Tips on selling or trading in + buying a vehicle: Part 4

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Car lot

Photo Credit: The Car Connection

Congratulations! You’ve done your homework. You’ve researched internet prices, calculated the financial end of the deal and have gone to at least one or two dealerships to test drive and practice your lip-locked negotiation tactics on unsuspecting salespeople. YAY! You are now ready to go to a dealership that has the vehicle you are looking for and the sticker price you are willing to negotiate around.

7. Early Bird Makes the Best of His Time

Arrive as early as possible to the dealership. Negotiations can take a really long time and once you agree on a price you still have to get through the financial end of the deal. And don’t forget to eat before you arrive. Though, I really think dealerships should provide a full catered service area to their customers. A person spends enough money on a vehicle, I think the least a dealership can do is throw in a few meals. I am sure it’s a psychological tactic. By the end of the day the salesperson wants you to be tired, weak and hungry so that you may let your guard down and agree to something you might not really had in mind. :/

8. Mums the Word

If a trade in applies here have the service center look over the vehicle first BEFORE you tell the salesperson which vehicles you are interested in. I firmly believe that depending on which vehicle you are thinking about buying, will determine how much the dealership will give you for your trade in. If you are looking at a sport’s car which could cost upwards of $60,000 or more, the dealership will probably give you more money on your trade in. They are looking at the end result, the higher the price tag, the more money that goes into their pockets. If your looking at the cheapest car on the lot, then they will most likely give you peanuts for your vehicle.

Don’t let the salesperson persuade you to believe that the condition of the trade in is driving the value of the vehicle down. Of course if you blow on the bumper and it falls to the ground that may be a different story but for the most part a vehicle is worth something. And even though small blemishes factor very little into the equation, the salesperson may tell you it has everything to do with it. This can cloud your judgement and make you start thinking that you have no choice but to agree to a smaller trade in value.

**This is part 4 of a 6 part series.

PART 1: Preparing your vehicle for sell or trade-in

PART 2: Narrow down your choices and determine how much you can afford

PART 3: Pre-approval and test driving dealerships

PART 5: Using Non-Verbal Cues

PART 6: When to buy

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