| Buying a new car is a time of very mixed emotions. | | | | won't deal, there is someone who will. |
| First you're very excited about the prospect of having | | | | Next, don't mention your trade until you agree on a |
| a brand new automobile. At the same time, however, | | | | price on the car you're buying. When your salesman |
| you feel apprehensive and nervous about the deal. | | | | asks if you'll be trading in, say "no." Once you agree on |
| Are you getting the absolute best price you can get? | | | | a price, add your trade to the deal. This keeps the |
| Is the dealer going to give you a good price for your | | | | salesman from muddying the waters by playing with |
| trade-in? There are several things you can do to tip | | | | one figure at the expense of the other. |
| the balance in your favor. | | | | The normal car-buying pattern is for someone to look |
| First, understand that buying a car, like any other | | | | at cars after dealerships are closed during the week, |
| negotiation, is a conflict. You want the most car for the | | | | then to go into the dealership on a Saturday morning |
| least amount of money. The salesman and dealer | | | | to buy the car they like. The problem with this is that |
| want almost the exact opposite - they want to charge | | | | the salesman and dealer have all day to wear the |
| as much as possible for the car. The key is to put | | | | buyer down. |
| yourself in a position of power while keeping the car | | | | A much better plan is to plan a lazy day on Saturday - |
| dealer from getting in that position as much as possible. | | | | maybe watch a movie in the morning. Take a nap |
| In the West, cars and homes tend to be the only items | | | | mid-day then shower so that you're refreshed. If you |
| we have to bargain on. Because of this, we're sadly | | | | visit the dealership 2 hours before they close, the |
| out of practice. Automatically this gives the salesman a | | | | pressure is suddenly on them. The salesman and sales |
| serious advantage. Even if you buy a new car every | | | | managers will be ready to go home at closing time, but |
| 4 years of your life, in just a couple of weeks that | | | | they won't leave while a deal is in progress. This tactic |
| salesman had done more negotiations than you'll do in | | | | adds an even more powerful tactic to you bag of |
| your life. Unfortunately this is one area that can't be | | | | tricks. |
| easily fixed. One thing that you can do to get into | | | | Walk away. If you don't like the direction the |
| better practice is to frequent garage sales and haggle | | | | negotiation is taking, while the salesman is "talking with |
| on every item you buy. | | | | the sales manager," get up from the desk and walk |
| Auto salesmen know that if they get a buyer to sit in | | | | back onto the lot. When he comes out tell him you |
| and drive a brand new car, the sale is almost made. | | | | need some time to talk. This little step will ramp up the |
| While the buyer might not buy that car, it's a safe bet | | | | pressure even more. |
| that once he smells the new car smell, he will buy a | | | | If you're able to distance yourself from your emotions |
| new car. What that means to us is that we need to | | | | and take a few steps to level the playing field, your |
| keep emotionally detached. Even if you LOVE the car | | | | next new car buying experience won't be nearly as |
| you just took for a test drive, you need to remember | | | | stressful. In fact, you might even enjoy the bargaining |
| that there are thousands of others exactly like it at | | | | challenge as much as you'll enjoy getting the best |
| other dealerships throughout the country. If your dealer | | | | possible deal. |