How do you do it? What are some good things to say? How do you ACT when buying a car ? (intimidating, direct?) I will be in the market soon and would like to save where I can. Also, whats the most you ever got knocked off the sticker price? Atleast so I can know what to expect.
I would act like I've bought cars before... and say things like "last time I bought a car... blah blah"... or "you know, the dealership that sold me a similar model a while back did blah blah [insert your demands here]" If they want to leave their dealership's sticker or license plate holder thing on the car you're going to purchase, ask them to knock off a couple hundred bucks off the price. Otherwise, you've bought the car and don't need it on it. I try not to allow them to leave that nonsense. I don't want to let everyone know where I buy my stuff unless they ask me. A tip I know worked when buying: do not mention a trade-in until the end of the negotiation. It worked for me, but I don't know why. I despise the fact that when they think a sale is not going well, they bring in their "top Hispanic salesman" just because I think the current guy who "happens to be non-Hispanic" can't make the deal go through as fast as they want it. WTF? Like I wouldn't buy from someone who is not Hispanic. F'that. Goodbye, I won't deal with their stereotypin' asses.
do not rush. I bought an new accord once. at the time the model with the features I wanted was generally priced at $23,500. But all the research I did priced it at $21,500. I waited a month before a dealership finally had a clearance (this wasn't a model year end close out, I bought a 00 model in 11/99) and they sold them for 21,500. Do your research, know the price and be firm and patient. there's no secret to it.
one of the first things they'll ask you is, "how much do you want to pay a month?" don't fall for that trick. they'll manipulate the numbers where you'll end up paying thousands more than you anticipated after all your payments. focus on the final drive out price. and read your contract carefully, they'll add extras in there without informing you. read my thread from last week. http://bbs.clutchfans.net/showthread.php?t=149688 i have an update on page 4 about my experience going back to the dealership to right all the wrongs on that stupid contract.
When gas goes to $5 a gallon, start off by offering them $2500 and some old National Geographics for the oldest SUV they have on the lot.
Yup - do your research. TELL THEM you've been doing your research. Tell them you've been to several dealers to do said research and that you've been looking at prices for a while... I got my Accord for almost $4K off the MSRP that way.
Like SwoLy said, don't mention a trade-in until you've closed the deal. The best advice I can give, however (and I learned this from my grandfather and father, watching them buy cars) is be prepared to walk out of the showroom. I mean get up and actually start walking out if they don't give you the price you want or pull the... "We have a deal! Let me check with the manager. Whoops! I'm so sorry. He says the deal is this! My mistake." After making you wait forever. And they will make you spend forever at a dealership if they can, figuring you'll simply get tired and make the deal, that you'll run out of time to go somewhere else. No matter how badly you want a particular car. They will come after you and change the deal. I once got up and walked out three times when I was buying a Honda van, telling my wife we were blowing these people off and could go somewhere else (she knew in advance I was prepared to do that and played along). Got the price I wanted, although it pissed me off to have to play their game and be forced to play my game. You know what? Now I just use the internet and find the best deal that way. A lot easier, less stress, and you can get a good deal that way. Just do your research. edit: dammit, rhad just said the same thing with a lot fewer words!
You know, I would NEVER ever tip when buying a car. Can you imagine giving the sales person 15% of the final purchase price (before tax I guess)?
it wasn't hard for me, when I first went into the dealership I looked at car that was returned after a couple of hundred miles. I wanted the car for about $500 to $1000 of what I did my research on and the guy was a real jerk, almost laughed in my face. here's another lesson, this really doesn't apply to my example, but they are generally making a ton of money on used cars. so if you are in the market for a used car, get a blue book from somewhere and look at what the price should be.
Yup - I declined all the stupid extra crap (like life insurance, etc.) and I read through my contract - nothing that wasn't previously explained to me.
Most dealerships have an internet sales person. You can get 4 internet guys from 4 dealerships to give you 4 different quotes and then play them off eachother. Works like a charm. But.... The hardest part of the whole deal is - once you agree to a price - going to the finance department. THAT'S where they rape you, not in the showroom. You think the negotiating is over, so you let your guard down. So they plow you with the financing... Next time I buy a car, I'm getting a loan from a 3rd party beforehand and walking into the dealership with cash.
I really think it's easier than it used to be. The dealerships know people can find deals on the internet, so many of them are prepared to match an internet quote if you have one. When buying a car is hardest is when it is a new, popular model or one that's become hot for other reasons. I would hate to be trying to get a Prius right now! Heck, I wish I had one, lol.
Good advice. Walk in with pre-approved financing from a 3rd party. I did that with my last car. They will still want you to talk to their finance people. Just tell them no! Be prepared to walk on that. You don't need to talk to their people in finance at all. They'll waste over an hour of your time for nothing, attempting to sell you on financing that's not as good as what you have already.
If possible, know exactly what you want before you even step into the dealer's lot. I think it makes your position stronger from the beginning than if you show any uncertainty. Also, calling around and getting quotes from the internet managers (at multiple dealers especially) is critical. When I was shopping for a G35, I called 5 different dealers (3 in Houston and 2 in Dallas) to find the one I wanted at the right price. I played them against one another and got the car for about $3000 less than I would have paid for the same car and dealing with the sleazy sales rep in person. I negotiated everything up front in email and had it printed out, so when I showed up to get the car everything was in order. The finance guy wasn't able to screw me out of anything either. A very pleasant experience overall...
I thought I did everything right before buying my new car back in 2006. I found a site where you can get 4 quotes from 4 dealerships near your zip code. I played them off eachother and got the one nearest to my house to give me the lowest quote. He told me to print up the email and he would honor the quote, no questions asked. That's just what he did. It was so easy and pleasant. Hell, the sales guy was even a musician, so we kind of hit it off. Then, when I thought all the work was done and I had already "won", they sent me to finance and caught me totally off guard. So they raped me with the interest rate. I refinanced a few months later using lendingtree.com and got a MUCH LOWER interest rate. The loaner I picked told me I should have just come to him in the first place. Next time I will. Never again will I walk into a dealership without a check for $25K in my hand.
My stepfather does the research, then absentmindedly walks into the dealership about 45 minutes before closing time on Saturday night. His MO is to ask all kinds of questions and take up all kinds of time so that the car guys and the finance guys are forced to stay after closing... he uses the time thing against them to have them put pressure on each other to get the deal. When he sees them getting antsy he finally starts the real negotiating and always tries to appear one step from walking out and wasting all their extra time. Once he gets a price he likes for the new car, he'll mention his trade-in and they'll then negotiate that late into the night. He usually ends up with a great deal and always gets the mats thrown in and a bunch of little extras. Of course, he loves doing this, so he has an advantage over most of us. As for me, I've gotten a couple of good deals at Hertz resales. You have to watch and wait for the right one at the right price, but it's no hassle over the price... just have to deal with the financing, so having something lined up beforehand is good.
