How to Make the Dealer an Offer He Can't Refuse on a New Car

Other than lawyers, used car dealers are the most-mocked profession out there. Jokes about the slyness and poor fashion sense of used car dealers are everywhere. If you are looking at used cars, you may feel that some of those jokes are well-deserved when a used car dealer turns to you and asks you to make an offer on a car you have been looking at. If you are well-prepared and have researched models of used cars well, though, dealing with car dealers won't be a problem.

Researching Car Dealers and Used Cars

Before you go speak to car dealers, you should research three things - yourself, the car dealers and used cars. Of yourself, you should determine how much you can afford to spend on a used car, what type of financing you will be using and what you are looking for in a used car.

You should use online sites such as Autobytel.com, Autoweb.com, CarSmart.com, Edmunds.com, InvoiceDealers.com, AutoBargains, CarAuctions.com, AuctionPass.com, CheapCarFinder.com, AmericanAutoBargains.com, eBay.com, Cars.com, Autos.yahoo.com and NADAGuides.com to research car pricing. When looking at car price guides, you should look at a number of factors. Used cars vary in price according to region, so you should check what specific cars cost in your area. Used cars also vary in price according to mileage, condition, year and even color, so you can check these factors as well. Researching used cars online allows you to comparison shop in the comfort of your own home and also gives you the voice of authority when dealing with a car dealer.

What Researching Used Cars Does

By researching, you are arming yourself with a powerful negotiating tool. Rather than saying to a dealer, "I want to pay...," you can say, "I notice that current pricing for this car seems to be..." This research will also protect you. When car dealers claim that a car worth ten thousand is worth twelve, you'll know you are not getting a deal. Some car dealers will claim that Internet car prices are inaccurate, but if you have checked with reputable sites and they all say the same thing, you can rest assured that you have accurate information. While you are checking out the prices of cars, you can also look up the websites of car dealers in your area. If you are researching over a period of time, you will likely be able to compare their prices on used cars. If you see a model you like, print off a copy of the ad and make sure your printer includes the date. If you see the car at the same car dealer much later and are still interested, you can try to argue for a lower price because the car has not been moving. If the dealer claims that the car has just shown up and there are several people interested, you can show him the printout that proves the car has not been going anywhere.

Talking to Used Car Dealers

When dealing with car dealers, it is important to stress that you are not just browsing but that you are willing to walk away from a less than good deal. Saying something like, "If we could come to an agreement about price, I'm prepared to buy today" suggests that you are serious but that you will not be bullied by price. When offering an initial price on a car, be aware that car dealers will try to raise the offers on used cars at least a few times. You should aim for several hundred dollars (on a mid-priced car) in most cases. However, you should note any disadvantages of the car (a need for a paint job, smoke smell, bumps and scrapes) and argue for a lower price, noting that you will need to have those things fixed. That way, when car dealers talk the price up, you should still be within the range of what you are willing to pay.