The single most important thing is to be willing to walk away. That gives you all the power in the interaction. And the fact is — and this is sometimes hard to remember, especially for those of us who prefer that everyone like us — you CAN walk away. At any point you can politely say goodbye, turn around and leave. No reasons, no explanations, no nothing. You do not owe the salesperson, nor anyone else for that matter, an explanation. You do not have to justify your decision. (Remember that sentence; it will be your car buying mantra.)
It may help to compare this shopping experience (for a car, a big screen TV, a major appliance) to more everyday shopping. Picture yourself in, say, a grocery store. You pick up something, maybe a package of meat or a can of some gourmet item or a piece of exotic produce. You look at it, look at the price and maybe chuckle a little, and confirm that you don't want to buy it. You put down the prime rib or smoked oysters or dragonfruit, and pick up ground beef or tuna or a bunch of bananas. Imagine, now, that the store manager accosts you and tries to pressure you into buying the high-priced item you looked at. Really? He can't be serious.
Remember, shopping for big purchases is no different than any other everyday shopping. It's your money, so it's your decision. No explanation necessary.
Keep in mind, too, that there are many, many car salespeople out there who would LOVE for you to leave where you're at and come talk to them. Whether it's because of price, high pressure sales techniques or a salesperson who's being condescending or superior. There are other dealers. There are other salespeople. They'll be happy to see you and your checkbook. Walk away.
Say this:
These are handy phrases you can use; memorize them if you don't feel confident in dealing with high pressure sales techniques.
“I'm feeling a little overwhelmed, so I'm not going to look any more today. If you'd like for me to contact you when I'm ready to shop some more, I will.” Emphasize the “if.” If they don't want you to call, you can sure find someone else.
“I have your card. I'll let you know when I'm ready to buy.” Don't even think of calling me, jackass.
“I'm leaving. Goodbye.” Don't stop and don't look back. If you can make them literally run after you, you've pretty much seized the upper hand.
“I have terrible explosive diarrhea and I think I'd better leave. Now.” How are they going to counter that? This one you don't even have to say out loud. Just think it and it'll give you the proper tone of voice.
Always start out by telling the salesperson that you won't be buying immediately. Do this at once, as soon as you've introduced yourselves. Offer to look around by yourself or deal with someone else if they're going to feel like you're wasting their time. Wait for them to answer. After all, if there are other customers who can be pressured into buying, the salesperson could be making a commission right then. Wish him or her well and find someone else to talk to.
Say this:
“I'm absolutely not going to be buying today. The only way I'll even consider it is if YOU offer to pay for the car. [hearty chuckle] So please don't ask me what you can do to 'get me in this car' today. I'm telling you now I will NOT be buying today. If you're going to feel like I'm wasting your time, please let me talk to another salesperson.”
If, at any point after that, the salesperson says anything that even remotely hints that you should buy that day, remind him or her that it's not going to happen. If they persist, give a negative non-committal response to whatever reason they present, which gives them one chance to stop on their own. If they still persist, remind them that you said from the beginning that you weren't going to buy that day. Look them in the eye (that part is important) and tell them that if they bring it up again, you're outta there.
Salesperson: “Our stock is getting low. Cars are just flying off the lot, so you should really choose your car right now, just to make sure you can get it.” *
You: “Well, that's the chance I take, I guess.”
Salesperson: “You can always change your mind. Sign a contract today and we'll work out the details later.” *
You: “No. Remember, I told you I wasn't going to buy today. I'm still not. I don't want to have to keep reminding you of that, so if you bring it up again, we won't be talking anymore.”
*Things I've actually heard since I started car shopping.
If he or she responds with something snarky, leave. Refer to the fourth paragraph, above.
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Look at all the vehicles you want to look at. Think about what options you want, and what you don't. Myself, I think leather seats are ridiculous. I would probably pay a little extra to not have them. (If you disagree, I'm sure you're right, okay?) On the other hand, I love seat warmers. They make my bum so nice and cozy in the winter! Find the vehicle that has what you want, then start talking about price.
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When the actual negotiating starts, keep in mind that it'll be in your best interest if you take a break in the middle of it. Again, there's no reason — besides the salesperson not wanting you to — that you can't walk away, even if you're just going to come back the next day. If you start feeling pressured, tell them so, and say you'll come back another day to talk again.
That tends to do good things to the price, BTW. If they start making concessions to get you to stay and keep talking, that is good motivation to stay!
They'll mention a price. Whatever the number is:
- Tell them you only want to talk about a drive away prices. No one's adding dealer prep or taxes after you've agreed on a price.
- Decide on a number that's much lower, but not low enough to cause them let you walk away. If they tell you $30,000, your number is $23,000, not $15,000. This number should be lower than the price you're actually willing to pay. You're leaving room to negotiate.
- Tell them if they get the drive away price to that number, you'll buy on the spot. At some point they're going to ask you to initial something saying you agree to whatever deal you're talking about at that moment (while the sales person goes and talks to their manager [sigh]). This is not in any way legally binding, and in fact doesn't mean anything at all. Its only purpose it to make you feel a little more pressure. You can still change your mind.
A quick word about car dealerships: They don't lose money on a sale. Really. They're going to tell you — possibly with supporting figures — that they're only making $100 on this sale, and they'll be losing money if they give you the price you want. Nope. Seriously, no. It might help to keep in mind the small print from car ads that mention 'dealer invoice' or 'only this much above cost' or that kind of nonsense. If you look closely, you'll see there's always a disclaimer that says, “Dealer invoice may not reflect actual dealer cost.” Gee, really? They're not losing money. Don't feel sorry for them. And how much (or little) profit they're making on your purchase also isn't your problem. If they're not making enough money, they can choose not to sell. The fact that they won't should be a tip off.
This is an adversarial relationship. Don't doubt that, and don't forget it.
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While you're talking about price, this is your 'go to' phrase:
“I'm not going to pay that.”
Also okay: “Oh, I'm not going to pay that.” (With a hint of 'Any sane person realizes this.')
Don't say: “I don't want to pay that.”
Never, ever say: “I can't afford to pay that.”
If you say you don't want to pay it, they'll do their best to persuade you, and there goes the rest of your day. If you say you can't afford to pay it, they'll happily spend the next hour explaining that you can't afford not to pay it. Both of these 'don't' phrases invite the sales techniques their managers (the same ones they have to go talk to about the price) have drummed into their heads. You're pulling a trigger here, and you're the one who ends up suffering.
The first time you say you're not going to pay that, they'll ask you what you will pay. Have your number (see above) ready.
This is another good time to remember that you can always walk away. Even at this point. Especially at this point. If they can't get to a price you like, you need to go somewhere else, so thank them for their time and hit the road.
And remember your mantra: You do not have to justify your decision. Still true.
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So these are the important things to remember.
You can walk away at any point. Be polite, but leave whenever you feel like it.
Once again: you do not have to justify your decision.
You're not going to buy today. (There will come a time when this one doesn't apply.)
Handy phrases:
I'm not going to buy today.
I'm feeling a little overwhelmed, so I'm going to come back another day. Would you like me to contact you when I do?
I'm not going to pay that.
Oh, I'm not questioning the value of this car, but I'm not going to pay that.
Unless you're going to write the check for me, I'm pretty sure I don't have to explain my reasoning. (Keep that one light unless you're ready to leave and not come back.)
That's just what I've decided, and I'm afraid you're just going to have to live with it.
Last Saturday, I drove away in my new car for five thousand less than the price they first offered. Stay strong!
