Following are some important tips that may help you in your negotiations when purchasing a car:
- Always negotiate price, never monthly payments
- Always negotiate price UP from dealer’s cost, not DOWN from the sticker price
- Never let the dealer tell you that lease prices are not negotiable
- Never, ever tell the dealer what monthly payments you can afford
- Always come prepared with the dealer invoice price for the vehicle you want
- Always come knowing what your trade-in is worth
- Never let the dealer tell you your source of invoice prices is wrong
- Never, ever give the dealer a deposit on a car during negotiations
- Never give the dealer a chance to “lose” the keys to your trade-in
- Don’t sign any kind of “purchase/lease agreement” until you’ve settled on a deal
- Never reveal your attraction to a vehicle (“I just love that car”) during negotiations
- If you’re not comfortable with the salesperson, ask for another, or leave
- Always give yourself the option of walking out if negotiations don’t go your way
- Let the dealer know up front that you are knowledgeable about leasing
- If you sense the salesperson is playing games with you, ask them to stop
- Don’t agree to extended warranties, credit insurance, or add-on services
- Always check the dealer’s monthly payment figures against your own figures
- Generally, it’s best to deal at the end of the day, at the end of the month, on a weekday, on a rainy day, or any slow period
- Never accept an offer to take a car home overnight before you’ve settled a deal
- If you become tired, confused, intimidated, or pressured during negotiations, you’re doomed
Dautovic 