Haggling is virtually essential, or you'll pay more than you really need to. And then you'll pay interest on that higher price.
Dealing with a dealer scares a lot of would-be customers when it need not. The key is doing your research on the vehicle of your choice before you go to a lot.
When you are dealing with dealers, it's hard to recall every fact you've researched, but keep these 10 key points in the back of your mind:
- Dealers have a profit margin commonly between 10 percent and 20
percent. Usually, this is the difference between the sticker price (the price
they want you to pay) and the invoice price (the price they paid for the
car).
- If you don't see exactly what you want on a new car lot, consider
ordering it. This may take time, but at least you'll be paying for what you want
and not paying for extras the salesperson talked you into.
- Now reverse that last idea. If you are sure of what you want and
don't budge, a dealer may offer to let a car go cheaper if it is "almost" what
you want. Have an idea in your mind of what your second choice would be, and if
the offer comes you'll know whether to say yes or no and won't be confused.
Here's a chance to pay a lot less and get something very close to what you
wanted.
- Emotions can cost you money. If you let a dealer get you too
"high" on a vehicle, if you reveal you have to have a certain vehicle or if you
are excited but not well researched, you'll almost always pay more.
- Do not be too embarrassed to walk out. Many dealer tricks are
designed to keep you in the showroom.
- Consider beginning the process by phone -- getting some
competitive prices is your first step, but there's no need to get involved with
a salesman just for that. Don't accept a refusal to talk over the phone. A
dealer who demands your presence before offering any numbers is not speaking
your language.
- Get all the dealers you talk with to use the same figure. Use the
factory invoice price as a basis. Then each dealer must give you a number you
can compare to other dealer prices (every dealer pays the same for the same car
-- the factory invoice price).
- Dealers sometimes get extra factory incentives and may be able to
sell below factory invoice price.
- Negotiate for a price, not a monthly payment. Price first, then
payments!
- Don't pay for things you don't have to pay for. Be prepared to
pay extra for taxes, registration, licenses and destinations charges. Don't pay
for delivery, promotion, handling, sales charges, floor charges or any other
fancy words the dealer is using to have you pay for something you don't have to
pay for. Be prepared to turn down fancy extras like rust proofing and pin
striping. They're expensive and you don't need them.