An automatic assumption is that a car salesman is always trying to get over on you. Has there ever been a movie or a TV show that portrays them in a positive light? Most of us think they will do or say anything to close a sale, which is why you need to walk into the dealership with a plan.
• The First Proposal Is NOT the Best Offer – the first round of negotiations is a feeling out period. They want to see how you react to a certain price point and how far they can push you. Know going in the first offer they put on the table is definitely not their best offer, not even close. They have plenty of wiggle room and you need to keep backing them up until they run out of space!
• Never Meet them Halfway – this is a common tactic. They throw an offer out on the table and the buyer says they were hoping for $X amount. The dealer offers to split the difference. STOP! Do your due diligence prior and you should be able to figure out roughly what the current market dictates. If they cannot equal the best offer, walk away.
• Call Your Wife (or husband) – even if it is a fake phone call, make them believe someone else is pulling the strings. Talk the deal over and let them hear the conversation. If their price is not what you want to pay, the person on the other end of the phone should be telling you how ridiculous that price is when XYZ Dealership is offering a lower price.
• Do not Fall For the Hard Sell – “This offer won’t be here tomorrow.” Yes, it will, go home, compare it to other offers, and sleep on it. This is a major purchase. Even if it is the best offer you have had to that point, take it to other dealerships and see if you can do better. They will still sell you that car for that price on another day, “trust me.”