If you ask any car salesperson, they rely on the emotional attachment of the customer to the car they are looking to buy. This is mistake number one.
Although everyone has to love the car they buy, the buying process itself should be devoid of emotion. That way, if your terms are not met, you are comfortable walking away.
To begin the process, determine EXACTLY which car you want, and stick to your guns. Don’t buy something just because the sales department wants to get rid of it. Determine make, model, engine, transmission, trim package, and all options before you begin shopping. This is the only way you are going to get a good cost comparison. Any deviation from your criteria will make a difference in the price.
Recently, internet pricing seems to be the best way to get what you want, and you have it in writing with little or no double talk.
Compare several dealers, and always ask them for the “drive out price” This will include tax, doc fees (total profit for them), and title/tag. When you get this price, print it and take it with you when you go to test drive the vehicle.
Don’t get pulled in by extended warranties. The are extremely pricey and generally only cover catastrophic problems. Most manufacturers are offering generous warranties to begin with. Finally, you should have a pretty good idea of what you will pay for a vehicle before you ever darken the door of a dealer. Do your research, compare what listings are out there and KNOW
that you will always pay less than advertised. How much less will depend on how well you negotiate. Remember that whoever blinks first loses.
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