How to Deal With Car Salesmen

Buying a car does not have to be stressful.

Buying a car can be a frustrating experience if you encounter a salesman who is particularly aggressive or condescending. You can avoid this headache by doing some homework on the car you are interested in, so you know what it is worth before you attempt to buy it. When the time comes to negotiate your vehicle purchase with the salesman, by controlling the sales process you can gain the leverage you need in order to get a good price.

Instructions

1. 

   Beware of a fast-talking saleman.

   Go to the car dealership and ask a salesman to direct you to the particular car you are interested in buying. Tell him that you are in the process of shopping around at different dealerships and only want some information about the car. Explain that you are going to buy an automobile once you find one that is in your price range, to let the salesman know you are not just a casual shopper.

2. 

   Find the right car for your budget.

   Ask the salesman if the vehicle manufacturer is currently offering any incentives or factory rebates on the car you are interested in buying. Make the salesman answer your specific questions about the car, instead of letting him use auto dealer tactics designed to entice you into buying. Do not be overly curt or antagonistic, but do try to control the conversation.

3. 

   Test drive the car.

   Take the car for a test drive, and ask the salesman to go along with you. Have him describe the various interior features of the car, and address any issues you have that can help you arrive at a buying decision. Engage in some casual conversation if the salesman is receptive, as this will help to throw him off his focus, which is to extract as much money as he can from you.

4. 

   Negotiate the purchase.

   Make an offer to buy the car if you are satisfied with how it handled during your test drive. Wait while the salesman consults with his sales manager on your bid, since he must either get an approval or will receive instructions to come back to you with a counteroffer. Agree to the counteroffer if one is made, or continue to negotiate until the purchase price is acceptable.

5. 

   Close the deal.

   Thank the salesman if you are unable to agree on a price for the car, and tell him you are going to look at another dealership. He may then ask you to give him a few minutes before you leave, so he can confer with the sales manager to try and get the price you want. Accept the final offer once the salesman returns with a figure, or move on to the next dealership.

Tips & Warnings

• Check a car valuation website and find the book value of the car you want to buy, before you visit a dealership.

• Shop at multiple dealerships to negotiate a lower price on your car purchase.

• Have everyone who will be driving the car give it a test drive before you decide to buy.

• Have a maximum price in mind for your car purchase, and do not let a salesman persuade you to go higher.

• Choose a car that you can afford, and do not let a salesman switch you to a more expensive model.

References

• Consumer Reports: Car Buying Advice
• Edmunds: Car Tips and Advice
• Kelley Blue Book: 10 Steps to Buying a New Car

Resources

• FTC: Facts for Consumers: Buying a New Car