Car salespeople are trained to control the conversation and get you focused on the wrong numbers. Here’s how to flip the script and negotiate from a position of power.
Carvia InsightCarvia InsightWhen a dealer asks for your budget, they're trying to fit a car into a payment, not a price. This often means extending the loan term or hiding fees to hit your number, causing you to overpay. Always pivot the conversation back to the vehicle's total 'out-the-door' price.
Carvia InsightDealers use trade-ins to complicate the math. They might offer you a great price on the new car but lowball your trade, or vice-versa. Treat buying a car and selling your old one as two completely separate transactions to ensure you get a fair price on both.
Carvia InsightHow you plan to pay is irrelevant until you've agreed on the vehicle's price. Dealers make money on financing, so revealing you're a cash buyer too early can remove their incentive to give you a better deal on the car itself. Settle on the out-the-door price first.
Carvia InsightWhen they ask, 'If I can get you this payment, will you buy today?' it's a classic tactic to create urgency. Your response should always be: 'If we can agree on an out-the-door price that works for me, we can discuss the next steps.' This keeps you in control and focused on the total cost.
Carvia InsightAlways negotiate the 'out-the-door' price. This is the single most important number. It includes the vehicle price, taxes, and all dealer fees, leaving no room for surprises.
Treat your trade-in as a separate deal. Get quotes from Carvana, CarMax, and other dealers *before* you start negotiating the new car. This gives you a firm baseline for your old car's value.
Keep your payment method to yourself. Don't mention cash, outside financing, or dealer financing until you have a signed buyer's order with the agreed-upon out-the-door price.
Carvia InsightCarvia.ai is not affiliated with CarEdge. This content is for informational purposes and is based on the commentary from the original video.
Your monthly payment is your business, not theirs. Use an auto loan calculator to determine what you can afford based on a fair price, *before* you walk into the dealership.
Be prepared to walk away. The greatest power you have is the ability to say 'no, thank you' and leave. There will always be another car and another dealer.