How to Bargain With a Used Car Lot Salesman

The idea of negotiating with a used car salesman strikes up anxiety in the hearts of many. A car is a major life purchase and no one wants to be bullied into accepting a bad deal or buying a car that isn't affordable. To negotiate successfully, do your research and don't be afraid to stand your ground. Give yourself time to make a purchase. Not being in a rush allows you to make an educated choice about what you want and gives you the upper hand when haggling with dealers.

Instructions

1

Do some research and think about what you want before visiting the used car lot. The Negotiation Academy suggests taking a hard look at what you need and what you can afford. Think about your present and planned family situation, your work commute, your hobbies, like whether you enjoy camping and off-roading, and your budget. Decide on the kind of car that you need to support your lifestyle. Seek out independent reviews of car makes and models, then narrow your options to a few top choices.

2

Visit dealerships to test drive cars. Don't be pressured into buying yet. Right now you're doing some hands-on research, deciding which one of the cars feels the best to you. Walk away from any salesman who refuses to let you test drive dealership used vehicles. Based on your test drive experiences, select your target vehicle make and model.

3

Do some price research. Call a number of dealerships in your area, ask if they have a vehicle with your specifications in stock and ask the price. Once you've found the best deal in your area, call dealers with higher prices back and ask them if they can meet or improve on the offer. Make an appointment with the dealership that ultimately quotes you the lowest price.

4

Look for evidence to bring the price down even lower before you visit the dealership. Edmunds.com offers a True Market Value (TMV) tool (see the Resources section) to find the actual value of a used vehicle, free of charge. Run the report, print it out and bring it with you to the dealer to use as evidence to bring the price down.

5

Show that you can wait to buy a used vehicle. Tell the salesman that you were thinking about waiting to get the vehicle, but that a good deal could convince you to buy sooner. Ask the salesman whether he can take his asking price a bit lower. If he balks, suggest your own figure and pull out your supporting research to justify your offer.

6

Be ready to walk away from a deal you don't like. Give the salesman a final offer that you'd be willing to accept and leave your contact information in case he later decides that your price is acceptable.