How to beat a car dealer in 2019 (10 actionable tips) | Auto Expert John Cadogan

One: Don’t go to a dealership to transact if you’re undecided. Obviously you need to go there to see the cars in the flesh - it’s part of the decision-making process - but make a deal with yourself. Separate the research phase from the buying phase. When you are doing research, you are specifically, absolutely not there to buy.
Never sign a contract or pay a deposit until you are in the buying phase. Never switch from research mode to buying mode at the dealership.
Two: Buy a car that’s in stock now. Ask. When a car dealer takes delivery of a car, he owns it. He’s paid for it on credit. Selling it is his problem. He’s far more highly motivated to sell cars in stock now.
Ask if it’s in stock. If it is: Great. End of the month is great too - there’s a bonus tip - there’s a lot of pressure to meet quotas at the end of the month.
Three: Know how much your trade-in is worth. Don’t let the dealer bend you over on the trade in. You’re already going to take a hit here - because trade-ins are about convenience, and price takes a hit.
But there is a fair value for a trade-in, and use a site like Redbook (in ‘Straya) to ballpark that price. If they give you any flak, it’s bullshit o’clock, right?
Four: Price up the insurance. Don’t just go with the flow at the dealership - get your insurer to quote you up on comprehensive cover so you know what this is really worth.
Five: Decide on the accessories before meeting the former fluffer. They’re mesmerising. It’s OK to look, but know what accessories you want, if any, off the bat. Otherwise you’ll be hypnotised and agreeing that the genuine saxphone holder is just what you’ve always wanted and, hey, you deserve it.
Six: Say ‘no’ to every add-on. The paint protection, fabric protection, rust protection - all bullshit. Add-on insurance - emphatically bullshit. Tinting - potentially a good idea, but available far cheaper independently.
Seven: Don’t get emotionally invested. You don’t want that particular car in front of you. You want a car like that, from any dealer. Be prepared to drop this negotiation and walk away at a nanosecond’s notice. He has to want to sell it more than you want to buy it.
Eight: Don’t reveal unnecessary information that can be used to manipulate you (they are ace manipulators) and don’t allow the sales guy to play husband against wife. You go there: a bloke and your chick. Dad and the kid - whatever. One of you is gagging for it; the other wants to sleep on it. Classic showroom floor conflict. Great opportunity for the ace manipulator.
Don’t let the sales guy shame the conservative party across the line. And you, the gagging-for-it arsehole. You friggin’ traitor. It is flat-out undignified to jump on the dealership’s team.
Nine: Set a limit and get someone else to hold it. This is an awesome technique. He says: “At what price must I offer you this fine car to secure your business today?”
Never go first, because the price always goes up from there. Say: “I’m not here to play games. What’s the best price.”
He says: “$34,990.”
You’ve gotta know what the car is worth. It’s called research. So in this situation I’d be rounding it conveniently down. You say: “My mother, wife, husband, father - whoever - will cut off my nuts, tits, right arm, trust fund - whatever - if I go a cent over $30k. That’s the limit. It’s all I am able to spend on this car.
This is important: this person, this third party who holds your limit: they have to be both physically absent and uncontactable, so that the salesperson cannot go to work on them.
Ten: If they don’t go for it, walk away. You’ve made this offer. It’s firm. You’re saying: ‘This car. Here’s the offer. I’m serious. Time for you to consider it.’
If they say no, don’t listen to any other BS (note clock on wall - anything said after ‘no’ is disinformation). Thank the dude for his time and walk.
This is the most powerful weapon you have. Don’t cave in. Say: “I’m sorry about that. I really am. Thanks for your time. Here’s my number. I’ll keep shopping. Please feel free to call me if you reconsider and change your position on the price. If I haven’t bought another new car, I’m still interested.”
This is not immoral or unethical. It’s not even impolite. You’re just advocating for your own financial best interests in a commercial transaction. Last time I looked, that’s your mission’s objective.