Car buying tips/tricks/negoiating tactics.

tjfreddy

Well-Known Member
Joined
Mar 21, 2005
Location
Greensboro
So my wife and I are in the market for a new or new to us mini van for kid hauling duties. We have test driven the larger 3 row SUV's and ruled them out for now. The van will be more practical for our life right now with 2 little kids and a baby due next month. We have found 2 vans (Chrysler Pacifica's), one new and one used that have the features we are looking for. You guys/gals that buy cars more often how do you approach it? Does anyone try negotiating over the phone first or is that better done in person? Maybe dumb questions but it has been about 12 years since I even ventured onto a dealer lot to buy a car/truck.
thanks
 
You looking new or used? Vehicles depreciate 20% when they leave the lot. Wife just bought a 1 year old car with 20K miles on it for 10K less. She also walked away twice. It also has a 6 year 75 mile warranty. That's about all I got. Except mini vans are that devil....
 
tjfreddy said:
You guys/gals that buy cars more often how do you approach it? Does anyone try negotiating over the phone first or is that better done in person?
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The internet is where it's at. You can sit behind a keyboard and compare quotes, and even buy and have delivered and never show up in person
 
When I bought my Rubicon, I found what I wanted online. Called and asked for their fleet sales rep...told him what i was will in ng to pay (basically a check for the "internet price" but including all taxes, dealer fees etc.) And that I wanted to be in and out in 45 minutes, after a test drive.

Worked, with no salesman/manager BS.

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ghost said:
You looking new or used? Vehicles depreciate 20% when they leave the lot. Wife just bought a 1 year old car with 20K miles on it for 10K less. She also walked away twice. It also has a 6 year 75 mile warranty. That's about all I got. Except mini vans are that devil....
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We are looking at one new 2019 that has a "list price" of $43,145 and a used 2017 with a "list price" of $33,000. So that is basically the 20% depreciation. Damn cars are expensive. I guess that is why we have not bought a new/new to us car in the last 10 years.
 
I never negotiate over the phone unless the vehicle is out of state and it’s an internet purchase where I can’t be there in person. I always put in the deal FOB destination and contingent upon final acceptance upon delivery. That typically gives me an out of something is misrepresented.


In person, be prepared to walk away if it’s not your deal. There are plenty other vehicles out there to buy. I don’t play their games. I don’t write down what I want to pay. I don’t sign their sheet of paper for them to take to their “manager”. I just tell them what I’m willing to pay and walk away if I don’t get it. It works about 25% of the time, but I’m always offering a price that’s probably lower than most. I call the sales guy out on his BS when I see it. My wife nearly strangled me when I told the sales guy he was so full of shit his eyes were brown. It must have worked because we bought the vehicle.

If I have a trade in, I never give that info until after we finalize a price on the vehicle as they will muddy the waters with that pricing and play with the numbers more. I never tell them what payment I’m looking at staying around because they will ignore the total price and then focus on and sell you on a monthly payment regardless of total price. I also never buy the things they try to up sell me on, like extended warranties, protective coating warranty on interior, service plans, etc etc.
 
CasterTroy said:
The internet is where it's at. You can sit behind a keyboard and compare quotes, and even buy and have delivered and never show up in person
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It's actually tougher than it seems sometimes...most of the dealers apply every discount under the sun to their online prices, some only apply the discounts the majority of America is reasonably applicable to. Then when you get to the actual dealer those "discounts" can change even further. On top of that, a lot of times the description will list features/options that aren't even on the vehicle making it even harder to compare. It's honestly a pain in the dick no matter what to shop new vehicles.
 
Something like a fairly new Chrysler mini van, there are so many available you shouldn't have too much trouble. A friend just bought one through Carvana and said it was the best car buying experience he ever had.

If you know you want a specific car, or something hard to find, I approach it differently. Last few vehicles I've bought were in that category and out of town/state purchases. I talked to the salesman several times, we both agreed on numbers for purchase and trade assuming items were as described, and they worked out well.
 
I only talk in "out the door price" I make it very clear that "this is the price I want to pay, walking out the door with the keys to my new vehicle". Lots of dealers will meet a price, then tack on fees, doc. tags, tax, title, etc. This works for trades too, I have said "give me a $1 for the trade, I don't care as long as I walk out the door paying $X amount of dollars"

Call them out on their bullshit, I once walked out on a deal because they wanted to charge me $200 for floor mats and $150 because they "nitrogenized" the tires.
 
@rockcity pretty much hit the nail on the head.

Say no, walk away. Eventually you will get what you want if they want to sell it bad enough. I have a good friend that is a used car manager in Chicago and he says hands down, people like that are the worst, but the rest of the chumps make up for people like us. Almost every dealer requires their sales people to follow up and try to close the deal, walking away and calling them on BS keeps the ball in your court.
 
Do your research and know what fair value is on each. Then email the sales manager that offers that brand that are with in your driving range with everything you want color features and so on even if they don’t list it in their inventory email them, tell them your emailing several different dealers asking for this specific car and you want the price after all taxes and fees. Then go in person to the dealer that offered you the second best deal. Taking the offer of the best deal with you (it works out better if the second best deal is closer) they will usually make you a better offer than either emailed prices. If not go to the best offer and buy it you already know what your paying when you walk in unless you want to haggle more.


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Oh and I don’t ever give the sales guy any info about why I chose that specific vehicle other than price and some general needs that any other vehicle could provide. If my favorite color is black and they have black, I never tell them that. I like silver too and red, especially if the price is fair.

I never let the sales guy know I’m in a pinch and need something really soon. I sure as shit don’t let him know I need something because an old vehicle is broken down, or I need it next week for a trip, or I need a safe and reliable car for my baby momma who is pregnant with twins and due any day and the 2 seater sports car won’t work as a family car, etc etc.

I never try to give them any advantage. If I go out of town, I have driven the truck and trailer to add to the idea that “I’m ready to buy today” and load it on the trailer and take it home.



Aside from the financial aspect, I love the process of buying a car (and real estate especially!). I love the haggle and the process most of the time. My wife absolutely hates it, but I enjoy it because I like to get the best deal I absolutely can and I really like trying to get the best price possible. Again, when I do this my wife sometimes thinks I’m crazy but it works. We were just in the Bahamas for spring break and I haggled with every person selling me something, even at the liquor store. :lol: It worked most of the time. :D
 
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#1 Do not buy a new or 2 year old Chrysler vehicle. They loose their value at a shocking rate when that age.

#2 Trying to get the best price from a dealer while not in person is a big waste of time.

#3 As said before, know exactly what the vehicle is worth before hand, and do your research before you even think about looking at vehicles in person.

#4 If you find a vehicle you feel comfortable purchasing, and the asking price is close to the amount you are willing to spend, tell them I will pay x amount. If there is any run around, leave. They always know exactly what they have to sell the vehicle for before you walk in.

#5 As said before, negotiating the price is a waste of time. They know what they want for the car, and absolutely nothing you say or do, will change this. I can promise you this.

#6 Be upfront and honest about your finances and trade ins. If you agree to a price for a vehicle, and then change the deal with a trade in, they will do everything in their power to screw you on the deal.

Just my .02

I sell cars for a living.......
 
I gotta disagree with #2, I have only bought 2 new cars in my life, and both came from out of state dealers, one in TN, one in VA. Sometimes you have to drive to get the best deal or the specific car that you want.

It may be the exception that proves the rule, but I found I got more run around from dealers I dealt with face to face then I did with dealers I dealt with over the phone and via. email.

Biggest thing, when you find the car you want, at the price you want....don't doddle, go get that rig asap. I did a one way rental to snap up my truck in TN, it was the only one that had everything I wanted on this side of the Mississippi river.
 
shelby27604 said:
I gotta disagree with #2, I have only bought 2 new cars in my life, and both came from out of state dealers, one in TN, one in VA. Sometimes you have to drive to get the best deal or the specific car that you want.

It may be the exception that proves the rule, but I found I got more run around from dealers I dealt with face to face then I did with dealers I dealt with over the phone and via. email.

Biggest thing, when you find the car you want, at the price you want....don't doddle, go get that rig asap. I did a one way rental to snap up my truck in TN, it was the only one that had everything I wanted on this side of the Mississippi river.
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I very much agree, sometimes a dealer in another state is able to sell a car for less than a local dealer for a number of reasons.

But, if you made an offer on a vehicle over the phone or on the internet, I can guarantee you could have purchased the vehicle in person, with financing approved or cash in hand , while in person at the car lot cheaper.

Dealer who negotiate while not face to face, always expect in person negotiations after a person shows up at their lot. It always happens, and the price they give you always incorporates that little extra in person wiggle room.
 
I’ll echo ‘know the price you’re willing to pay out the door’...but that also means understanding what that means for a monthly payment. Usually I assume 10-15% off list price is what the vehicle will sell for and establish that as ‘my price range’. If you’re looking for the new to 2 year old range, most of the new vehicles I’ve bought had rebates and were eligible for 0% financing. A new $30,000 vehicle with $2500 down with $3k rebate and 60 months at 0% is about $458/month...a 1 year old $24000 with $2500 down, no rebate and 60 months at 6% is about $415 (ignoring tax/title/reg). To me, the extra $43/month would be worth going new. So know what’s available to you and have a range for some wiggle room (that you know before walking in the door).

Beyond that, I generally just internet price shop, see what’s available with what I want, pick a day I’m ready to buy, go to the closest dealer that has what I want...tell them what I’m willing to pay, and I’m willing to move to the next closest dealer that has what I want and keep going until someone accepts. Usually doesn’t take more than two dealer visits, twice I’ve been called back 5 minutes after I walk out of the first dealership.
 
Be willing to walk at anytime ..... I once got a big discount when I didn't like something ( what was in writing was not the verbal agreement ) when I walked out of the financial office.
Keys in my wifes hands, pen in mine, just needed a signature.
I asked about it, the financer said I don't know what you're talking about.
We laid the keys and pen down and let them chase us to the parking lot.

My Dad was a horsetrader ..... I've seen him walk out over $100.00!
 
Yea i too love the negotiations, especially if you can walk away. But hate dealerships. The problem lies when you find the "one" you want, esp in an older car with all the options you have been looking for. I get tired of their games and fake managers.

I looked at a new ram at kernersville dodge, it was a left over model. After it wouldn't start due to a dead battery, They wouldn't even swap out the battery. They said there are some more kinda of like it over here. When questioned why i couldn't test drive the truck i came to look at, They basically told me they didn't really care if i bought the truck or not and explained how big of a dealer they are and how much business they do. I'll never be back...
 
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