This part of the process can be the most intimidating. But there is one thing you need to remember: you hold the power. So when they throw jargon that you don't understand, or you feel overwhelmed, take a moment and remain in the drivers seat.
When you need to slow down the conversation just say:
One moment, I need to call my mechanic (even if it is your uncle)
Could you repeat that?
One moment, I need to look into what that means for me.
Tips for staying powerful in a negotiation:
Even if you love the car, act like you could take it or leave it. Once the dealer knows you want it they know they have leverage.
Never count on them telling you the full extent of the cost. Saying things like “what would the price be with all taxes fees and other costs baked in” will help you get the full scope of the costs.
NEVER say how much you actually want to spend on a car, always go lower unless you’re prepared to pay more. In some instances I would even suggest not giving out your budget at all. This gives them a lot of power.
Walk away if you aren’t getting what you want. Even if you spent 2 hours in the office with them, fine. End it with “eh I’m still paying X amount more than I would like so I’m going to look elsewhere” and guaranteed they will do what they need to do to close the deal.
The phrase “I need to make a little money on this to” will eventually come out of their mouth to get you to sympathize with the plight of a car salesperson. Don’t fall for it, you’re no chump.
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