERS TIME:
   Tell the car sales person what you will pay. Scribbling numbers, they disappear to speak with the sales manager. At this point, dead gaze the sales person with the news: you must leave at the "X o'clock" for an appointment. Oh dear, we have pressure now (on their end).You are calm & quiet.

6. 
   Leave After You Say You Must Go

   PREPARE TO LEAVE:
   Probably the sales person needs more time. Look at your watch & remark you have to leave & you aren't in a big hurry to buy, so you can come back another time. And LEAVE, giving your phone number.

7. 
   Drive Away Happy Smiling

   CLOSE THE DEAL:
   Close the deal on the phone. Request fax or email details of the deal to review them away from their office. Return to the dealership to purchase for the agreed amount. Do not buy extended warranties, or any other dealer "add-ons".Leave with the car at the agreed price. GOOD LUCK!

Tips & Warnings

• Make sure you run your VIN's & they match up with the dealers info, if not, don't go back; this is not an honest dealer
• Before you buy: Take the car to a mechanic YOU TRUST to check it
• The more prepared you are when you enter that dealership, the better the deal for you!

[NuttyMomma]

on 2/3/2009 Very good advice!!!! 5*

[HowDragon]

on 12/15/2008 Great technique for getting the best price for a car! Thanks! 5*!

[HairCrazy]

on 12/13/2008 Great article, Thanks!

[JasneJ]

on 3/29/2008 Thanks Karen. The first time I used this technique, I was recuperating from major surgery & it worked.

[Karenc1972]

on 3/29/2008 Arriving towards the end of the day also adds weight to your bargaining position. After all, once you walk out of the dealership's doors, they'll be shutting up shop. Great tips!