| Whether you are buying a used car or a new vehicle, | | | | The other best time to buy is toward the end of the |
| you can save up to thousands of dollars by applying | | | | month. Many dealerships and sales people have |
| psychological techniques in the negotiation process | | | | monthly quotas, with rewards for success and |
| with your car dealer. In order for these methods to | | | | penalties for failure. At least one car dealership is |
| work successfully, you must not be "in love" with | | | | notorious for firing the salesman with the poorest |
| any particular car. If you absolutely must have a | | | | sales record every month! The closer it is to the end |
| particular make, model, color, or set of options, then | | | | of the month, the more likely it is you will find a |
| you are doomed to pay top dollar. But, on the other | | | | dealer or sales person desperate to add one more |
| hand, if you are not blinded by emotion and can | | | | sale to their monthly quota, and therefore more |
| reason clearly and rationally, you can gain an | | | | willing to let a vehicle go for a lower than normal |
| advantage over the dealership or sales person. | | | | price. |
| This article assumes you will be buying from a | | | | Of course you need to do some homework first. |
| dealership and not a private individual. Of course, if | | | | Check local papers to see what prices are being |
| you're buying a new car, you can only buy it from a | | | | asked for similar models. But don't confuse the asking |
| dealer, but many used cars are bought and sold | | | | price with the selling price. Even a salesman who |
| through private sales. But this is not recommended. | | | | claims to be not able to be flexible on the selling price |
| There are several advantages to buying from a | | | | of a vehicle can still be flexible on the trade-in value |
| dealer. Unless you are an expert mechanic, or can | | | | of your old car, so even if you are trading in an old |
| afford to hire an expert mechanic to thoroughly | | | | "beater" for a newer model, don't assume you |
| examine the car, you will want the vehicle to come | | | | cannot get top dollar for your old car. |
| with some kind of warranty or guarantee, and only a | | | | Never accept the first, or even the second offer. |
| dealer can do this. | | | | When you get to the point of starting to talk about |
| More importantly, an established car dealership is likely | | | | price, as soon as you are told a bottom line price of |
| owned by a person who wants to have a good | | | | how much your new chariot will cost, shake your |
| reputation in the community. Many owners are | | | | head, say the price is much too high, and start to |
| members of the Better Business Bureau, Rotary, | | | | walk away. |
| Kiwanis, or other community-based organizations. | | | | There is nothing that improves your bargaining |
| These people cannot afford to cheat their | | | | position more than the ability to walk away from a |
| customers, so this is the kind of dealership where | | | | possible sale. And, of course, if you are too much "in |
| psychological techniques will work best. | | | | love" with a vehicle to be able to walk away from it, |
| The best time to buy is when there are few other | | | | you will never succeed in negotiating for a bargain |
| customers buying and the dealer is hungry for more | | | | price. |
| cash flow. A long-awaited period of sunny weather | | | | Remember that there are always more fish in the |
| after a long, dreary spell nearly always sends people | | | | sea. There are always going to be more cars you |
| outdoors for family fun, and few people want to | | | | can buy. But customers with money in their pockets |
| waste these precious sunny days poking around used | | | | are much scarcer. Remember these psychological |
| car lots. Choose such a time when there are no | | | | techniques and you will have the advantage the next |
| other customers and you will be in a better position | | | | time you are considering buying a new or used car or |
| to negotiate. | | | | truck. |