It is easy to go into an automobile dealer’s showroom and panic. All of these nice cars in front of you and you may not know the slightest thing about pricing, haggling or selecting the car with just the right options you need.
Just because the salesperson approaches you doesn’t mean you need to have sweaty palms, shaky legs and a pounding heart. After all, the salesperson is there to make you feel at ease. He or she wants the sale but won’t knock you over to get it.
The biggest thing to remember is that the suggested retail price for the vehicle is just that – suggested. There are ways to get around the sticker price on the vehicle that some may consider secret or hidden. The reality is these methods are out front and definitely not rule-breakers.
If you have a particular car in mind then find as much research as you can about it and print it out. Take it to the dealer with you and refer to it from time to time. This tells the salesperson you have done your research and are ready to talk about the car.
If a car comes in several models you can be ready to deal and discuss. The old Neon line from Chrysler-Plymouth came in models named Base, Highline and Sport. Three levels from bare bones to fully loaded made it easier for customers to select the vehicle type before going to the dealer. Cars of today come with or without features, and if you know exactly what features you want on the car it will do you good.
If you sense that the salesperson is steering you in the wrong direction, such as an unwillingness to negotiate, then don’t hesitate to get up, pretend to stretch, and say “Well, I don’t know..”
If the salesperson senses you are looking at the door or checking your watch, he or she might suddenly offer you the car for a lower price. If you start with a lower price and the salesperson starts with a higher price, there is enough room in the middle to arrive at a happy medium.
If the car is already at a rock-bottom price, there may be still room for items like an extended warranty, a year’s worth of oil changes, or gasoline gift cards. Remember, they want your sale.
Credit scores from the major reporting agencies are easy to obtain. The higher your score, the better off you are when it comes to getting the car. If your salesperson tries to steer you toward a higher financing rate, you have the power to say “Is this the best you can do?”
Of course, if your credit is not the best, you may be stuck with a higher rate. Still, there is some wiggle room. It never hurts to check before you visit the dealer.
Check to make sure the financier operates under federal and state laws and tax guidelines. This process, known as a motor vehicle dealer bond, guarantees your financing process will be on the up and up.
Shopping for a new car doesn’t have to be nerve-wracking. Go into the showroom with steady legs, a normal heart, and dry palms the next time. A little homework helps.
