Buying a new car is a time of very mixed emotions. First you're very excited about the prospect of having a brand new automobile. At the same time, however, you feel apprehensive and nervous about the deal. Are you getting the absolute best price you can get? Is the dealer going to give you a good price for your trade-in? There are several things you can do to tip the balance in your favor.
First, understand that buying a car, like any other negotiation, is a conflict. You want the most car for the least amount of money. The salesman and dealer want almost the exact opposite - they want to charge as much as possible for the car. The key is to put yourself in a position of power while keeping the car dealer from getting in that position as much as possible.
In the West, cars and homes tend to be the only items we have to bargain on. Because of this, we're sadly out of practice. Automatically this gives the salesman a serious advantage. Even if you buy a new car every 4 years of your life, in just a couple of weeks that salesman had done more negotiations than you'll do in your life. Unfortunately this is one area that can't be easily fixed. One thing that you can do to get into better practice is to frequent garage sales and haggle on every item you buy.
Auto salesmen know that if they get a buyer to sit in and drive a brand new car, the sale is almost made. While the buyer might not buy that car, it's a safe bet that once he smells the new car smell, he will buy a new car. What that means to us is that we need to keep emotionally detached. Even if you LOVE the car you just took for a test drive, you need to remember that there are thousands of others exactly like it at other dealerships throughout the country. If your dealer won't deal, there is someone who will.
Next, don't mention your trade until you agree on a price on the car you're buying. When your salesman asks if you'll be trading in, say "no." Once you agree on a price, add your trade to the deal. This keeps the salesman from muddying the waters by playing with one figure at the expense of the other.
The normal car-buying pattern is for someone to look at cars after dealerships are closed during the week, then to go into the dealership on a Saturday morning to buy the car they like. The problem with this is that the salesman and dealer have all day to wear the buyer down.
A much better plan is to plan a lazy day on Saturday - maybe watch a movie in the morning. Take a nap mid-day then shower so that you're refreshed. If you visit the dealership 2 hours before they close, the pressure is suddenly on them. The salesman and sales managers will be ready to go home at closing time, but they won't leave while a deal is in progress. This tactic adds an even more powerful tactic to you bag of tricks.
Walk away. If you don't like the direction the negotiation is taking, while the salesman is "talking with the sales manager," get up from the desk and walk back onto the lot. When he comes out tell him you need some time to talk. This little step will ramp up the pressure even more.
If you're able to distance yourself from your emotions and take a few steps to level the playing field, your next new car buying experience won't be nearly as stressful. In fact, you might even enjoy the bargaining challenge as much as you'll enjoy getting the best possible deal.
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