Making The Dealer An Offer
by: Kevin Schappell
Before you make an offer you need to find a dealer with the car
you want. You have three options in doing this.
Drive around all day and night searching for a dealer who has the
car you want.
Spend countless hours online finding local dealers who have
websites. And THEN spend more time digging through their websites
to find your new car.
Fill out a request form online and have a dealer contact you if
he or she has the car you are looking for. This option alone can
save you hours of your valuable time.
So you know what you want, you know what it costs, and you where
to find it, so how do you go about getting it? First and foremost
is getting into a negotiating frame of mind. Always remember you
can walk out at anytime and leave your offer on the table.
Dealers want you to buy right then and there. They play on your
impulses and try to rush you into a deal. Don't play their game;
it's not the end of the world if you don't buy right then and
there.
Before leaving the house: When you go to the dealer have all your
research documents with you incase you have to review anything.
It's always nice to have supporting information when you are
trying to get the lowest price.
While at the dealer: Be calm and pleasant, treat the salesperson
with respect. He is a working stiff just like you. You will get
nowhere being arrogant because you know the true invoice pricing
or other details about the dealers pricing.
Making the offer: Explain to the salesman that you have
researched the dealer's invoice price and any incentives they get
from selling the car and you have calculated the price you are
willing to pay. How much over invoice should you offer? 4% - 6%
has been a good number. I would offer 4% over invoice if you
trust the dealerships service department and plan on getting your
car serviced there. Why offer them less if you like their
service? Well they will end up making more money on your in the
end by servicing your car. Make sure you mention this to the
salesman; it's a good bargaining chip.
What next? Wait......... if they do not take the deal, politely
leave your name and phone number and go home. Better yet go to
another dealer and see if they are willing to take your offer.
Remember you can always go back and they can always call you when
they realize you will not be buying on impulse and really mean
business. You have spent hours researching, why throw that away
buy getting nervous and signing a deal you do not feel is fair.
Kevin Schappell maintains
http://www.carbuyersclub.com where he
gives advice on car maintenance, buying, selling, insurance, and
financing. A mechanical engineer and car guy, Kevin has decided
to spend his online time helping others learn about automobiles.
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