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. That atmosphere is part of the strategy, to distract and pressure. As you watch people come and go you get the feeling everyone is buying a car, so you better act fast. You must resist the pressure of your environment and slow things down with some simple, but important concepts.
Do your homework first
Information is never more powerful than at a negotiating table. Remember, even at “the sticker is the price” dealerships you are negotiating. You have as much power as the other side. They want to sell the car as much as you want to buy it; in today’s economy 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. Having the information isn’t enough, however. You have to know what you’re saying, say it confidently, and let that malicious suit know you brought your A game.
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. Don’t let the salesman switch units on you at the table. In other words, if you are talking price don’t let the salesman switch to monthly payment. Don’t let him switch to a car that’s similar but you aren’t familiar with. You have researched one car that you want. By switching over to a vehicle you know less about, he gains power of information. Don’t get distracted and keep the conversation on what you want.
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. Number one on the list is extended warranties. Most manufacturers’ warranties cover everything you need covered unless you are going to keep your 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. Cans of fabric proctor go for $ 10 from a department store or auto parts store, and do the same job as the stuff the dealership wants to charge an arm and a leg for, those lepers. A third costly add-on listed by U.S. News is rust proofing. Most cars sold in the U.S. are well guarded for decades against rust. Since cars use far more plastic these days, rust isn’t as big an issue – it isn’t as if you hear of plastic rusting. 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 that extra crap they throw at you is something dealerships do to distract you and make you pay WAY more than you should. If they can throw new things in the mix they erode your power of information and your bargaining position. Swat those distractions away and walk away if you have to. You will feel better and find a better deal if you do.