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Car Buying Negotiations Made Easy
Do you wish the car buying process was easier? This guide will help significantly reduce the hassle while also saving you money.
The car buying process is about who controls the bargaining power. Since most people only buy cars two or three times in their life and the car salesman sells them every day, you are at a disadvantage from the start. Ever wonder why one of the first questions they ask car salesmen is something like, “How much are you looking to spend per month?” This information continues to give him power during negotiations. He can use this information to manipulate you into a higher car by extending the length of the loan term.
How do you put yourself in the driver’s seat? The answer is no research. Here are eight easy steps to get a good car price without long negotiations.
1. First, you have to determine how much you can afford a month including gas and insurance. A good start is to find a website that has a reverse car payment calculator. This will help you determine the price range you should consider. Insurance costs will most likely increase with a new car. Contact your insurance agent for an estimate after narrowing down your search. Also, be sure to find out if the new vehicle uses a different grade of fuel than your current vehicle.
2. Next, do your research to find out what type of car you want and list the options you do and do NOT want. One really good way to start this process is to identify the major aspects of a car that you need such as good gas mileage, automatic transmission, and anti-lock brakes. Knowing the options you want will help narrow your search.
3. Now is the time to research the Manufacturer’s Suggested Retail Price (MSRP), discounts, and special financing options. Manufacturers post current rebates and financing offers on their websites. Determine the offers for the type of vehicle you are considering from each manufacturer.
4. Now you are ready to determine a fair price below MSRP. There are several sites that will provide estimates. The best way is to get invoice prices for the cars you are considering. Remember that dealers have some charges withheld from the invoice price which helps the dealer make money. Unless you are a skilled negotiator, don’t go after these charges; just understand this when going after the invoice price. Invoice price is usually 5% to 8% less than MSRP with the biggest difference being on vehicles loaded with options.
5. Enter the information you have gathered into a payment or price calculator to determine which car will cost you the least. Play around with car prices, trade-in values, and payments to find the combination that results in the monthly payment you’ve already determined you can afford.
6. You need to be realistic in your estimated trade-in price; you won’t get $10,000 for a 10-year-old car with 500,000 miles. Several websites are available to help you determine a fair value for your trade-in. A good method is to get a price from each of these websites and then average the numbers.
7. Another key area to research is your loan options. Before you go to make your purchase make sure that you have a pre-approved interest rate unless there is a special finance package that has been offered by the manufacturer and you know that you will be approved for it.
8. Once you have the information regarding the amount you need to trade and the price for the car, you are ready to talk to the dealers. Now you know exactly what car you want, exactly how much you will pay for it, and exactly how much trade-in money you must get to meet your financial needs. Now you have control of the negotiations regardless of the seller’s approach. Take your financial requirements to different dealers and see who can meet or beat them. Be aware that they will often tell you that they cannot do this deal. This is usually a last-ditch effort to regain control of the negotiations. If they make a statement to that effect, you should tell them to contact you if they change their mind and leave. More often than not, they will call you back later that day or the next and will want to meet your prices.
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