Pat Goss' Tips & Expert Advice

Negotiate Wisely For A New Car

In order for you to get the best new car for your money, you'll have to be able to successfully negotiate with a sales rep, as well as the dealer management. Keep in mind that these people are skilled at keeping new car prices as high as possible for their business bottom line. Here are some negotiating tactics that can save you a lot of money when purchasing a new car:

• Stay the course: If you have done your homework correctly, you already know at what point a car dealer will earn a profit. You should also know eaxctly what you are willling to pay. Even if the sales rep tries to get you off that figure, keep your answers short and to the point; don't venture away from your original price.
• Visit the showroom at times when car dealers need to make a sale: This includes late in the day or at the end of the month. These are times when a sales rep is likely to bend to your price simply out of necessity or fatigue. Be willing to stay as long as it takes, even if the dealership is near closing time.
• In negotiations, the person who mentions a price first usually loses. Be willing to let the sales rep start the negotiating. If you mention money too fast, you may be seen as anxious about the sale and sales experts know how to exploit that. Don't discuss price until the end of the sale.