A CAR expert has revealed his top tips for dealing with car dealers, including what not to say when trying to make a purchase.
One “cheeky” word of advice could save you hundreds of pounds.
GettyThere are some topics buyers should avoid discussing with car dealers, says an expert[/caption]
GettyKnowing how to answer dealers’ tricky questions could ‘save you thousands’[/caption]
Your Car Buying Advocate is a website dedicated to teaching those in the market for a new car how to negotiate “awesome” deals.
Its creator, former car salesman and father of three Mike Rumple, has now shared some helpful advice on what customers absolutely should not say to a salesperson while on their buying journey.
Mike, whose job today is to negotiate “great” car deals for his clients, said knowing how to answer questions like the ones below will help buyers “stay in control” of their deal.
He said: “Remember, in any negotiation the person who speaks the most loses.
“Knowing what to expect and how to handle it could save you thousands!”
What payment are you expecting?
Mike said the ideal answer to a question like this is, “I’m not concerned with a payment goal right now. 50$ (£40) per month sounds good (wink).”
He explained it was “OK to be cheeky” and answering this way lets the salesperson know that you know why they’re asking.
You should know the answer to the question, he said, but keep it to yourself as dealerships will change financing terms to suit your payment goals, which could cost you more in the long run.
What did other dealerships quote you?
In response to this question, you might say: “I’d prefer to know the best you can do upfront. I’m not going to share your quote with another dealership so they can beat you by ten dollars. I’m sure you can appreciate that.”
Mike said it was important not to show dealerships your cards, or the prices you have been quoted, until you know which car you want.
What colour do you prefer?
The best answer to this question is, according to Mike, “I don’t have a preference”.
He explained that if you tell a dealership that you want a specific colour, and they know that they are the only supplier who have that colour car in stock, they immediately have the upper hand.
Mike said: “That’s why before you ever enter a dealership you should know what vehicle you want to see.
“Try telling the salesperson it isn’t the exact colour you want but if the deal is right, you’d consider it.”
What features must you have?
Mike suggested responding to a question such as this by saying something along the lines of, “I don’t know if I need the heated seats, but I’ll consider them if the deal is right.”
Similar to when answering the question about which colour car you’d prefer, you don’t want to give dealers information they can use to their advantage.
The expert stressed how crucial it is to keep your composure during test drives, even if you love the car.
What are you expecting for your trade-in?
It is important to be realistic, but expect “a million dollars”, Mike said.
While you should know roughly what your vehicle is worth, it won’t benefit you to share this information with dealers.
Mike said you could respond by saying, “I’ve done some research and XXX dealership is offering me $XXX for it.”
What is your car payment now?
The car expert said this question is irrelevant, so the only appropriate answer is to ask, “Why?”
Once pressed, the dealer should reveal what they really want to know.
What can I do to get you to buy today?
Ask the dealership to give you a deal you can’t refuse, and then you’ll buy today.
Mike said: “If you have contacted at least five dealerships and gotten quotes from them and you are ready to buy the car, simply tell them what you are willing to pay and don’t budge.
“Be prepared to leave. You should have done all the research before making a decision so you need to stick to your numbers.”
How much were you offered for your trade-in?
The car expert said the only number that matters is the “bottom line number”, so you might respond by saying: “All I know is what the bottom line number is with X dealership.”
Mike added: “Make sure you’re comparing a vehicle with the same MSRP (Manufacturer’s Suggested Retail Price) so that if they check the other dealership they will see you’re not bluffing. Know the exact vehicle you’re comparing it to if they ask.”
Car financing
If a dealership tells you they will need to pull a credit report to see what kind of financing you qualify for, Mike suggested telling them to assume excellent credit, if indeed they can.
He said: “Add that you will use their financing if it benefits you but that you already have a preapproved offer for financing.
“You should always have a preapproved offer for financing.”
Mike added that, if your credit is “shaky”, you should let multiple dealerships pull your credit and compare the rates – but you should always use a payment calculator to check their work and “don’t assume anything”.
Your rights when buying a car
The Consumer Rights Act 2015 protects you in almost all purchases you make, including of new or second-hand cars from UK dealerships.
Under the Act, you can expect your car to:
Be of satisfactory quality, taking into account its age and mileage
Meet the description provided to you before you bought the car, either in the advertisement or in discussions you had prior to sale
Be fit for purpose, meaning it can safely take you between places