Rules for Dealing with Car Dealers
• Dealers have revenue commonly between 10 percent and 20 percent. Typically, this is the difference between the sticker price (the price they want you to pay) and the invoice price (the price they paid for the car).
• If you do not see exactly what you want on a new car, consider ordering it. This may take time, but at least you’ll be paying for what you want and not paying for extras the salesperson talked you into.
• If you are sure of what you want and don’t budge, a dealer may suggest letting a car go cheaper if it is “approximately” what you want. Keep in mind also an alternative variant, and when the offer comes you’ll know whether to say yes or no and won’t be confused. This is an opportunity to pay less and get something very close to what you wanted.
• Do not be too embarrassed to walk out. Many car dealers may use certain tricks to keep you in the showroom.
• Think over beginning the process by phone — getting some competitive prices is your first step, but there’s no need to be involved in salesman just for that. Don’t accept a refusal to talk over the phone.
• Get all the car dealers you talk with to use the same figure. Use the factory invoice price as a basis. Then each dealer must give you a number you can compare to other dealer prices.
• At times dealers get extra factory incentives and may be able to sell below factory invoice price.
• Negotiate for a price, not a monthly payment. First price, then payments.
• Do not pay for things you don’t have to pay for. Be ready to pay extra for licenses, taxes, registration, and destinations charges, but never for things you do not have to pay for. Be ready to reject fancy extras, they are expensive and you don’t need them.
For further help and information on car scams, try to contact an experienced dealer fraud attorney.