Quote:
Originally Posted by ijusluvit
ABSOLUTELY RIGHT!! I have not purchased a new car since 1975 and have probably saved 100k because of that decision. I have cultivated a firm friendship with a small dealer/repairman who buys me just the car I want at auction, every few years. I drive 'fully loaded' cars which list for 30-40k. They are a year or two old with 10-20 thousand miles on them, and cost me abut 20k. My dealer gets such a kick out of finding an auction car which looks like no one ever sat in those lovely leather seats.
However. Many people just want a new car. Some want it so bad that they are willing to go get fleeced by their 'good friend' over at the impressive mega-dealership. It's an experience. Feels good. Expensive, but hey, you only live once.
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I agree with the recommendation to use Consumer Reports (CR). Using the CR New Car buying tool, you can find out exactly what the dealer paid for car and what the dealer paid for each option. If the dealer got any special deals or incentives on the car or any of the options it will let you know. Here are additional suggestions.
- Go to the dealership near the end of the month. The dealerships get incentives from the manufacturer for hitting certain sales targets. If a dealer is near one of the target at the end of the month, they are more highly motivated to make the sale. The more motivated the seller, the better for you.
- Walk into the dealership knowing firmly the top price you are willing to pay for the car. If you can't get within that price, by all means walk out the door. Just go to another dealer for the exact same car.
- Tell your salesperson the exact car you are considering and with what options. That'll make him or her think that you are ready to buy. That's ok, that means they don't want to lose you to the competition. Ask for a test drive. The more time you spend with a salesperson, the more vested he or she is in making the sale.
- The first thing the dealer will ask is whether you have a trade in. The correct answer is "no," whether you do or not. Never, ever, ever disclose a trade in until they have agreed upon a price to your satisfaction without one. Then you can "change your mind" and ask what they'll give you for your trade in.
- Don't let the dealer talk you into any additional options. They try to sell you frivolous and costly add-ons. You already know what you want.
- The sticker price should have no bearing at all on what you are willing to pay. None. It's what the dealer paid that counts. In the past when I've purchased a new car, I've offered $500-$600 over what the dealer paid and have never agreed to pay more than $750 more. Period. I have walked out and gone to Dealer B.
- If the salesperson says the offer is to low, pull out your CR sheet and explain the basis of your offer. If he won't accept your offer, ask for a counter. If it's not below your already-decided top price, walk out the door. There are plenty more dealers.
- The salesperson's next step ALWAYS is to say he has to ask the manager about the price you discussed. Now, the dealership's shtick here is to make you wait a long, long time. Odds for them are, the longer they keep you waiting, the more anxious you will become, the more you will think about wanting the car, and the more you will be convinced that you're getting a good deal-- otherwise why would it take so long.
- Not only should you not fall for the "waiting game" anxiety, you should use the waiting game to YOUR advantage. The way I see it, the longer your salesperson is playing this game with the manager, the longer he or she is not with another customer, and the fewer hours he or she has left in the day to make more commissions. The reality is, that salesperson REALLY does not want you to leave after he or she was not on the sales floor for a couple hours. So take a good book with you. Expect the wait. Use it to your advantage to stand firm. (I don't fell bad about this because it is they who kept me waiting. I didn't ask them to play their obnoxious games.)
Oh, one more thing. Car salespeople often assume they can take advantage of a woman. That's actually ok too. There are few financial rewards as good as being underestimated by a car salesperson.
Well, that's how I have paid thousands under the stick price anyway. Why not? Just remember, there is nothing more meaningless than the sticker price of a car!
Good luck!
Negotiator PTurner