Unlike buying a used vehicle from a dealership, when you’re buying a brand new vehicle, there is not much leeway a salesperson or the dealership can give you. Outside of advertised rebates and discounts that are already pubic, what you see is what you get. Dealerships want top dollar for new arrivals and they can sit on them and wait for a person to come along that is ready and willing to pay top dollar.
But if you are in the market for a used vehicle or an older new model that the dealership needs to move to make room for new models, you might have some negotiating power.
Here are five things you should know and keep in mind if you are planning on buying a used vehicle from a dealership.
Know What You Want
Having a good idea of what you want when you go into a dealership will give you more confidence and will help you from getting pushed into to something you may not completely want.
It is not uncommon for a salesperson to have a hidden agenda. There may be certain vehicles on the lot that the boss is giving bonuses for salespersons to sell quickly to make room for other vehicles coming in, or a salespersons may see a bigger commission on certain vehicles. Whatever the reason is if a salesperson can see you’re not sure of yourself, they will try to guild you in the direction that best suits them and the dealership. A salesperson will sell you anything, even if it’s something you don’t need.
A Salesperson Will Bend Over Backwards to Make a Deal
Sales people work off of commission. So yes that means they want to sale you are car no mater what. And if it takes a new set of tires, something aftermarket that will make you more comfortable like window tint, free undercoating, free wax – holdout on them to get want you want. Depending on what it is you are looking for, the salesperson will bend over backwards to make it happen.
Get Proof of Financing Before You Go In
This will help you get the salesperson to bend over backwards. If that person knows you are financed and you plan on buying a used vehicle regardless. Either he is going to get the commission and the sale or someone else is going to. A salesperson is much more likely to listen to you, help you and give you what you want and need if they know you’re already financed, to them a well-financed person looks like a walking dollar sign.
Research Rebates, Discounts and Prices From Other Dealerships
Yes, we would all like to believe that salespeople are honest straight shooters and they probably are, but when it comes to selling a vehicle for the highest price possible, that’s their job. You should make it your duty to know what other vehicles are selling for in the class that you’re looking to buy in. Research what kind of rebates and discounts are offered. Know how much millage is reasonable for the vehicle you are looking at and that the price is reasonable for the millage the vehicle has.
A salesperson loves a buyer without a clue. This sounds bad, but the more the salespersons screws you over into paying top dollar for a vehicle, the more of a high-five he will got from his boss. So yes, that means if there are car sales or discounts that you don’t know about, and they can get a sale off without implicating them, the dealership gets to pocket the money.
It’s sounds dirty but it’s not, let’s face it, they’re in the business to make as much money as possible. And when buying a used vehicle, you’re in the business to save as much money as possible. You both have a game to play and being prepared to play that game will only help you come away with the best deal as possible.
Don’t Take Your Car Home the Same Day You Buy It
It’s temping. You just bought something new so you want to play with it and show it off. But I have worked at a dealership and I know what happens to cars when someone in the mechanic department and the transporter/detail department has to stop what they are doing to get a vehicle out to a customer on the spot.
If your vehicle needs gas, it gets rushed to the the gas station and rushed back. If it needs a good wash inside and out, it gets a quick wipe down instead. And when it heads over to the mechanic for inspection and any general maintenance, it will receive the bare minimum. Let your vehicle sit in-line with the rest of them. It won’t take longer than a day or two, but at least you know your vehicle will get the treatment it deserves.
So There You Have It
Be confident in what you’re looking for, understand what best works for you.
Squeeze the salesperson for as much as you can, make him work for your purchase.
Show them proof of financial stability, let the salesperson know you are not just window shopping.
Do your own research, don’t take the salespersons word for it, know the facts yourself.
The last thing to remember when buying a used car from a dealership is to be patient. Let your car get all the attention that it needs to be as safe, drivable and as clean as possible when you take it home.