If you want to get a good deal from a new car dealer, you need to negotiate. You don't want to give the salesperson an advantage by putting all of your cards on the table. What you tell the dealer can impact how they will treat you as well as what kind of deal you will get. Many new car dealers have planned scripts that they use in response to specific questions and comments.
- I need a car ASAP! - Never show any form of desperation to buy a car, even if you really are in a hurry. If they know you're desperate they will have less motivation to give you a deal. Also, don't get too excited over a specific model, color, etc. You want to remain calm and cool.
- I can afford... - Don't tell them what you can afford, they will always try to get you to spend that amount. Aim for the price you want, rather than what you can afford. Make a low ball offer first and wait for a counter offer.
- I'll pay cash. - Don't tell them that up front. Wait until the price has been negotiated. Dealers make an additional profit off of financing, if they know up front that you don't need it, they will try harder to get a profit from the sale of the car.
- Which model is best? - You don't want the car dealer choosing this for you. Decide on your favorite models before going to the dealership.
- I'll take all the options! - Carefully consider the available options, they can add a lot to the final cost of the vehicle. If you don't really need it, then just say no.
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