How to negotiate a better deal at a car dealership
Content
Buying a car is one of the most important buying decisions that most people will make, just as big as buying a house. It's a big decision to buy a new car, mainly because it costs so much money. In a car sale transaction...
Buying a car is one of the most important buying decisions that most people will make, just as big as buying a house. It's a big decision to buy a new car, mainly because it costs so much money.
In a car dealership sale and purchase transaction, you are basically talking to the salesperson. The process is described as follows:
- You meet with the salesperson and explain your vehicle needs.
- If you know which model you want, you tell the seller.
- The seller identifies vehicles that may be of interest to you and makes an offer.
- You analyze the suitability of the vehicle and carry out a test drive of the vehicle.
- You choose the desired car model.
- You agree on the sale price and conclude a sales contract.
The process of buying a car from a dealership can be intimidating, but every step of the way, you can take control of the situation to get a better deal on your new car.
Part 1 of 3: Know what you want before meeting the seller
Knowing in advance what your car needs will not only save you time looking for the right car, it will also save you money because it won't be easy for the dealer to convince you.
Step 1: Determine the style of car that suits your needs. By understanding your own vehicle needs, you can greatly narrow down the choice of vehicle trim you are looking for in the market.
There are several factors that will determine which type of vehicle is best for you, including:
- Price range
- Gas consumption
- Number of passengers to be accommodated
- Lifestyle, hobbies and activities
- Appearance and taste of the car
For example, if you lead an active lifestyle, including hiking, boating, or hauling goods, choose an SUV or truck that can meet your needs. Also, if you want a sports car for leisure travel, you may not want to look at family cars and larger cars.
Step 2. Determine the features you want to see in your car.. Don't let features you don't need affect how much you're willing to pay for a car. You will want to fully understand what features you are looking for in your car.
Some features you may want to consider:
- Auxiliary ports
- Bluetooth functionality
- Voice command
- Rearview Camera
- Dual climate control
- Heated seats
- Advanced security features
- Starting ignition
If you're looking for a full range of amenities, including leather seats, high-end audio systems, upgraded wheels and top performance, look to higher trim levels or luxury car brands.
If you only need basic items like power windows and locks, keep that in mind for the presentation.
Step 3. Determine the vehicles that match your requirements.. Narrow your search to reputable car review sites like Edmunds.com or kbb.com.
After careful research, choose the three most suitable car models based on your needs.
Pay close attention to the pros and cons of each model, ranking each based on your personal criteria.
Step 4. Check each of the three options without the help of the seller.. Visit a car dealership for each model you are considering and inspect the vehicle yourself.
Take a look inside each car and determine if you are comfortable in the car, if the features you need are included, and if you like the layout or not.
- Functions: Check the car for cosmetic damage so you don't get surprised later. You can also point out minor scuffs and scratches later during the negotiation.
After seeing all three options, adjust your "top three" list to reflect your impressions of the cars.
Step 5: Choose the most suitable car and start negotiations. Once you have determined your best choice, contact your dealership representative to start a discussion.
Since you already know what kind of car you want and what options you need, it will be harder for the seller to "upsell" you additional options or a higher trim level, where they will earn more commissions.
Part 2 of 3: Eliminate Your Emotions During Negotiations
When you buy a car, it's easy to let your emotions cloud your judgment because it's an important and personal decision. If you can keep your emotions in check, you can often negotiate a better price on a car.
Step 1: Don't be enthusiastic while the salesperson is presenting the car.. Keep calm and cool without involving the seller.
If the dealer feels that you are too passionate about the car, they may try to take advantage of this by offering only higher prices for the car.
Step 2: Find negative ideas about the car. Negotiations are usually based less on price and more on the suitability and value of the car, so identifying negative aspects can help bring the price down.
The negatives don't have to apply to your situation, but you can use them to get a better deal.
Step 3: Don't fall for the "bait and switch" maneuver. A tactic used in many forms of sales is to advertise an inexpensive car and then switch the interested buyer to the more expensive model when they are at the dealership.
Be firm with the car you're asking about and don't switch to another model in the heat of the moment.
Step 4: Don't rush the sale process. If the sales process moves too fast, it usually means that the seller is in control.
- FunctionsA: If the seller quickly agrees to make a deal, it usually means that he is on the best end of the agreement. Reaction from the seller is a sure sign that you are pushing for a good deal.
Step 5: Be Kind and Respectful to the Seller. Nobody wants to deal with a difficult buyer, so be respectful of the seller and they will do the same.
If you are too aggressive or rude, your salesperson will stop trying to help you and insist on a firm price.
Part 3 of 3: Bargain to Get a Fair Price Below Advertised
When you're negotiating a fair purchase price, it's important to know what a fair price is and stick to your stance. If you offer a ridiculously low price, you reduce your chances of getting a fair price in the end.
Step 1: Find out a fair purchase price. Once you know what kind of car you need, you should check out the Kelley Blue Book online tool to find a fair purchase price range.
A fair buy range is a range of prices within which you can negotiate, indicating an average purchase price.
- Functions: For the best deal, select an older model year as there is often more incentive to purchase an outgoing model year.
Step 2: Offer the Bottom of the Fair Buy Range. You will want to offer at the low end of a fair buy range to start negotiations.
Starting with a low price is a great starting point for negotiations because it can give you some leverage when making a deal.
If you can keep your emotions under control, you may be able to impose a hand on the seller by showing prices that are considered fair.
If you want a better deal, be prepared to leave if the seller doesn't take the price into account. There is always another dealer you can try your hand at.
Step 3: Discuss the Negatives of the Car. Raise some of the negative perceptions of the car.
These could be comments about the car's fuel economy, bad reviews, cosmetic damage, or missing features.
Even if the cons are not a problem for you specifically, mentioning them can reduce the perceived value of the car.
Step 4. Talk to a manager. If the seller doesn't budge on the price, ask to speak to a manager.
The manager, knowing that a deal is likely, can undercut the seller if necessary to complete the sale.
Because each car sale is unique, each dealership operates independently, and each individual has a different sales style, results will vary based on experience. By being fully prepared to negotiate your car, you will be able to get the best possible deal for your car.
If you are serious about buying a particular car, do a pre-purchase inspection from a certified AvtoTachki specialist. This will help ensure that you do not need sudden repairs that can add to your overall purchase costs.
