Few buyers relish the prospect of having to haggle to get a fair price on used cars. That’s especially true if you’re buying from a dealer. For starters, you’re up against a professional salesman who haggles with customers day-in, day-out.
Chances are, they know what you’re about to say before you do.
Even if you do feel comfortable asking for a discount, how do you know when you’ve reached a fair price? It’s easier said than done.
Do your research
It pays to know how much other similar cars are being advertised for elsewhere. Print off the lowest prices you can find and keep them in your back pocket in case negotiations stall.
Look at online consumer price guides like Parkers.co.uk as well. These will give you more ammunition if you think the used car you want is overpriced.
Know the value of your part-exchange
One tactic some dealers employ is to give a discount on the car you are buying, but to undervalue your part-exchange. Again, know how much it’s worth before you go near a showroom so you can’t have the wool pulled over your eyes.
Better still, be prepared to sell your car privately. It’s extra time and trouble, but you will almost certainly get a better price for it.
Be polite, but be firm
If the salesman tries to stick to the asking price, don’t get frustrated or angry. Always be polite and keep the conversation friendly.
Just make it clear that you expect a discount or you won’t be buying.
This is when your rock-bottom internet car price should come out of your back pocket.
Be ready to walk away
If you’re not happy with the price, turn your back and walk out the door. There are other dealers and other cars.
Make sure you leave your phone number and don’t be surprised if you get a call in a few days’ time.
If targets are looming, the salesman could quickly see things your way.
