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StumbleUpon| DON'T |  |
wait to shop until your current car is on its last legs. Being in need puts you in a bad bargaining position. | |
| DO | |
have your research, including models, options, and prices, firmly in your head or at your fingertips. | |
| DON'T | |
worry about bargaining too hard and offending the dealer. Salespeople are there to make money. They take care of themselves. | |
| DO | |
be discreet. If you really want a particular car, continue to bargain as if you were undecided between two or three. | |
| DON'T | |
do the salesperson's work. During bargaining, you may be asked to name a reasonable profit. Don't; that's not your job! Focus on getting the best car for the lowest price. | |
| DO | |
be willing to walk away. Trust your gut instinct if the deal isn't good enough, if some details don't feel right, or if you don't feel good about the dealer. | |
| DON'T | |
glide over details. Most contracts include a fee for paperwork or advertising. If you've agreed on a good price, ask the dealer to waive them. If the answer is no, suggest that the dealer provide free servicing or extras (floor mats, for example) to offset the fees. | |
| DO | |
express negative feelings. If you do, you may see a radical change in the dealer's attitude, resulting in a better deal. | |
| DON'T | |
pay any mind when the salesperson asks, "What would you like your monthly payment to be?" It's an old trick. Paying $219 a month is no deal if the payments stretch out for an extra 24 months. | |
| DO | |
keep your trade-in out of the negotiation until the end. Clever salespeople give you a huge bargain on the new car, then fleece you on the trade-in. Get a firm price on the new car first, then the best price for your old one (you'll always do better selling it privately). | |
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