![]() Rebates come directly from the manufacturer regardless of the price you agree to at a dealership. The salesperson may try to convince you that the rebate (or low-cost financing) is available only to customers who pay the sticker price.If you encounter these tactics, head to another dealer: If your discussion gets stuck and the dealer’s offer is nowhere close to what you can accept, it might be time to throw in the towel. This could motivate another visit to the sales manager for a lower price. Let the salesperson know she’s not even in the ballpark. If the negotiation has stalled at a higher figure than the competitive prices you’ve gathered elsewhere, say so. Often a salesperson will try to stop you by saying she thinks “something can be worked out to make you happy.” But if you’re simply allowed to go, then the last price offered may be close to the dealer’s limit. There’s no need for you to waste your time or the salesperson’s time any further. If the negotiations are going nowhere, this is the time to excuse yourself and get up to leave. Otherwise, you’ll have to “think it over.” ![]() Remind the salesperson that you’re ready to complete the purchase on the spot if your price can be met. For example, you could say that you value the fact the dealership is conveniently close or that you like the color of a particular car. It might help to state a rationale for your flexibility on price. You don’t want to give the impression that you’re simply responding to pressure. While you can allow your target price to go up in small increments, don’t go above the lowest competing bid you’ve gathered. After all, the target price that you calculated allowed for a reasonable dealer profit. But make it clear that you don’t have a lot of time to sit around and wait. ![]() Because the manager wields the real power to approve deals, you can expect this. If so, show a printout of your sources of information.Įven if he can’t find fault with your numbers, he may counter your bid with a barrage of objections, pleas, and ploys to get you to raise your offer. He may even try to tell you that your numbers are wrong. He may state flatly that there’s no way the sales manager will let the vehicle be sold at your price. But no matter who ends up sitting across the desk from you, a clear explanation of what you’re looking for will help counteract the common diversionary tactics you may come across.Ī salesperson’s initial reaction might be dismissive. If that happens, simply repeat the same ground rules to that person. You may be shunted to a more senior sales associate or manager. Reassure the salesperson that if you can both agree to terms you know to be fair, you can look forward to making a quick sale. But make it known that coming to terms on the purchase price is the primary focus. If the salesperson asks about a trade-in, for instance, insist on locking down the new-car price first.Īs for financing, explain that you are preapproved for a loan and prepared to pay in cash, but that you may be willing to consider financing through the dealership provided the offer is competitive. If you start with a lower number, you’ll likely spend more time coming to an agreement.įrom the outset, you want to stay on course and prevent the negotiation from veering off-track. If you use the average transaction price as a starting point you likely will have a quick negotiation process. Keep working from your lower figure, raising it a little at a time, rather than taking the dealer’s counteroffer and hammering it down. If so, tell him what it is, or better yet, show them a print out. Explain that you are looking for the lowest markup over your bottom price.Īs an alternative, ask if the salesperson is willing to beat a price you got from a legitimate buying service. One gambit you can use is to mention that you have competitive bids in hand from other dealers, without disclosing what they are. ![]() And be prepared to wait several minutes at each step. Be prepared for the offers to be far higher than your target price. What usually happens after you declare your starting offer is a back and forth while the salesperson submits your bids to the sales manager and returns with counteroffers. ![]() Aim for the low end of the transaction price spectrum, available on the model pages at cr.org/cars, knowing that you got a fair deal if you match the average transaction price. The invoice price has become far less meaningful, and it doesn’t reflect the impact of supply/demand-a big consideration in the current market. It sets a target for what others are paying for the vehicle in your area. CR focuses on the actual transaction prices, rather than invoice, because we feel it is far more useful. You should base your offer on the average transaction price for the model and trim level(s) you are looking to buy. Start the negotiations with your precalculated low offer. ![]()
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