Learn Secret Tactics to Negotiate Great
Deals for Used and New Cars
Use the same guerilla tactics that
professional negotiators use to
get the rock bottom prices on
new or used cars.
After reading this brief article, you will have one of the most powerful professional tactics for getting the rock bottom price on that new or used car you desire.
With this new or used car buying system, you can save thousands of dollars because you are well armed with the facts, and you have the right attitude.
How can I make such a bold claim: For nearly 26 years I was a professional salesman. During that period, I learn tactics for "closing."
What made me such a powerful closer? It was not just that I had some magic words to say to trick clients and customers into buying. My success came from an attitude. I was completely and utterly non-attached to any one particular outcome.
For example, I went on an appointment at a prospect's home. I rang the doorbell, and they were not home. I only waited 10 minutes instead of hanging around for 30 to 45 minutes, as most salesmen would do. Within five minutes of leaving their residence, I got a phone call that they were insulted that I did not wait longer. They practically ordered me to come back immediately.
I went back to their residence, and closed the sale within 45 minutes.
Now here is how this applies to you when it comes to buying that new or used car:
NEVER GET ATTACHED TO HAVING TO HAVE THIS PARTICLAR
VEHICLE OR MODEL. AS A PROFESSIONAL NEGOTIATOR, YOU
REMAIN COOL AND UNATTACHED.
Let's get down to the basic tactics for being unattached when purchasing a new or used car.
You want to apply these tactics at dealerships after having done some research on the make and model you desire to purchase. If you have not done your research, then you cannot negotiate intelligently and convincingly.
For a new car: You need a car service price report off the Internet (which usually costs around $14.00) that gives you the following information:
1. What the dealer paid for the model- that is his invoice.
2. What the dealer receives in hidden rebates.
3. The bottom price paid for this make and model by the dealership.
Without this knowledge you cannot intelligently negotiate and save thousands of dollars.
For a used car: You need to know the Blue Book value, which is easy to find on the Internet.
Warnings:
1. Do not wait until your used car is ready for the junkyard before you
begin your search to buy a new or used car. You may be
somewhat desperate to make a purchase because your are
fearfully that your car may quit working on you. Begin your
research for a used or new car while your car is running
adequately.
In other words, you should avoid trying get the last mile out of your
car before you begin shopping for a used or new car.
2. Do not necessarily apply these tactics to buying other goods and
services. For example, you are not encourage to necessarily get thelowest price on a computer. You may end up with a computer
with inferior parts and poor service.
3. You should avoid having your used car checked at one of these
private facilities that give you a report on the condition of your car.
These private services usually do a poor job. Have the car checked
by a mechanic you trust, or take the car to a dealership to have it
checked.
You need to take the car where you plan to have it repaired, and ask
them what they estimate it will cost. Their report on the cost of
repairs should be more reliable.
If you take the car to one of these private firms that provide a report
on the condition of the car, they may miss and overlook many of the
problems that need fixing. The difficulty is the personnel working
on checking your car may not be certified professional mechanics.
Even if the car is up on the rack and gone over completely, it is still
a superficial and visual inspection. This could cost you thousands
of dollars in repair bills by relying on their superficial report.
You need a trained certified professional mechanic to do the check.
You need to know the actual condition of the used car to negotiate
successfully.
4. If you purchase a car from a used car lot for under $2,500, you may
be buying a car that has been "dumped" by a dealership through a
trade-in and sold at an auto auction.
You may end up getting a car with all sorts of mechanically
problems that could be somewhat difficult to check. This is called
purchasing a lemon in the car business.
5. You might want to consider purchasing a used car for under
$4,000 from a private owner rather than at used car lot to avoid
repair bills after the purchase. For example, you could find a used
car from a private owner that has been driven infrequently.
6. If the car has been in a wreck, you simply should not consider
buying it at all.
7. You may want to include an Internet search for your used car. This
will enable you to expand your search considerably.
You need to know the dealer's hidden rebates and actually bottom price of the vehicle (not just the invoice that he may show you) in order to negotiate effectively and convincingly. This is why you need to invest in a car service price report that gives you the critical information you need to be a guerilla negotiator.
Once you know the dealership's actual rebates and bottom price. you can engage in guerilla negotiations- namely that you will purchase the model $100 to $300 dollars above his bottom price as your goal.
Your using guerilla tactics to negotiate getting a great deal on that used or new car is much like playing poker. In poker you often bluff and pretend to win the pot.
Your want your salesman to believe with all his heart that if he offers the right price, he can close the deal. You shown genuine interest, and at the same time you are completely detached.
If you negotiate during August and September for a new car when the dealership is changing his inventory to the next year's models, you might be able to even negotiate below his bottom price. These dealerships have an incentive to reduce their old inventory.
Now you are negotiating with the new or used car salesman. He and his manger have sales quotas to meet every week as well as monthly and yearly quotas. Your salesman needs you to buy to meet his sale's quota. The sales manager also needs you to buy to meet his quota as well. The general manager also needs you to buy to meet his quota.
Do you get the picture of desperation and neediness?
In other words, your car salesman is
somewhat desperate to close you. If you
remain cool and detached and have the
facts about the vehicle, you have the
edge in any negotiations.
Now no matter what he offers, you simply go lower to the bottom line that the dealership paid.
Never reveal in your negotiations that you know the bottom line... the actual cost of the make and model. Do not show your hand completely. You never let your opponent in poker know too much about your hand, and you should do likewise in negotiation for your used or new care.
Your goal with a new car is to negotiate until you only pay $100.00 to $300 dollars above the dealership's actual cost for this make and model. Of course, the dealership does not want to sell their new cars with such little profit. This is why you need to engage in guerilla negotiation tactics.
Your target is to get a fantastic deal where you pay from $100 to $300 above the dealer's actual bottom price.
You say that his offer is not good enough no matter how much you want this or that particular new or used car. Inform your new or used car salesman that you are on a tight budget.
He may become annoyed and upset with you. You simply accept this as normal when you act as a professional negotiator.
Finally, he and his sales manger make their final offer to you. They say with conviction that it is simply impossible for them to go one dollar lower because they have to make some profit.
You say, "I completely understand that you need to make a profit, otherwise you would not be in business. I really want this car, but I just cannot make a commitment at this price." This shows that you are not completely unreasonable.
NOW YOU GET UP AND LEAVE. Do not go back or call again to discuss the various options in a few days.
No matter what is offered, you just walk out because you want the deal of lifetime. In your mind, it is a game of who is the least attached.
Now you go home and wait until they call and make an offer that is acceptable to you. You never call or visit them again after you walk out of the dealership.
In other words, you do not run down to the dealership to continue negotiations within several days or even a week after you walk out. You wait until they make you an offer that indicates they have given up, and will accept YOUR OFFER.
This is the cardinal rule: He who waits wins the deal. It is a waiting game at this point.
Your car salesman knows that you want the car. You need to make this clear: You are prepared to "do business" if he makes an attractive offer. Towards the end of the week, this car salesman and his manager go over the sales results for the week. Usually, if they just get one or two more sales, they will meet their sale's quota.
They then think of anyone who might come down and buy right away. Of course, they think of YOU.
They call you, and change their offer. Now you split the difference, and they meet their sales quota and you get the "deal." Now you have a new car at a great price- possibly saving over several thousand dollars. That's money in your pocket.
I had one car salesman call me around 7 o'clock on a Friday night. They were going over the results for the week, and he said his sales manager would accept my offer. He sounded resigned to the fact that I was not going to do any business unless they accepted my offer.
Some salesmen even have called me on their days off to close the deal. I let each dealership know that within a week I would be making a purchase, and I was searching at other dealerships as well. Of course, these dealerships already know that most people visit other dealerships. The point is that I am encouraging them to work hard to get "my business."
One particular occasion, I was talking with the salesperson and the sales manager about the fact that I just could not pay their asking price. The manager was becoming nervous and upset with me because he could not "close" me.
Even the other salesmen were listening outside the door to this great drama. Half way through the negotiations, I calmly removed myself to get a cup of water. I purposely took my time before coming back to the table.
[Note that these tactics works best if you see them during mid-week, and they can mull over the fact that you walked out.]
Another trick of the trade: When you are in the "heat of negotiation" you get up and go over to the water fountain. Now here is the key- do not walk over to the water fountain in a hurry, quickly gulp down some water, and run back for more negotiations. NO! NO! NO!
When you are confident, you slowly walk over to the water fountain, you slowly enjoy the sip of cool water, and you casually walk back to your table for more negotiation.
This display will completely disarm the salesman and his manager. You are changing the pace, and they are off balance. Now you can negotiate professionally for that great deal on your used or new car.
Cha-Ching... You are save money.
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By walking away you get the best price. That is the inside secret, and the second inside secret is that you know the dealership's bottom price for the model you desire. You are armed with the facts, and you are emotionally detached.
Of course, if you do not want the best price, then simply negotiate without getting up and leaving. You will be leaving money on the table- guaranteed.
Cardinal Rules of Negotiation:
1. The one who is the least attached is more likely to win.
2. The one who is most prepared is more likely to win
Google keyword search: car price service report
Below is a list of authoritative links on
the web that will assist you in getting
that great deal on any used or new car:
Disclaimer: This will not work on popular cars that everyone wants because there is no room for negotiation. For example, if there is a waiting list for the model you want, you can forget about negotiating. You just have to pay the price they offer, and get on the list. Also these tactics may not work that well with independent dealers. They do not have the same pressures to meet quotas as in larger organizations. You should also have some knowledge of what is a reasonable offer- that is why you need the car service price report. You do not want to make offers that are totally unreasonable and even ridiculous. You may not come across as credible and believable. Be aware of purchasing inexpensive autos from used car lots. You might get a lemon.
John Adams
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Professional Pre-Purchase Inspections
Visit www.UsedCarInspectio
Mr Cheap
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Great stuff
Also check out my Knol where I share some great tips about how to negotiate a great deal on your next purchase!
Cheers, Mr. Cheap
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