Getting the Best Deal - The Secrets of Talking to a Dealer

If one of your in-laws is a car dealer, speaking to them may be only slightly annoying. When you are dealing with a dealer in a dealership, however, being able to speak can save you thousands of dollars. Studies have shown that when buying a new car, those customers who are able to negotiate can save thousands of dollars. Even if you are not a master negotiator - even if you have the social skills of a Peruvian hermit - the good news is that you can learn a few basic tips for negotiating that can save you a lot of money when buying a new car.

Know As Much as You can About Buying a New Car

Before you even peek into a dealership, research extensively. Look at sites such as Autobytel.com, Autoweb.com, CarSmart.com, NADAGuides.com, Edmunds.com, Cars.com, CARFAX.com and eBay.com for incredibly useful information about cars and car pricing. When you know which model you want, be sure to research that model extensively. What features does it come with? What are users saying about it? The less you look like someone who knows nothing about buying a new car, the less likely you will be taken by a lot of slick talk. Even better, consider buying a new car via fax - call several dealerships and get them to fax information to you about specific models you are interested in. Ask for their best prices to be included in the fax. Then, when you are actually buying a new car you will have a paper number to work with.

Speak and Act Confidently

Make eye contact, stand up straight and smile. Dress business casual so that you will be taken seriously but won't look too affluent. Leave most of your paperwork at home or the dealer may assume you are just browsing. Allow yourself at least two or three hours of daylight at the dealership to see everything about the car. Ask for a demonstration and test drive. Don't bring anyone - kids, an easily distracted friend - who will be a distraction for you during the long car examining and buying period. Buying a new car is a big purchase and you should sound and act like someone ready to make such a purchase.

Show You Know As Much as the Dealer about Buying a New Car

Be sure to use language which shows that you have researched before buying a new car. Don't just as about the engine - ask specifically about horsepower and torque. This will show that you will not be easily distracted by the simpler features of a new car. Also, know about the process of buying a car. Don't sign a release form for a credit check or answer detailed questions about your finances until you are ready to negotiate price - which is generally only when you have firmly decided on a dealer and on a car.

Take a Cooperative Rather than Aggressive Attitude

Many people feel that having a take-no-prisoners attitude is ideal when buying a new car. Nothing is further from the truth. Not only are most people uncomfortable in an inflexible role, but being unpleasant will not make a dealer more willing to negotiate. Treat the dealer appropriately: As a professional who is part of buying a new car. Ask the dealer's opinions about features and about comparisons to models. When it comes to negotiating price, explain firmly what you are willing to pay and what features you really need. If you are not getting a price you want, stay calm and say, "Well, I really like the service I am getting at this dealership and would like to buy a car here, but my budget is not very flexible right now. Is there some way we can find a solution to this?" Approach the negotiation as a cooperative economic effort. In the end, however, feel free to walk out if you find that you will get a better deal elsewhere. Buying a new car should be a money choice like any other - you should not be bullied into a car you can't afford.