Are you in the market for a new vehicle this year? Whether looking for a car, SUV, crossover, or minivan, you can expect to pay tens of thousands of dollars for a brand-new vehicle.
If you finance rather than pay cash, you’ll pay much more for your vehicle over the three-, four-, or five-year car loan agreement because the interest rate will inflate the purchase price.
But what you say at the car dealership can make matters worse. Here are 16 things you should never say to a car salesperson unless you fancy paying more for the vehicle you want.
“I Have No Clue What Kind of Vehicle I Want”
While car salespersons are there to help you, don’t give them too much leeway. It’s best to head to a car dealership with a general idea of what you’re looking for. If you tell the car salesperson you have no clue what vehicle you want, they might try to get you to buy what they want you to buy. You could leave the car dealership with too much car for too much money.
“I’m Near the End of My Current Lease”
Don’t tell a car salesperson if you’re nearing the end of your lease. Unscrupulous car salespersons may assume you’re desperate and use that against you. Your best bet is to start looking for a car well in advance of the end of your lease so you don’t rush into anything.
“My Car’s on the Way to the Scrap Yard”
If your current car is out of commission and you’re left taking public transit or getting rides from family and friends, that’s not something you need to share with a car salesperson. Again, if they know you’re desperate, they may use that to their advantage, which is not to your advantage.
“I’ve Already Secured a Car Loan”
While securing a car loan before heading to a car dealership can save you money, you might pay dearly for trying to save some money. Car dealerships are incentivized to get customers to finance their new car purchases. If you advise up front that you have a loan and won’t need one through the car dealership, the car salesperson won’t be in the mood to cut you any deals. So, don’t mention how you’ll pay for your new car until you’ve worked out all the details.
“I’m Going to Pay In Cash”
Telling a car salesperson you’ll pay in cash for your new car will deal them a blow. Again, they make money if they get you to finance your new car purchase. So, if you announce you’re paying for it upfront in cash, the car salesperson won’t want to budge on the sticker price.
“I Really Want This Car”
If a car salesperson sees you’re in love with a specific car, they’ll see dollar signs. Forming an emotional connection with something you see on the car dealership lot will hurt your bargaining position, and the salesperson will have you hook, line, and sinker.
Put on your best poker face — even if you feel like a kid in a candy store. Doing so will help you negotiate more effectively.
“I Can Only Afford to Pay XYZ Bi-Weekly or Monthly”
Don’t tell a car salesperson the maximum amount you can afford bi-weekly or monthly. That’s a recipe for disaster. Some car salespersons will ensure your car loan payments reach the maximum amount you specified rather than help you find a more reasonably priced car.
“I Have a Trade-In Vehicle”
Another mistake to avoid is informing the car salesperson that you have a vehicle you wish to trade in. You’ll likely get a lowball offer for your trade-in vehicle, which is why many consumers choose to sell their vehicles privately rather than trade them in.
“I’m Not Sure What My Credit Score Is”
A good credit score is a great thing when seeking a car loan. The better your credit score, the lower your interest rate since you’ll be considered more creditworthy. But if you’re ignorant about your credit score, an unscrupulous car salesperson might use that to the car dealership’s advantage by securing a higher interest rate to the dealer’s benefit and your detriment.
“I Don’t Want to Visit Any Other Car Dealers”
If you need a new car immediately, you might balk at visiting various car dealerships. But that’d be a mistake. It’s much easier to negotiate when you get quotes from several car dealerships. Otherwise, you might end up spending too much.
“I Want an Extended Warranty”
Be wary of extended warranties — especially if offered by companies with sketchy reputations. You can bet a car salesperson will gladly sell you an extended warranty. But if you buy one — usually at an exorbitant price — do so when the manufacturer’s warranty is about to end.
“I Need to Buy a Car Today”
Telling a car salesperson you must buy a car that very day is an effective way to fritter away whatever bargaining power you have. The car salesperson will know you’re desperate and will be less likely to go back and forth on price.
“I’ve Never Bought a Car Before”
You don’t want a car salesperson to know if you’re buying a car for the first time. Yes, some car salespersons will be helpful and get you the car you want at an affordable price. But others will take advantage of your ignorance and help you buy a car at a higher price than necessary.
“I’ll Pay the Full Sticker Price”
If desperate enough, you might be tempted to pull out all the stops to get what you want. But trying to seal the deal by telling a car salesperson you’re willing to pay the full sticker price is insane. That’s like throwing any leverage you have out the car window.
“I Don’t Need to Test Drive the Car”
Even if you know what car you want, you must take it for a test drive. Doing otherwise is foolhardy. The car salesperson will assume you’re a sure thing and won’t have much incentive to offer you a better deal.
“I Want All the Bells and Whistles”
Telling a car salesperson that you want all the bells and whistles is like handing them a bank check and allowing them to enter whatever dollar figure they want. You likely don’t need all the available features — so why pay a premium for features you won’t use?
Avoid Saying Any of These Things to a Car Salesperson
If you’re in the market for a new car, avoid saying any of the aforementioned 16 things. Watch what you say so you don’t lose any bargaining power you might otherwise have.
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