Ten Ways to Protect Yourself from Used-Car Sales Tactics, Part 1

Here's a piece from MSN where the auto experts at Consumer Reports help you handle the buying process and get the best deal. The first of their tips includes:

1. Know the value of the vehicle. Know the true value of your candidate car, regardless of what the seller is asking. Condition, mileage, age, equipment levels, and the region all affect vehicle value. Different pricing guide services, such as Kelley Blue Book, Consumer Reports Used Car Price Reports, Galves, and the National Automotive Dealers Association, can list widely varying "book" values. Avoid the high-ball/low-ball game by asking the dealer to use one guide to determine the value of the vehicle for sale and the value of any trade-in you may have.

2. Write down your questions. Come in with a prepared list of questions about the vehicle and check them off when they are answered to your satisfaction. Make sure all your questions are answered.

3. Don't flash your cash. The dealership doesn't need to know anything about your finances during the negotiating process. Do not tell them how much car you can afford, or they'll try to take every penny of it.

4. Stay on the subject. Never allow a salesperson to change the direction of the conversation to matters other than car buying. Salespeople often gloss over important questions, such as vehicle history and price, by changing the subject.

My thoughts:

1. Item #1 is key -- whether you are buying used or new. Otherwise, you're operating completely in the dark.

2. Start the question-developing list early on in the process and start writing down from the beginning. It's almost a given that you'll think of something important at the start and forget it later if you don't write it down.

3. I guess some people are clueless enough that item #3 needs to be mentioned.

4. Good point. Salespeople are masters at changing the subject when they don't want to address an issue. Keep them focused.

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Click here to read part 2 of this series.

Comments

[Mark J]

Here's another tip for negotiating the actual price. Offer a low amount, get them to say "No", we can't do it at that price, and then walk out of the dealership. You can always return, but they can't be sure of that. You need to figure out what really is too low a price for the car and if you start out offering too much, or don't leave or plausibly threaten to leave, then you will miss out on this information.

[Dude Li]

I prefer to pay cash. Don't "flash" it until you're willing to use it to close a deal. And then, only flash the amount you're weilling to pay. Most dealers won't refuse to turn someone away someone with cash on hand. It would be stupid.