vLane Blog

Buying a New Car: It's Business, Not Personal

From HMcBain, Featured Contributor
Posted on June 25, 2008

Keep your sanity, and some of your money, too.

Buying a new or used car is generally considered only slightly better than getting a tooth pulled. Haggling, arguing, getting angry; all this and more seems to be part and parcel when purchasing a vehicle. The reason for this is simple. The dealer wants to get the most for their vehicle while giving you the least for yours. That’s the nature of their game. The trick is how to play it without feeling accosted, attacked or robbed. Here are a few tips to help you keep your sanity and as much of your money as possible:

1. Do your research
Know what you are interested in, know the value, know the options, know everything. Then research the dealerships in your area to see who is advertising the best deals.
2. Know the value of your trade
Get at least two online “trade-in” values for your vehicle making sure you list all options and added accessories. Also, try and remain emotionally detached when given an offer on your auto - you KNOW it will be lower than what you want.
3. Set your bottom line
Decide what the least amount you will take for your trade and the most you will pay for the new vehicle.
4. Expect the obvious
When you get to the dealership, a salesperson will approach you; it is their JOB to sell you a car. You will meet the Sales Manager; you will be asked what you want for your trade. It’s just business; it’s not personal.
5. Understand the game
It’s called negotiation, and it is an art form when you know what to do. Call it give and take; you have to be willing to give a little in order to get what you want – a fair deal.
6. Be firm, but not emotional
You know what you want for your trade, you know what you want to pay for the new car – don’t back off. If it is reasonable, the dealer will work with you. If not,walk away. It’s that easy.
7. Do not talk payments
This is important. Talking payments is the biggest shell game and the best way to rob you blind. Only discuss what you want for your trade and what you will pay for their vehicle.
8. Don't settle for just the rebate
The rebate or incentive comes from the factory and is given to the dealer; it has nothing to do with the MSRP or what you are willing to pay.

It can be extremely frustrating and time consuming to buy a new vehicle. If you are better informed, the process should not take as long as it will for the uninformed guy who is “just looking” but gets roped into a long drawn out tug of war. Do your homework and stick to your guns; then will you be rewarded with a new vehicle at a fair price.