Make Your Next Car Deal Sweet
Overcoming car dealership pressure
Cars, like people, don’t last forever. Just about anyone finds themselves in front of the sales manager trying to figure out a deal. Offices are hectic and information seems to be coming from everywhere. The atmosphere of the place is part of their strategy, and the point is to distract you and make you feel pressured. You can get pressured to act fast by seeing a lot of customers come and leave with a new car. You have to keep calm, and resist any pressure and slow down – keep to simple, important concepts.
Do your homework first
Information is never more powerful than at a negotiating table. Even at “sticker is the price” dealerships, you are still negotiating. You have as much power as the other side. They want to sell as much as you want to buy, and these days maybe more so. Spend time comparing prices and terms at area dealerships. Research industry journals and web sites that display sales prices, if they’re available. Just having the information may not be enough. You must know it well, say it with confidence, and let the salesman know you know what you are talking about.
Know where you want to end up
In order to end up in the right place, you have to know what your idea of a good deal is. After you have done your research, come up with price parameters that meet your needs. At the table, don’t let the salesman switch units on you. Put it like this, if you talk price do NOT let the suit switch to monthly payment talk. Don’t let him switch to a car that’s similar but you aren’t familiar with. You researched one car that you are interested in. By switching over to a vehicle you know less about, he gains power of information. Keep working the conversation back to where you want to end up and don’t get distracted from that target.
Avoid slick and worthless add-ons
According to U.S. News and World Report Rankings and Reviews, apart from having a ridiculously long name, report several extras that only cost you more for no good reason. The biggest offender is extended warranties. Most warranties from manufacturers cover just about anything you need, unless you plan on keeping the car for twenty years. Furthermore, you don’t have to buy the warranty at that moment. It may be cheaper to contact a third party later when you decide you need the warranty.
Fabric and paint protection is another pointless addition. A can of fabric protector from a local department store or auto parts store for $ 10 will do about the same protecting as the much more expensive dealership offering. A third costly add-on listed by U.S. News is rust proofing coverage. The bulk of cars sold in the U.S. are well guarded for decades against rust. Being made out of more and more plastic, rust has become less and less of an issue. Once again, you can probably get any protection you want for less from a third party.
Stick to the deal at hand
The key to car negotiations and other negotiations is to keep focused on your target price and don’t budge. All of the add-ons are part of that distraction strategy that dealers employ. If they can throw new things in the mix they erode your power of information and your bargaining position. If the distractions are becoming too much, don’t be afraid to walk away. You will feel better and find a better deal if you do.