Walking into a dealership can feel like a battleground. We're breaking down the five most common lies dealers tell so you can negotiate with confidence and keep your money in your pocket.
Carvia InsightCarvia InsightDealers might offer a lower interest rate *only* if you buy an extended warranty or other products. This is often an illegal practice called tied selling. The rate they offer with add-ons is a rate they can offer without them. Always get pre-approved financing from your own bank or credit union to have a benchmark and call their bluff.
Carvia InsightDealers will claim add-ons like "desert protection packages" or nitrogen-filled tires are pre-installed and mandatory. If the item isn't on the factory window sticker (the Monroney label), it's a high-profit dealer add-on and is 100% negotiable. Be prepared to walk away if they won't remove these.
Carvia InsightOn used cars, some dealers add a separate "reconditioning fee" to the price. This is a bogus charge. The cost of getting a car ready for sale (inspections, tires, repairs) is already baked into the asking price. A separate line item for this is double-dipping and a major red flag.
Carvia InsightSalespeople create false urgency by claiming a price is only good "right now." While some manufacturer incentives do expire at the end of the month, this is mostly a tactic to prevent you from shopping around or thinking clearly. A good deal today will likely still be a good deal tomorrow.
Carvia InsightGet Pre-Approved First: Walk into the dealership with financing already secured from your bank or credit union. This gives you leverage and exposes any games the finance office tries to play.
The Factory Sticker is Your Guide: For new cars, only what's on the official Monroney (window) sticker is from the manufacturer. Everything else is a dealer add-on and is 100% negotiable.
Refuse Bogus Fees: Never pay a separate "reconditioning fee" on a used car. The cost of preparing the car for sale is part of the vehicle's asking price, not an extra charge.
Carvia InsightCarvia.ai is not affiliated with CarEdge. This content is for informational purposes and is based on the commentary provided in the source video.
Add-ons are Optional, Always: Whether it's an extended warranty, paint protection, or VIN etching, you are never required to buy these to get the car or a specific financing rate. Say "no, thank you" firmly.
Don't Be Afraid to Walk Away: Your greatest power is your ability to leave. If a dealer is pressuring you or adding junk fees, there are thousands of other dealers who will treat you fairly.