| Consider the car lot as a battleground, with you on one | | | | whichever used car dealership you go to. |
| side and the used car dealer and his sales manager | | | | A common trade tactic is the four-square. This is a |
| on the other. There are psych wars and price wars | | | | simple piece of paper that’s folded in four. The |
| that go on, albeit mostly on paper. But yes, once you | | | | used car dealer will write down the purchase used car |
| are in there, you must come prepared. | | | | prices and the trade value on the top deck, and the |
| Some ways you can “gear up” for the used car | | | | downpayment and monthly payment on the lower |
| lot are: 1. Come in December; and 2. Come with your | | | | deck. |
| own financing. | | | | You will be initially presented with the top deck. The |
| December is often a desperate time for used car | | | | used car dealer would run through this fast, even if |
| dealers because almost no one is spending on cars. At | | | | you register some dismay (for the trade price, maybe). |
| this time, money goes into gifts and all the holiday | | | | He will try to get you to focus on the bottom deck, |
| merriment. Everyone in the used car lot is feeling the | | | | which contains the down payment andthe monthly |
| pressure to make a sale. When you step in there, you | | | | installment. Moreover, in the scheme of things, the |
| can practically ask for all the perks and they will give it | | | | numbers filled in these squares are from the sales |
| to you. Try it. Ask for free detailing, lower interest rate | | | | manager, not the used car dealer. They usually have |
| on used car prices, and a new window tint; you might | | | | this setup wherein the manager sits in the |
| just get it. | | | | “tower” and the dealer goes back and forth |
| Also, when you come, come with financing. Financing is | | | | – from you to the manager – as negotiations go |
| another service that the used car dealership offers. | | | | on. |
| Without ready financing, they will push their rates and | | | | Be observant because if they have it their way, you |
| their options, further blurring what should be the focus | | | | and the sales manager will be negotiating the |
| of the day: the overall price of the used car and what | | | | downpayment and the monthly installment. The |
| your trade (if any) is worth. So get your own financing. | | | | essential numbers would have been forgotten. Focus |
| In the end, you will most probably be better off with | | | | on what’s important: your used car’s price and |
| the third party’s terms anyway. | | | | your trade in’s trade price, whether it be used cars |
| Many a used car dealer will tell you that the tricks of | | | | in Toronto, used carsin Vancouver, or used cars / |
| the trade are pretty much standard. You will get it at | | | | auto hebdo in Montreal. |