When it comes to purchasing a new car, negotiating the price can be one of the most daunting aspects of the process. Here are some tips to help you negotiate the best price on a new car.

Do Your Homework

Before stepping foot in a dealership, make sure to be well-prepared. Research the make and model of the car you’re interested in, including its manufacturer’s suggested retail price (MSRP), available incentives, and current market trends. Websites such as Kelley Blue Book, Edmunds, and Cars.com can provide valuable insights into pricing and available discounts. Additionally, familiarize yourself with the dealership’s inventory and any ongoing promotions. The more informed you are, the stronger your position will be when negotiating.

Leverage Family and Friend Manufacturer Discounts

Many car manufacturers offer special discounts for its employees, service members, first responders, or students, and these discounts can often extend to friends and family members. If you have a relative or close friend who works for a car manufacturer or dealership, inquire whether they can provide you with a referral or discount as these incentives can result in significant savings. Make sure to ask the dealership about any available discounts that may apply to your situation, and be prepared to present documentation if required. 

Know Your Budget and Stick to It

Establishing a clear budget before walking into a dealership can help you stay focused and avoid overspending. Determine a realistic price range that factors in not only the car’s price but also potential add-ons, taxes, registration fees, and insurance costs. Be upfront with the salesperson about your budget and remain firm, ensuring that you don’t get swayed into financing options that exceed your financial comfort zone.

Timing is Key

Salespeople often have monthly, quarterly, and yearly sales goals to meet, which means that the end of the month, quarter, or year can be an ideal time to purchase a vehicle. During these periods, sales teams may be more motivated to negotiate in order to meet their targets. Additionally, consider shopping during holiday sales events or when new model year vehicles are about to arrive, as dealerships may offer significant discounts on previous models to clear inventory.

Be Prepared to Walk Away

One of the most powerful negotiation tactics is being willing to walk away from a deal. If negotiations are not going in your favor or the price feels inflated, don’t hesitate to express your willingness to leave. This can create a sense of urgency for the salesperson to offer you a better deal. Remember, the goal is to find a price that works for you, and there are plenty of other dealerships and vehicles available. Remaining calm and composed will empower you during the purchasing process.

Consider the Total Cost of Ownership

While the initial price is important, it’s essential to consider the total cost of ownership when negotiating. Factors such as fuel efficiency, maintenance costs, insurance rates, and resale value can significantly impact your overall expenses. Use this data to negotiate not just the purchase price, but also incentives related to financing or warranties that may help reduce long-term costs. Demonstrating an understanding of these factors can strengthen your negotiation position.

« Return to "Auto Buying"