What Should You Never Say to a Car Salesman?

When it comes to buying a car, there are certain things you should and should not say to a car salesman. Knowing what to say and what not to say can help you get the best deal and avoid being taken advantage of. First, never tell dealers what prices they quoted you until you've chosen a car you want to bid on. This is because there are many “off the radar” sales incentives for dealers today, and you don't want to limit yourself.

Additionally, it's best not to inform sellers that you have an exchange until a final purchase price has been established. Ask the dealer how much they'll give you for an exchange instead. If you start negotiations with an exchange, the dealer may try to distract you with the “great deal” they are offering you in your exchange, while offering you a “bad deal” for the new vehicle you are buying. It's also important to remember that car dealers make a significant share of the additional profits when they sell financing to you.

To get the best deal, make sure that you at least don't leave the dealership with the possibility that he or she can sell you financing. Bragg recommends saying something like “let's negotiate the price of the new vehicle first and then we can talk about financing.” When it comes to negotiating, try to sound objective and rational. Point out some pros and cons and stay tuned and calm. Just don't say you have to have this car.

Additionally, never ask for the “popular” options, especially on a luxury model that is already loaded. This is an open invitation for overpriced dealer add-ons, such as interior protection, window etching or priming. They're all things you can come back for later. Instead, review the list of equipment in your home after your first visit to the dealership and then decide exactly what you need. If your salesman (let's call him Chuck) doesn't have exactly what you want, Chuck may be willing to look for a car that more accurately matches what you're looking for at another dealership, and then ask to have it delivered to your location.

Or, if your number is higher than what the car is priced, then they can work the numbers on the price of the new car to meet your demands. It's also important to remember that car salespeople are trained to quickly assess you, your taste in cars and your economic profile, industry experts warn. To avoid being taken advantage of, it's best not to commit to financing but it's a good idea to align interim financing with MAFCU before you go car shopping. Additionally, if you've contacted at least five dealerships and got quotes from them and you're ready to buy the car, just tell them what you're willing to pay and don't move. Finally, understand that Chuck may want a deposit or even an agreement that he is going to buy the car that comes from Dealership B. Demonstrates a lack of care for them, a lack of professionalism, and almost always guarantees you that there will be no future sales of that customer or referrals.