Car dealers have gotten a bad rap. But too many people have been “wheeled and dealed” by unsavory car dealers to save car dealers on the whole from an unscrupulous image. Thankfully, there are good car dealers out there, and we are here to help you find those car dealers and also find a good deal on a car at the same time.
Know What You Want
Before you start searching for cars and car dealers from whom to buy your dream car, you need to know what you want. If you simply walk on a lot with no goal in mind, you are easy prey for the archetypal slick car dealers. If you are prepared and know what you are looking for, you will be better able to work with the car dealers and find the best car for your money.
Decide on one or two makes, models, years and options. If you are buying used, also decide on a mileage count you want. Then set a FIRM and realistic price range in which you will stay. When you know the car you want to buy (or have a few car options you would be happy with), and have a firm price range that you will not leave no matter what the car dealers try to do, you will be more likely to get the car you want for the price you want.
Do Your Research
Now you have to do some work to prepare for the car dealers. Start making a car- shopping file and keep all the information you find in the folder so you can take it with you when you look at cars, and have it readily available when you are ready to make an offer to one of the lucky car dealers.
Look on the Internet for cars fitting the description of the car you want. First, you are looking for the popular selling price, but you are also looking for any good deals and possibly, the first few car dealers to contact. Also, check Edmunds.com for the “True Market Value” (the average price consumers are actually paying in your region, not the manufacturer’s suggested price, or the Bluebook price) of the car that fits the EXACT description of the vehicle you want. You can also find out about current incentives and hidden incentives given to the car dealers to better prepare you for shopping.
Use the Phone
Now, research your car dealers. Call car dealerships in your area and ask to talk to Internet sales. Explain to the car dealers specifically what you are looking for. Make it clear to the car dealers that you are still shopping and will not commit yet. Use this as a chance to evaluate the car dealers with whom you speak and decide whether or not you want to further your business with them. It is much easier for people to walk away from pushy car dealers on the phone than face-to-face on a lot, or worse, when the car dealers manage to get them over a desk before they are ready.
Go for a Test Drive and Make a Deal
If you are pleased with your interactions with the dealer over the phone and want to give the car a drive, call and say you would like to come to the lot and test-drive the car. When you go, take your license, insurance verification and your checkbook so you will be prepared to buy; but remember, you don’t have to if the car does not perform or if the salesperson goes sour.
Drive the car, and if it is everything you’ve dreamed of and the salesperson meets your expectations, get ready to deal. Ask for the best price the dealer can give, and if you evaluated your car dealers well, the price will probably be close to the True Market Value. But don’t settle at the first offer. Try lowering the price and making it fit well within your budget. Remember, if you are financing, the less money you pay now, the less you will pay in interest over the life of the loan and the better deal your car is in the long run.
By D. Blair Thompson