When you walk into a dealership, it can sometimes feel like stepping into a poker game. If you say the wrong thing, you might leave with a deal that’s more in the dealership’s favor than yours. The key to getting a great deal is knowing what you shouldn’t say. In this article, we’ll explore some of the phrases you should avoid if you want to drive away happy and confident you made a smart purchase.
“I love this car so much!”
It’s easy to get excited when you find a really great car, but showing too much enthusiasm can be bad. If the salesperson knows you’re emotionally attached, they’ll think you’re willing to pay more just to have it. Keep your feelings in check and ask lots of questions about the car’s features and history that don’t make it sound like you like it. Even if you’ve found your dream ride, if you act like you’re still weighing your options, you’ll probably come away with a much better deal.
“I’m not great at negotiating.”
If you admit you’re not skilled at bargaining, you’re basically giving all the power to the dealer. They may take advantage of this and push you to pay a higher price, or even make you get some unnecessary extras. Even if you’re not a good negotiator, do your homework before heading to the dealership. Knowing the car’s market value and deciding on a clear budget will help you avoid these problems. The more confident you are, the better price you will get!
“I need a car as soon as possible.”
Revealing that you need a car as soon as possible is like waving a flag that says, “Charge me more!” When the salesperson knows you’re in a rush, they’ll feel less pressure to give you a good price because they assume you’ll just agree with whatever they offer. Play it cool, even if you need a car quickly. Say you’re thinking about other options and you need time to compare deals. This will keep the pressure on them, not you.
“What’s the monthly payment?”
It might seem harmless to ask about monthly payments, but this question can trap you and get you a bad deal. Dealers often extend loan terms or add hidden fees to make payments look affordable, even if you’re paying loads more in the long run. If you can focus on the total price of the car first, then you can think about discussing finance or payment plans, this will ensure the numbers work in your favor.
“I’m trading in my old car.”
Dealers often adjust the numbers to make it seem like you’re getting a great deal on the trade-in while charging more for the new car. So, be careful, because talking about your trade-in too early can muddy the waters. You should always negotiate the price of the car you’re buying first, and then discuss trading in your old one. Once the original price is settled, bring up your trade-in to make sure you’re getting fair value for both transactions.
“I have [specific amount] to spend.”
Would you show your cards to the other players in a poker game? Salespeople will often price the car at or just below your stated limit, leaving no room for negotiation, so it’s really important that you don’t tell them how much you want to spend! Instead, ask them to give you their best offer without revealing your budget. Start Rescue advise that you should always “be polite, but keep your maximum price secret”. This way, you can focus on finding the best value car available, not just spending all your money.
“This is the first dealership I’ve visited.”
If you want a better deal, you should definitely avoid telling a salesperson you haven’t shopped around. This tells them that you might not know what other dealers are offering, or worse, that you won’t check to see if somewhere else will give you a better offer. Instead, casually mention you’ve been looking at similar cars elsewhere and are comparing offers. This simple trick will encourage them to be more honest with their prices and compete for your business.
“I don’t really know what I’m looking for.”
You should always have a plan when you walk into a dealership, otherwise you can become an easy target for upselling. If the salesperson can tell you’re unsure, they may push you toward more expensive models or unnecessary features. Before you visit, just research a few options and have a clear idea of what you want. This can range from the model you’re after, the features you want your car to have, or just the price of the car.
“I don’t need to test drive it.”
Test drives drastically reduce the risk of you ending up with a car that doesn’t work or doesn’t suit you. It also signals to the dealer that you’re already set on buying! A test drive gives you the chance to check the car and shows the dealer that you won’t just listen to everything they say. Negotiation is always about taking your time to ask questions and think about the answers, so jumping in the car for a test drive will give you plenty of time to do this.
“I need my partner’s approval, but they’re not here.”
To say that someone else has the final say, like a partner or spouse, weakens your bargaining position. The dealer might hold firm on their offer, knowing you’ll likely return if your partner approves. If you do need someone else’s input, keep it to yourself and don’t bring it up. Instead, just go home, discuss it privately, and then return to negotiate further if you want. This keeps you in control and prevents the dealer from using delay tactics to pressure you into a decision. Also, walking away from a deal always shows you have the power!
“I want all the extras.”
From extended warranties to paint protection, dealerships make a lot of money from these add-ons. While some extras can be valuable, others are overpriced or unnecessary, so don’t agree to anything on the spot. Ask for a breakdown of the costs and take some time to think whether they’re worth it.
“I can’t afford to walk away.”
Never let the dealership know that you can’t leave without making a deal! Being prepared to walk away is your strongest negotiating tool. If the dealer senses you’re desperate for a car, they won’t have any reason to lower the price. Make sure to be firm about your budget and priorities. If the dealer can’t meet them, be ready to look elsewhere. Don’t worry, there are plenty of other opportunities out there!
“The internet said the car costs $X.”
While online research is crucial, using it as your sole bargaining tool can go badly. Dealers often have room to adjust prices based on inventory, incentives, or local demand, so there are other ways to negotiate with them than just saying the internet has it cheaper. Instead of quoting a specific number, ask the dealer how they came up with their price and then compare it to what you found online. This keeps the conversation collaborative rather than confrontational. The car in the dealership will have its own unique details, so make sure the one you found on the internet has the same details, then you can know if their price is fair or not!
“I’ll pay whatever the sticker price is.”
The price on the sticker of a car is very rarely the final price. Dealerships always expect buyers to negotiate, and the listed price often includes room for discounts because of this. If you just accept the sticker price without questioning them, you could miss out on a lot of potential savings. Always ask for a breakdown of fees and inquire about discounts or promotions. You won’t know unless you ask!
“I trust you to give me a good deal.”
While it’s good to establish a friendly relationship with the salesperson, blindly trusting them isn’t wise. Remember, they’re trained to get as much profit for the dealership and themselves as they can. You should still be polite, but also be firm, and rely on your research to guide your decisions. Don’t just accept that they have your best interest at heart, asking questions and double-checking details will help you stay in control of the process.
“I’ve already been pre-approved for $X.”
While getting pre-approved for a loan is smart, telling the dealer the exact amount can limit your negotiating power by a lot! Dealers may use that amount to push you toward a car at the top of your budget, rather than finding you the best car for you. Instead, keep your financing details to yourself and focus on negotiating the car’s price. Once that’s settled, you can discuss how you’ll pay without them ever knowing your personal loan details.
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