Salespeople use a specific playbook to control the negotiation and maximize their profit. Here’s how to recognize their five most common questions and turn the tables to focus on what really matters: the out-the-door price.
Carvia InsightCarvia InsightWhen a dealer asks for your monthly budget, they're not trying to help you; they're trying to fit a high-priced car into a payment you can swallow, often by extending the loan term. **Your response should always pivot back to the 'out-the-door' price.** This forces them to negotiate the total cost of the car, not just the payment.
Carvia InsightDiscussing your trade-in too early allows the dealer to manipulate the numbers. They can offer you a great price for your trade but inflate the new car's price, or vice-versa. **Treat buying a car and selling your old one as two separate transactions.** Settle on the new car's price first, then negotiate the trade.
Carvia InsightDealers make significant profit from in-house financing. Telling them you're paying cash or have outside financing removes one of their profit centers and can reduce your leverage. **Keep your payment method to yourself until you have a final price.** Simply state that all options are on the table once you agree on the vehicle's cost.
Carvia InsightQuestions like 'If I can get you this payment, will you buy today?' are designed to get an emotional commitment before you've settled on the most important number. **Don't fall for it.** Your commitment is based on an acceptable out-the-door price, not a monthly payment they've engineered.
Carvia Insight**Always pivot to the 'out-the-door' price.** This is your North Star. It includes the vehicle price, taxes, and all fees, leaving no room for hidden charges.
**Treat your trade-in as a separate deal.** Negotiate the price of the car you're buying *first*. Once that's locked in, then discuss the trade-in value.
**Keep your payment method a mystery.** Don't say 'cash' or 'financing' until you have a final, agreed-upon price for the car. This preserves your negotiating leverage.
Carvia InsightCarvia.ai is not affiliated with CarEdge. This analysis is our own, designed to help buyers apply the video's insights.
**Get pre-approved for a loan before you shop.** Walking in with a pre-approval from your bank or credit union gives you a benchmark and proves you're a serious buyer.
**Never negotiate based on monthly payments.** A low payment can hide a terrible deal stretched over a long term. Focus on the total cost, then figure out the payments.