Negotiating A Deal
Generally, the price shown on the sticker is not the price you will need to pay! Depending on the make and model, it’s often possible to negotiate considerable discounts.
The important thing is to do your research. It’s easy to search the model you are interested in on the internet. Check online dealers for their best price - remember to include any options and extras you want included as that can affect the price considerably.
If you decide you prefer to buy from a franchised dealer, go along armed with your research.
Tell the dealer you definitely wish to buy that day if the price is right - this will make him work harder to get a good price for you. Ask him simply for the best price he can give you including all the options and extras you require.
If his price doesn’t at least match the best price from your research, tell him. Remember that franchised dealers will have higher overheads than internet dealers and may not be able to completely match any prices you have obtained online - the choice of paying a little extra for the convenience of doing a deal with a franchised dealer is a decision for you to make. To find advantages and disadvantages of each, click ‘here’.
Remember to include a tank of fuel and a set of mats in any deal you agree - these are not always automatically given. If the dealer cannot get close to the price you are hoping, see if you can negotiate extras instead. Alternatively, the dealer may offer you a stock car which is not your first choice of colour, but is immediately available and cheaper because he needs to sell it quickly. Again, this is a choice for you to make - but be careful not to take a colour which will make the car difficult for you to sell at a later date.
If you are not happy with the price, tell him you would prefer to buy elsewhere. If he thinks you are a serious buyer and that you really are about to walk, if there is any further discount he can make, he will. This is a good moment to see if there is any more negotiating room! If he lets you walk, you know that’s it and it’s decision time.
If you have a trade in, now is the time to introduce it. See ‘here’ for details of how to negotiate your trade in.
If you really cannot agree a price, consider taking a demonstrator if it’s offered. These cars often have very low mileage and are only a couple of months old. Considerable savings can be made this way. You will, of course, be the second owner in the registration document so the car is not technically ‘new’, but the savings on price may well make this a worthwhile alternative.
If you are not completely happy, walk away. Do not pay more for a car than you can afford or are expecting to pay.
