4. Stay on the Subject
Never allow a salesperson to change the direction of the conversation to matters other than car buying. Salespeople often gloss over important questions, such as vehicle history and price, by changing the subject.
5. Don’t Be Rushed
A salesperson’s favorite customer is one who seems to be in a hurry, because they tend not to inspect cars thoroughly or don’t negotiate the price. Never go to a dealership acting rushed, even if you need a car immediately; they’ll take advantage of it. Many salespeople say they won’t pressure or rush you into buying, but they usually do anyway. If you think the sales process is moving too fast, tell the salesperson that you’ll come back another time. If the car you’re interested in is gone, remember that there are many others out there.
6. Be Prepared to Walk Away
Once you’ve come up with a price you think is fair, state your offer clearly, and say nothing more. If the seller won’t budge, walk away. You shouldn’t pay more than what your homework has told you the vehicle is worth. If you head for the door, you’ll often have a deal you can live with before you reach it.
7. Be Wary of Costly Add-Ons
Service contracts, glass etching, undercoating, and paint sealants are all unnecessary add-ons to help the dealership maximize its profits. Don’t buy them.
8. Check the Vehicle’s History
Instead of taking the salesperson’s word about the history and condition of the vehicle, get a vehicle-history report from CarFax or Experian Automotive. It can alert you to possible odometer fraud; reveal past flood, fire, and accident damage; or tell you if a rebuilt or salvage title was ever issued for the vehicle. But a clean report is no guarantee that a vehicle doesn’t have hidden problems. You can also get a free VIN check from the National Insurance Crime Bureau.
Federal law doesn’t require recalls to be performed on used cars before being sold, even certified used cars. So be sure to check whether there are any open recalls by entering the vehicle identification number (VIN) at safercar.gov. You can also check at ConsumerReports.org/carrecalls. Whether initiated by an automaker or required by the government, recalls are issued to address safety-related defects or problems, and related updates should be done promptly. The work will need to be done at a new-car dealership for that brand.
9. Go to a Mechanic
After you make an offer but before you sign a contract of sale, take the vehicle to a qualified mechanic who routinely does automotive diagnostic work. Don’t let the dealer tell you they’ve inspected the car for you. Deduct any needed repairs that the mechanic finds from your offer.
10. Get Your Financing Secured
Go to a bank or credit union to be approved for a loan before you go to a dealership. The dealer may even try to beat their rate, which works to your advantage.
