How to Watch For Car Dealer Tricks

Step 1 – Tell the salesperson that you are not going to discuss rebates until you have agreed on the price of the car.  Rebates are intended to attract new car buyers into the showroom, and they do. However, rebates are sent directly from the manufacturer — they have no bearing on the price you negotiate for your new car.  Tell the dealer not to even discuss the rebate until you have agreed on a sales price (in other words don’t let a rebate determine the price you will pay, stick to the number you have in your head before the rebate is applied).  Once you have negotiated the price, make certain the rebate is then deducted from the price on the final bill of sale.

Step 2 – Avoid locking yourself into a high monthly payment.  The salesperson will ask what you are willing to pay each month. Whatever number you throw out will be the least you will ever pay, and usually they will add on a chunk of change that they think they can squeeze out of you. So, don’t give them a number. Talk only about the final sales price of the car. Once that is decided, you can work out what your payments each month will be.

Step 3 – Avoid fees that are extra moneymakers for the dealer.  Negotiate the final sales price of the car and then if the dealer tries to throw on extra fees after that, do not agree to them.  Tell them that the price you negotiated is the price you will pay, and tell them to build any extra fees into the price or you are walking out.  If they say no then give them a card with your number and get up and walk out. They are not going to let you go for a few small fees, and if they do let you go, the next dealer will not.

Step 4 – Secure financing from someone else besides the dealer.  This way you will have a secured rate and if the dealer can’t beat it, then forget their financing and do it on your own.  Also, if they come in below the rate you got, make sure the rate doesn’t go up at the final sale.

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