How Buy Car

The dealer has been around this block thousands of times before—heck, it’s his job! Most salespeople are incredibly savvy and they now exactly what questions to ask to keep you off balance throughout the negotiation.

If you wish to take control of the negotiation and feel empowered during the new car buying process you should be prepared for what the salespeople will ask you and how to deflect the constant pressures of the lot. The last thing a salesperson wants to do is have you walk away without a new car. Salespeople often get into trouble if a potential buyer walks away without speaking to a manager first. That means you have a lot of the power. If you feel like a salesperson is pressuring you and you don’t feel comfortable—walk away.

Here are some questions the dealer might ask you with the appropriate suggested responses:

DEALER: “What can I do to get you into this car today?”

BUYER: “Nothing, I am not buying a car today.” You can say this even if you plan on buying a car that day. Even though you told the salesperson that you don’t intend to buy a car during your visit, they won’t stop pressuring you to buy.

DEALER: “How much would you like to pay each month?”

BUYER: “How much I can afford per month is irrelevant. I just want to negotiate my new car purchase price.“

DEALER: “How do you plan on paying for the car?”

BUYER: “I would like to negotiate the price of the car before we get into payment options.”

DEALER: “Do you plan on trading in your old car?”

BUYER: “No. I would like to negotiate the price of the new car.” Only mention that you are interested in trading in your old car once you’ve negotiated the price of the new car.

You should have done your research and should know how much you can get the car for. State your price and tell the salesperson that you are willing to buy the car today for that price. Once you have stated your price, don’t budge from it until he counters. Wait for them to counter with a price before you raise your bid—no matter how much they pressure you.

FAILSAFE: If a dealer insists that you buy a car that same day and is making you feel uncomfortable, let them know that you are willing to walk away and give your business to another dealer.

OR: You can contact the numerous Internet Sales Managers in your area by getting a free quote and bypassing this step altogether. Are you getting the point?

When you negotiate the price of a car, you are determining the base price of the car and additional option packages. Once you have done so it is not the time to let your guard down. When you’re sitting across from the dealer you will be confronted with several other ways to spend money. Some are just necessary evils like tax and licensing and others are purely optional such as warranties.

1.Warranty

An extended warranty is an insurance policy on your car. All cars come with a standard warranty and the length of it varies from car to car. All dealers will try to sell you an extended warranty. There is no need to purchase an extended warranty on the same day you buy your new car. You can purchase an extended warranty at any time while you are covered under your factory warranty. But, if you want to buy an extended warranty from the dealer, you can negotiate the price. The price they tell you doesn’t mean that is the price you have to buy it for.

2.Licensing

You’ll have to pay license and registration fees mandated by your state when you sign for your new car. Expect to pay between $50-200. Note that these annual fees will decrease as your car depreciates.

3.Tax

Don’t forget to factor sales tax into the price of your car. Apply your local sales tax to the total cost of your negotiated price. For instance, if you live in a state and county where the sales tax is 7.25% and the car you want is $25,000, the tax would be $1,812.50. Now your new car is $26,812.50. Some states apply tax to the monthly payment.

Stay focused and organized with the NewCars.com Car Buying Checklist. Keep track of everything you need to know when buying your new car.

1. What car/cars do you want?
2. Calculate 20% of your monthly income
3. Find your FICO score.
4. Get the lowest APR from your bank or credit union.
5. How much can you put down?
6. What is the trade-in value of your car?
7. What is the wholesale value of your car?
8. What cars can you afford?
9. How much is the invoice price?
10. Are you buying or leasing?
11. What size loan do you need?
12. Does the car have any rebates or incentives?
13. Wait until the 25th.