Buying a Car - How to Negotiate the Best Possible Deal
When buying a car from a dealership you are going to want to negotiate
, and negotiate hard. Like many things, the price on the windscreen isn't the price that the retailer, in this case the car dealer, expects to actually get for a car. Pretty much all dealerships anticipate buyers bartering on the price to try and agree a lower one, and for this reason the dealer will usually factor this in when pricing up each car. If you follow these simple steps when you are next on the look out for a new car then you could manage to save yourself hundreds if not thousands of dollars. Remember, buying a car is a little bit like a game you are playing with the dealer, and if you can employ the right tactics then you can be the one coming out triumphant!
Buying at the Right Time
The right time to buy depends on a number of factors but one of the most important is related to model of car you are specifically looking for. If the model of car that you are after has just been improved upon by an updated model from the manufacturer, even if this is just a mid-life refresh rather than a completely new model, then it is possible to negotiate a bargain as dealers will often be keen to make room in their showrooms for the newest and most up to date model.
Another good time that can often present opportunities to lock in a discounted price is when the dealers are under pressure to meet set sales targets. Now, the timings for these can vary depending on the dealership but more often than not a good time to step on the pressure and negotiate hard is at the end of the week, normally on Saturday. There is a chance that the salesperson trying to sell a car to you has been low on luck lately and if that's the case then they will be far more willing to budge on the price and agree a lower price if it means they can chalk up a sale for that week.
Similarly, the end of each month and the end of the year can be other productive times to seek out a price reduction as for sales people good figures mean good bonuses, and if selling a car to you for $1000 below list price means they have a good a set of figures then you could both be winners.
Don't Park Your Current Car in the Dealers Yard
You may or may not want or be able to trade in an old car as part of a deal, but even if you do then a good tip is to walk to the showroom (at least from around the corner!). When discussions inevitably start turning onto money matters pretty quickly, it is likely that the sales guy will try to find if you have a car to trade in, what model it is, its age etc. At this point the best bet is to try and change the topic or just say you'd rather not discuss that until there is a deal to be made. The aim is to try and negotiate the best possible deal without including the trade in value. That way, you keep another card in your pocket which you can pull out during the latter stages of the negotiation.
It's also very important to make sure that you know what your trade in car is worth, taking into account its mileage and condition. Don't rely on the dealer to give you a fair value straight up.
Be Calm, Cool and Collected!
It's always best to plan when you are going to be negotiating a deal so that you have plenty of time and don't try to squeeze into a lunch break or between appointments. This way you can stay totally calm and relaxed and take all the time you need to push for the best possible deal. When you turn up the dealers, assuming you've taken a look around before, you can announce to the salesperson that you have come to make a deal, BUT only if the price is right.
Next, run through with the sales guy the must have options that you require (e.g. sunroof, alloy rims, leather etc) and let the dealer know that you wont be prepared to pay more for features that you don't want or need. This is a good way of subtly making the dealer know that he is working for you, finding you the perfect car and that you won't be pushed into raising your budget for a car with extras you don't require.
Remind the Dealer that You're Looking at Other Places too
Casually dropping into conversation that you are looking around at other dealerships for the perfect car will do you no harm at all. Mention that you have been comparing prices and specifications and frequently ask the sales guy if he can better the other dealers prices.
You don't want to antagonise the dealer though as being polite and friendly and going about the negotiation process in a jovial manner is much more likely to end up with a good result. At the end of it all, a salesperson is going to be more inclined to give a great deal to someone he likes than someone he doesn't, whether subconsciously or not.
Repel Sales Pressure!
Know the tell tale pressure selling tactics and do your best to ignore them, no matter how much you actually want the car. Take everything with a pinch of salt, so if the dealer tells you there are 3 other people seriously interested in buying the particular car you like don't take it completely at face value. Remember that a salesperson is there to make sales. If they say they can only offer a certain low price for one day then don't always believe that either. Sealing a deal should be most important for them so if it has to wait another few days they will wait.
Remember, the sales guy's job is to sell and the more he sells the better his pay packet. So take a lot of what he says with a degree of scepticism and stand firm.
Good Luck!
Buying a Car - How to Negotiate the Best Possible Deal
By: William Taylor
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