The whole sale process is con game and is all about maintaining control. If you can control the sales process you will get a good deal. If the dealership controls the sale process they are going to have their way with you.
My suggestion for guaranteeing control? Do your homework before going to a dealership. Know what car you want, what accessories you want and price that car out at cost. Call some insurance companies and ask them what they feel that new car is worth replacement cost. Go to YOUR bank and pre-arrange financing. Walk in armed with a cheque and find the car you like. Wave the cheque inder their noses and they'll come around quickly, especially when you say that you're willing to go down the street or are considering a competitors product as well. If you don't have a cheque, tell the salesman and sales manager upfront that your bank has agreed to finance so much and that is all they will do. You are there to get the VIN of the car you want and you can close the deal with the bank as soon as that information is given.
Ignore what the salesman has to say, he has no say in what the car is sold for. The guy in the tower (the sales manager usually) is the decision maker. The salesman's job is to land you on the car, build an emotional attachment to the car, and soften you up so you buy that car TODAY. The sales manager is the only one who can finalize the deal so try and deal only with him. Impress upon him that this is a cash deal and he'll give you what you want.
Don't use the dealership financing. You will get a better deal through your bank for the most part. Dealerships throw lots of numbers at you to try and make you believe that you are getting zero point something financing, but the APR is normally the same as you get from your bank (if you are good standing with your institution).
Good luck, and remember, assume control from the minute you walk in the door. Tell them what YOU want and what YOU are prepared to play. Don't play the back and forth negotiation game and BE prpared to walk away at any time. The dealer WILL call you back and try to sell you that car for your price.
|