10 Things You Should Never Say to a Car Salesperson

Buying a car can be an exciting yet challenging experience, especially when dealing with salespeople who are skilled negotiators. To ensure you get the best deal and avoid common pitfalls, here are ten things you should never say to a car salesperson.

“I’m not sure what I want.”

Revealing indecisiveness gives the salesperson the upper hand. They might steer you towards more expensive models or features that you don’t need. Do your research beforehand and clearly understand what you want in a car to avoid being upsold.

“I need a car ASAP.”

Expressing urgency can make you seem desperate, which might lead the salesperson to think you’re willing to pay more. Even if you do need a car quickly, keep your timeline to yourself to avoid losing leverage in negotiations.

“I’m paying cash.”

While paying cash might seem like a strong negotiating point, it can sometimes work against you. Dealerships often make money from financing deals, so revealing you’re paying cash might reduce their willingness to offer discounts. Discuss payment methods after agreeing on the price.

“My trade-in is outside.”

Mentioning your trade-in too early can distract from negotiating the best price for the new car. Salespeople might give you a seemingly good deal on the new car but lowball your trade-in value. Negotiate the purchase price first, then discuss the trade-in.

“I can afford this much per month.”

Focusing on monthly payments rather than the overall price can lead to a deal that seems good monthly but is expensive in the long run. Salespeople can extend the loan term to fit your budget, increasing the total interest paid. Negotiate the total price of the car first.

“This is my first time buying a car.”

Indicating inexperience can make you a target for manipulative sales tactics. Salespeople might take advantage of your lack of knowledge to upsell or add unnecessary features. Act confidently and well-informed, even if it’s your first car purchase.

“I really love this car.”

Showing too much enthusiasm can weaken your negotiating position. The salesperson might use your emotional attachment to avoid giving discounts. Keep your excitement in check and express interest in multiple vehicles to maintain leverage.

“I’ve been to several other dealerships.”

While shopping around is good, revealing this information can sometimes backfire. Salespeople might assume you’re more focused on shopping around than buying, making them less likely to offer their best deal. Instead, use competitor pricing to your advantage without disclosing your entire shopping history.

“I need my spouse/partner’s approval.”

This statement can slow down the negotiation process and make you seem less committed to buying. If you need someone else’s input, involve them in the process from the beginning or be prepared to make decisions on your own.

“What’s the best price you can give me?”

This question indicates that you’re ready to accept their first offer. Instead, start with a lower offer based on your research and negotiate from there. Show that you’ve done your homework and are willing to walk away if the deal isn’t right.

Mistakes to Avoid

Buying a car requires strategic communication and negotiation skills. Avoiding these common mistakes can help you maintain control of the process and secure a better deal. By keeping these tips in mind, you’ll be better equipped to handle conversations with car salespeople and drive away with confidence in your purchase.