Photo Credit: She Knows
9. Playing Hard Ball
If the salesperson wants to know what you want for your trade in, give them a price that is at least $1000 more than your lowest concession. Again, you can determine your lowest trade in price by playing around with the car loan calculator. If the salesperson matches your higher amount then that is more money that will go against the sale price. If the salesperson offers you anything less than what you suggested you wanted to get from the trade in but still within your price range, and you agree to the amount, to the salesperson it looks like you took a concession on the amount that you wanted to get from the trade in. Even though, from the start it was still within your range, the salesperson does not know that and you can use that to your advantage later in the negotiation process. You can remind the salesperson at some point that you did take a concession on your trade in, even though you really did not.
10. Stick to Your Guns
If the rest of the negotiation process is not going the way you want it to, don’t be afraid to walk away and mean it. Use non-verbal cues to reiterate that you mean business about leaving without buying. This may seem silly but it does work. Zip your coat up, dig out the keys to your vehicle, throw your purse straps over your shoulder. Anything that is understood as a gesture that represents an exit will work. This will get the salesperson’s attention and let him know you mean what you say.
Most likely the salesperson will do whatever it takes to make sure you don’t leave. It really is not the end of the world if he does watch you walk away without purchasing. There will always be another dealer, salesperson, and vehicle vying for your attention.
**This is part 5 of a 6 part series.
PART 6: When to buy