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What Not To Say To A Car Dealer

Going to a car dealer can be quite stressful if you don’t know what to say or what not to say. If you’re worried that you’ll say the wrong thing to your car dealer when you’re shopping for a car, relax. Here are some good suggestions to help you walk in there completely prepared.

A Car Dealer

Keep Yourself Informed

Get as much information as you can so that when you go in to the dealer, you’ll know what to ask and not ask about. If you don’t know the difference between a 4-cylinder and 6-cylinder engine, look it up before you go in. The more you reveal to them about what you don’t know, the more opportunity they have to present information to you in a biased way to make it seem like you NEED features that you may not really want to pay for. You should also come in armed with everything you might need – know your FICO score, know your eligibility for auto credit, etc.

Do Not Talk About Monthly Payments

Don’t talk to them about how much you’re willing to pay each month. In fact, it’s best if you don’t mention anything about your budget at all. Go in with a plan, but keep it private. If you start talking about monthly payments, it could get confusing whether you’re talking about a 5-year loan, a 2-year loan, how much interest will be, etc. If you focus on negotiating monthly payments instead of the purchase price, the dealer will make more money because they can sell you on $300/month (without telling you how many months it is for). Longer payment structures grant them the opportunity to make more money off of your interest payments.

Don’t Reveal Critical Financial Information

If you have bad credit, or if you can pay in cash, or if you’ve recently had your car repossessed, don’t mention it. Don’t reveal critical financial information while you’re trying to negotiate the price of your car.

Don’t Reveal Any Desperation

If you are desperate to buy because your car is officially dead and you need to get to work tomorrow somehow, don’t let them know you’re desperate. Otherwise, they’ll take advantage of your desperation. There’s nothing wrong with saying that you’re looking to buy today or within the next few days, though. They’ll respect you without working you over.

Do Not Mention A Car Trade-In

If you mention that you have a car to trade in, they will assess its value and offer you a price amount. However, you will no longer have much negotiating power for the sale price of the new car. Wait to mention your trade until after you’ve negotiated your new purchase price. In many cases, it’s better to just sell your old car elsewhere for a better price.