Car Guide: Getting the best deal
Don't browse. It's a good idea not to spend much–if any–time at a dealership just browsing. If a salesperson determines that you are merely on a fact-finding mission you run the risk of being "low-balled." It's not uncommon for a salesperson to quote an unrealistically attractive price just to ensure that you return, at which point he or she will deftly back off from his or her original offer.
Stay in control. When it's finally time to begin the buying process in earnest, you should resolve to remain emotionally detached and in complete control of yourself and the situation throughout the process at hand. It's a good idea to leave the kids at home to avoid distractions, but you may want to bring your spouse or a friend along for moral support. Soon after you walk through the door a salesperson will introduce him or herself and will immediately begin to "qualify" you to determine whether or not you're a serious buyer. Don't discuss a vehicle's price just yet, and avoid answering questions like, "Are you willing to buy from us today if the price is right?" or "How much are you willing to pay per month?"
Don't buy the car they want–buy the car you want. Ask if the dealer has the vehicle you want in stock that's as or very close to how you want it equipped; if not, determine whether the salesperson can obtain one for you from another dealership. Depending on the make, model or time of year you may be able to order one from the factory, though you'll likely wind up waiting three months or more for delivery and you probably won't get a better price, since the dealership will have much less urgency to sell a vehicle that's not already sitting on the lot.
Keep the financing to yourself. If you've already arranged for or have been pre-qualified for a loan at a bank or credit union, don't tell the salesperson about it at this point–only acknowledge, if asked, that you'll be financing the purchase. Why? The sales manager may hold out for a greater "front end" profit on the vehicle's selling price if he or she knows the dealer will be losing a referral commission on the "back end" of the deal by not arranging the financing for you. And contrary to popular opinion, offering to pay for a car or truck in cash will not necessarily garner you a better deal for the same reason.
The same goes for your trade-in. Likewise, don't discuss your trade-in, if you have one, as yet–this should always be treated as a separate deal altogether. This way the salesperson won't be able to "inflate" the trade-in value by manipulating the selling price of the new vehicle. (Though this can sometimes work to your advantage if you need a larger down payment–which includes the trade-in and any applicable rebate–to qualify for financing.) If you do happen to mention your trade-in early on never give the salesperson the keys to your current vehicle–he or she might try and hold your current vehicle hostage as a negotiating ploy.
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