How to Buy Used and Avoid the Showroom

Tips to buying used
With the price of a gallon of gas such as it is, buying a used, economical car may now be a priority for you rather than a big screen plasma. But unless your a masochist, shopping the used car lots probably brings on a terror like no other. But what if you had a few tips to help you defeat the fear and buy like a pro? You’d probably say, “Sounds good. So, where do we start?”

Putting yourself in the driver’s seat
The primary fear to car shopping is dealing with the salesman. I’m willing to bet that you cringe at the sight of a grinning lot man, one hand extended for an overzealous hand shake, the other grasping his business card.

Your goal is to take him off his game by eliminating his advantage and making it your own. That puts you in the driver’s seat.

Advantage: You
If there’s one message that you should take from this is the importance of doing all you can off the car lot. With sites such as eBay Motors, AutoTrader and Cars.com, it’s easy to research and find used cars for sale on lots in your area. But even beyond finding the car of your dreams, negotiating a price and wrangling financing, if necessary, can be done without stepping on that grinning geeks lot.

What moves you?
Decide what type of car you want first, be it a sedan, coupe or SUV. Once you’ve done that, research online to see what’s available in your area and what the list price is at various dealers. Then compare the list price to it’s actual value with the industry standard, the Kelley Blue Book. With these numbers in hand, you’re now prepared for negotiations.

Multiple choices
Choices are good. You’ve already made the choice on what kind of car you want. Now you need to have multiple choices among dealers. Find three or four dealers that have the car you want. Contact each by email, asking if the car is still available. If so, schedule a time to look at and test drive the car.

Avoid the inside of the dealer at all costs, even if they tempt you with barbecue or beer. All you’re doing is checking the condition of the car. If you need help remembering details about the car later, take notes. Once you’re satisfied with the details, tell the dealer you’ll contact them later and walk out. Do not give them a phone number or the keys to the car you drove to the dealer. Do not enter into any negotiations at this time. Also make the salesperson aware that you do not have a trade-in. All they need to know is that you will be paying for the car in full, either with cash or a check you will receive from outside financing. The desired result is to have multiple dealers competing for your business. Hopefully, at least three of the cars you drove are worthy of your money.

Make an offer
Contact all of the dealers again via email, making an offer you determine in your mind to be fair based on your earlier research. If any of the dealers refuse to work with you in this way, strike them from your list. Wait for responses from each lot, matching their counter offer to each vehicle and its condition. If your preferred vehicle is not the lowest price, email the dealer with that car and ask if they will lower the price to at least match their competitor. Make sure any negotiated prices include all taxes, registration and dealer costs. There’s no reason to put up with surprises when all costs and fees can be finalized beforehand.

Accept and sign
Once you’ve chosen the vehicle and dealer, let them know you are prepared to come in and buy the car. But tell them you want all paperwork prepared in full and ready to sign. And be prepared yourself. Have all information the dealer is requesting ready and organized. The last thing you need is to find out you’re missing some necessary details when you were expecting to take delivery.

Success…the keys are yours
Well done. You’ve just beat the dealer at their own game. And graduated with a degree in negotiating. You can be satisfied in knowing you found the car you wanted, got it at the price you were willing to pay and avoided the grasp of a slimy salesman. Now enjoy your new ride.

Andy Mrozinski
Mota Blog Contributor
Ridestory.com

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