Car dealerships can be intimidating places. Salespeople need you to buy a car so they can earn their livelihood. Because car salesmen need you to buy from them, they may use slightly underhanded tactics to get you to sign on the dotted line. These tactics could include anything from psychological profiling to simply providing you with deals that seem almost too good to be true. Salesmen have many tried-and-true tricks that they use to get people to buy cars from them. Some of these tricks will be easy for you to spot, while others are a bit subtler. Here are eleven tips to gain the upper hand and get a good deal on a car when you’re at a car dealership.
1) Use your Smartphone
Back in the days before smartphones, buyers had to rely on what salespeople told them. They had to believe salespeople were telling them the right price for a car. Buyers also had to believe it when salespeople said that there wasn’t a dealership where they could get a better price. Now, though, you can easily shop around on your smartphone. You can also use your smartphone to access websites like Edmunds.com, where you can look up the True Market Value of the car. After a salesperson tells you their price for a car, look it up online and see what other dealerships are charging. Then, you’ll be able to use this information as a bargaining chip if you decide to buy the car. Your smartphone is an important tool that can help you save a whole lot of money on your car.
2) Threaten to Walk Away from a Bad Deal
If you don’t like the deal your car salesperson is giving you, there’s a simple bargaining tool that almost always works: threaten to walk away. If you simply stand up and say, “I think we’re done here,” you immediately gain the upper-hand. You don’t want to threaten to walk away too early, though. Spend time negotiating, and try to get the price down to a number that works for you. If the salesperson won’t budge and they’re offering a price that’s too high, then it’s time to make your move. Saying you’re going to walk away is a powerful tool, and you don’t want to play your hand too early. If you wait until the right moment, you’ll have a good chance of getting what you want from the salesperson.