I recently had the opportunity to go along with our oldest daughter when she purchased her very first car. By very first car I mean one that she didn’t buy from mom and dad. Now, I may be a lot more financially savvy than I used to be, but I have never purchased a car, let alone negotiated the price of one ever in my life. There is a certain level of people-pleasing that I’m accustomed to and while I’m working on lowering those levels, I wasn’t sure I was totally prepared for negotiating car prices. Spoiler alert: mama cut 10% off the cost of the car and didn’t falter once. Now, ladies, it’s time to unite. Let me break down how you can be a negotiating boss — no man necessary.
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If you didn’t grow up knowing a single flippin’ thing about cars, you’re not alone. Neither did I. But, between my daughter and I, we were able to gather a helpful ton of information about the type of car she wanted to purchase in only a few days.
As much as I recommend buying a new car, I know that’s not always how it’s gonna go down. Whether you are buying new or used it’s a good idea to know what car you’re going to be looking at and know what features it offers.
Once you’ve landed on a certain type of car, look into other dealerships in the area. What are the sticker prices on your same vehicle at different locations?
Get an idea of what prices other dealerships are asking so you can find the best price and be sure to have the upper-hand when it comes to negotiating.
*Expert Advice: When in the process of negotiating, our salesman tried to tell me that they couldn’t lower the price of the car because they would be pricing themselves out of the market. He tried to tell me that they HAD to offer the best price so we wouldn’t go somewhere different.
Little did he know, I already knew all the other prices in the area and knew that what he was offering me wasn’t any different than any of the surrounding dealerships.
It’s sure nice to see through BS after you’ve done your homework.
Another thing I wish we had done before we showed up to the dealership was to check Kelley Blue Book. I had plenty of time to type in all of our info while we were there, but I would have preferred to have done this research beforehand.
What Kelley Blue Book allows you to do is get an idea of what your car should be selling for. You can enter all of its particular features as well as your car’s particular VIN number. Don’t be embarrassed or ashamed to ask for this number before you visit (or during your visit) as a consumer it is your right to make sure you are purchasing the absolute best product available.
When I say to know where you stand, I mean financially. There are 4 major things to be sure of before you head to the car dealership:
There were a few sneaky numbers “tricks” I noticed when negotiating with our salesman.
It felt so liberating to know what he was talking about and to not let myself get fast talked out of saving more money.
Slow it down, process what they are saying to you and don’t be afraid to ask questions. Let’s quickly go over these 3 things he did that I was fully aware of, but I would not have picked up on 10 years ago.
This was my daughter’s first credit and that would mean her interest rate would most likely be on the higher end. Our salesman was quoting her prices with a 7% interest rate for a 3-year and 4-year loan.
She left with an interest rate of 13% and a 20-month loan! His quote was $177 per month for a payment. Her actual payment is $255!
“However, most buyers are what are known in the business as “payment shoppers,” and they are looking for low monthly payments. This is absolutely a terrible way to purchase a car.”Kelley Blue Book
I was very aware that that quote of $177 was most likely going to be much higher, therefore I continued to negotiate a lower price for the vehicle in order to help her get a lower monthly payment.
Had she been on her own, she would have been dazzled with that $177 and assumed that that would be her actual payment amount.
I let our salesman know right away that I needed her loan to be below $5,000. That was the price cap that we had set. After telling me he didn’t know if he could adjust the price (because they had to stay competitive), he showed up with a new offer that looked something like this.
There was another additional change he made for $30 or so. While he did lower the price of the car, he presented it to me as if he had made all of these changes for me. And one of those “changes” was a price adjustment from an error he had made before.
*Expert Advice:* Listen to what they say, not how they say it. Although he listed of 3 price-reducing changes he made, at the end of the day, he did not lower the price enough and like I said, some of the cost-cutting things he did were because he had priced them incorrectly before.
This is about when I wanted to punch something. I clearly stated that we needed to lower my daughter’s loan amount to $5,000. My reasoning was because this was her first time borrowing. Her APR would be higher which meant she would be paying far more than $5,000 in the long run and her monthly payment would be higher.
He told me that the two numbers (loan amount and APR) were two separate things. That’s when my sass came out. “Yes, they are two different things but they directly affect one another. This number (APR) is going to be higher than what you quoted. If I can get this number lower (loan amount) it will keep THIS number lower (monthly payment). Do you understand?”
Then he reduced the cost of the car to $4,474. Boom.
However, there was a little bit more about the entire situation that you really need to know about.
Having a good grasp of your knowledge of cars and numbers is going to take you a long way. And, it doesn’t have to be complicated. Watch YouTube videos, read up on this stuff and just price other cars in your area a few days before you go to the dealership.
Knowing your stuff is your “A” game. But your “B” face (I’ve learned) will take you very, very far.
I did not smile at our salesman once. Which was painful for me because I am one of the friendliest people in the world.
I’ve also been one of the most gullible, eager to buy people in the world. Keeping a poker face on was beneficial to keep my giddy shopaholic in check and to let him know I wasn’t there to mess around.
Did anyone else just start singing No Doubt in their head? Just me?
When we were going through Financial Peace University, they covered negotiation tactics and one of the tips was to not speak.
Talk. about. uncomfortable.
*Expert Advice:* During our second time negotiating our salesman made a big smiley face, took a deep breath and said he didn’t think he could manage to lower the cost another $200. “Maybe $100,” he said. I said –absolutely nothing. Then he lowered the price $200. Thanks, Dave Ramsey.
I’m going to be honest. If we weren’t on a time crunch and my daughter wasn’t on the verge of a panic attack, I would have thanked our salesman and walked away.
We had set a price of $5,000. That was the original price of the car and while I did get the total cost of the car down to $4,475 — her total loan amount was still over $5,000 with all the added taxes and fees.
Had I been shopping for myself, I would have politely thanked him for his time and walked away because the total was still over my set budget. Rumor has it, this works fantastically. Dealers don’t want you leaving their parking lot and will be a lot more willing to negotiate if you are about to walk away.
I say this to my kids all the time and I’m saying it to you too.
Don’t allow yourself to be intimidated by something you don’t fully understand. You are not naive. You are a smart, intelligent woman and you are capable of far more than you give yourself credit for.
Hopefully, this post was helpful and gave you some ideas on how to be better prepared before purchasing a vehicle.