Making the Car Salesman Work for You
Buying a new or used car is never fun but the principles are the same whether you are buying a brand new car or one that is slightly or even “well” used. Buying a new car is probably one of the strangest things we will ever encounter in our driving lives. Unless you absolutely have to have a “new” car you should always opt for the slightly used or “pre-owned vehicle” as the car dealers like to call them.
A new car automatically drops in price as soon as you drive it off the lot and those new tires hit public pavement. The price drop can be substantial because no matter what it is no longer a “new” car, it is a “used” car. End of point.
Buying any car begins with the plan. First decide what your needs are? Do you need a sub compact? Do you need a truck and if so how big and how powerful. Is a station wagon in your future or is it a statement car which says “I can afford this and you can’t!”
Next go on-line and start researching your choices and what kind of prices they are going for. Visit lots of sites, check the Blue Book site and always, always look at the crash test sites and recall sites. We won’t list them here because there are so many a quick Google or Bing search will reveal them all to you. They may vary somewhat but use the most well known and U.S. Government figures. They are very reliable.
Once you’ve narrowed down your choices take a look at your finances if financing is an issue. If you approach the Warren Buffet stage of financing just go in and write the check. Chances are you are like most people and will have some money to put down and will need to finance the rest.
There are two schools of thought here; a. keep the payments within your monthly bill paying range, b. don’t overpay for a car in the long run.
Paying for it on time? You may buy a $10,000 car and end up paying $17,000 when you are through. Not a good thing but then again if the payments are $150.00 per month and that is all you can afford you have little choice. The key is to stay within your budget and you know your budget best.
Let’s start by saying you have $5,000 in cash to put down and need to finance the rest. The car you really want sells for about $14,000. You know the details now are ready to find the car.
Never shop for vehicles Friday through Sunday. Wednesday is best. Hit the local dealerships and start perusing around 7:00 o’clock. Later if the dealership closes at 10:00. Mid weeks are usually slow and sales people have had a long day. They want to make a deal and they want to go home, both of which are to your advantage. Never look at the car you want first. Let the salesman eventually take you to it after trying some others and act surprised. Make him think he’s selling you this car, you are not buying it from him.
Another key is the salesman will size you up to see how he can play to your personality. He may play to your ego “You are the kind of guy who sees what he wants and goes for it” or your family “what a beautiful family, I can see you want to protect these wonderful children to the utmost.” You must recognize this and defuse it or at least not give into it. Don’t be afraid to be a little rude (usually not responding verbally is best) but don’t overdo that either. Making the salesman angry only makes him work harder to get the most for him and his commission and to heck with you.
Know this in advance the salesman is just your first stop. Once a deal is suggested he will take your offer to the closer and come back with an answer “we can’t do this but here is what we can do” which is an offer very much out of your range. This will happen several times until either they are frustrated or they think you are ready to deal. Then the “closer” will come in personally, shake your hand and say “we’ve got a deal” whether it is the one you want or not.
The key here is to know what you are willing to pay and sticking to it. If you stick to it and indicate over and over you are going to leave without buying a car if you don’t get the deal you want, you will get that deal or close enough to it to buy the car. Sticking to your guns, not being afraid to leave and realizing this is YOUR money not theirs will get you the best deal.
Before you make the first offer you never tell them you have $5,000 to play with. You only have $2500. Each time the salesmen returns he will ask you if you can come up with more money for a down payment. Each time you say “I can add another $1500.” This will happen several times until you get to the $5,000. Every time you add more money they will better the deal. Don’t be anxious and stick to your bottom line; it’s your money.
When you have the deal you want you will go to the finance department. Make sure you get everything you asked for and there are no hidden extra’s. Don’t take the extended warranty. If the car is fairly new and it’s from a reputable dealer you won’t need it. Remember the salesman, and even more so the closer will size you up and play to your ego or whatever else disarms you. You must make sure you disarm them first. This is what will get you your best deal.
Carson Little is a professional blogger that provides advice and information for auto title loans. She writes for Titlebucks, the best place to get an online title loan with no credit check.
Share this:
Category: Car Purchase
