Things You'll Need:
- Patience
- Good timing
- Self-control/Discipline in negotiating
- Confidence
- Money for the car, or a trade-in
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Step 1
Don't need a car. WANT one.
As with most other things, the best time to buy a car is when you don't really need one. Start looking for a replacement vehicle when you think you will want or need one in the near future. Having options give you control. When your options are taken away because you are in a bind, you are at the mercy of the dealership! -
Step 2
Do your homework.
Know what kind of car you want and can afford before you start shopping, and know the alternatives, and be willing to consider them. E.g., if gas mileage is most important, consider highly-ranked autos by all makers, not just one. Know the market price of the cars you are considering, as well as the value of your car. Go to www.edmunds.com for a more accurate picture of the value when buying a car. (www.kbb.com is another option, but not quite as accurate, but better for valuing a car you are selling. Kelly Blue Book is what many lenders use to value a car.) Knowing what you know will serve you well, when dealing with someone who thinks you don't know what you're talking about. -
Step 3
Time it well.
The best time to buy a car is in October. This is because the new models are coming out, which most people know. When negotiating with a sales person, don't forget that s/he is another person. (Think about negotiating in this way: Selling a car in October also means a bigger bonus check for their holiday gifts! They are motivated!) Not only is October a good month, but the last day of October in the afternoon or evening is the VERY best! And never go into a dealership with only a few sales people. The competitive nature of sales is an advantage when your sales person has an audience to watch his "win" when he sells you the car. (The sales price is irrelevant when they think about the "win".) -
Step 4
Don't give in.
Know your bottom line, and don't feel pressured into buying a car for more than you want to pay. Someone else at another dealership will sell a similar car to you for what you want to pay. Know that commissioned sales people are trained in the effective use of body language. If you FEEL like s/he has the upper hand, it's because they want it that way and are working hard to nibble at your insecurities. By the way, "checking with the manager" is less of an authority thing, and more of an angle. It says to the buyer, "this price is so low, I don't know if I can sell it at that price! I have to check on that!" The sales people have control over the sales price, because they know how much cushion they have to work with. A low price means less cash in their pocket. The manager is helping them do damage control, trying to find a way to make the deal work at a price they like. Don't give in. -
Step 5
Be prepared to walk.
It is of utmost importance that you build a rapport with your sales person. That is their trick, but it works for you, too. No one wants to "give in" to someone who is being rude. If you are nice to the sales person, s/he is significantly more likely to go lower than if s/he feels like they're giving a bargain to their nemesis. If s/he has been pleasantly working with you and your offer is not embarrassingly low, take a stand... And walk. You won't make it out the door without the sales person reconsidering the deal, if even in their own mind. Exchange numbers and don't look back. There are SO many dealerships out there who would kill for your business. They know that. Make sure they know you know it, too. (In a nice way!) Phrases like, "Gee, I looooove the car... And if you could sell it to me for $15,753.82 I would buy it today. But I understand that you can't. Thank you anyway..." (Buh-bye!) Works like a charm...!
