How to Talk Down a Used Car Salesman

When buying a car, you need to be prepared or you will get hosed. Car salespeople are trained to talk you into buying options you don't need for cars you didn't want in the first place. They'll gloss over problem areas and play up strengths that the vehicle may not even have. They'll talk to management to see if they can get you a special deal when, really, the deal isn't special at all. They'll confuse you by talking about the sticker price as if it is the out-the-door price. The good news is, there are ways you can bargain with them to get the most for your money.

Instructions

1

Know your price range. Before you contact a dealer, have a firm price that you will not go above. No matter what the salesperson offers you, if it goes above that price, do not budge. If you allow yourself to be talked into a car for slightly above your price, the salesperson will push for more options and other cars slightly above your price range.

2

Know the type of car you want. If you narrow your field of vision to just one particular car, the dealer will be able to use your desire for that vehicle to his or her advantage. The dealer will bank on the knowledge that you are hesitant to look elsewhere, to drive the price up. On the other hand, if you're too vague about the type of car you are looking for, the dealer will steer you to the more expensive vehicles and try to add on options.

3

Be wary of additional options. While the base price of the vehicle on sale may be inviting, the car salesperson will have a plethora of other services and options that can be added to the car for a small fee. If you know precisely what you want ahead of time, you will be less likely to be talked into options you don't want or need.

4

Test drive the vehicle and have a mechanic check it. If the vehicle has minor imperfections, you don't have to pay top dollar. Bringing cosmetic details, like the smell of cigarette smoke inside or paint scratches, to the attention of the salesperson should save you some money. Have a mechanic check the car before you buy it, to make sure there are no bigger problems in the offing, such as previous accidents or a factory recall that you might not be aware of.