Used car negotiation strategies - all input welcome

[JDgator]

Today me, my brother, and my wife went to the city to look at a 2008 certified used honda pilot EX-L. It comes with a 100k pwertrain warranty. The sticker price was 24,995. When we first sat down, the salesman started at 24,600 plus 500 dollar dealer fee. We started with 18,700, because that we can buy the same car private-party for around 18,000. We budged and went to 19,600. The salesman took it to the tower and came back with 24,200. Only a 400 drop. I was expecting a little more flexibility. There was only one other deal going on in the place; it was empty. The salesman repeated himself for 10 minutes and then came back with the same deal plus the A-team leader. The new guy's strategy was to hide behind his mustache and insult me. I think. Maybe. He was of latino-descent and had a thick accent and I couldn't really understand him so I just weakly smiled and nodded each time he finished talking. At that point I left my cell phone number and said that if they wanted to make a respectable counter offer they should leave a voice mail. They haven't called.

I would have bought the car for 23 even. Should I have said that before we left? Did I start too low? Next time should I try it differently? What can I do to make better inroads next time? Also, they wanted to see my Wife's driver liscense before they would give us an offer. No way!!! I said we would show it to them when the time came and they seemed pissed. I don't see their need for that information just to talk numbers.

Any input, even silly suggestions, is appreciated...

[ducman77]

I am willing to bet they have around 18 to 19 in the vehicle..

[JDgator]

What does that mean to me? That they should be able to swing something around 22 or no?

[Smoke68]

The way I look at buying anything is this: Don't get attached and be willing to walk away. If you do it like I do it, most times you will in fact be walking away hence the first point.

Seems you did that pretty well. There's always a better deal out there and someone willing to work with you. Not showing them your wife's drivers license is a good move. They obviously didn't need it at that exact moment, but by saying a simple no you let them know you're not impulsive and you're not playing their game. It doesn't surprise me they got pissed, that's part of their show. There are other Hondas owned by dealers who deal with people respectfully and straightforward. Let them hang onto that one or find a sucker that's not you.

My $0.02.

[quackheadbp]

You did the right thing, but sounds like they have a little more in the car than 18,000. I would call back next week and offer 21,000 and thats it. If they dont budge... Move on.

[RedEyed Duck]

I wouldn't call back, screw em! I go in tell em what I will pay and tell em they get one trip to the office to find out if they can make it work. They either make it work or don't, if they do I buy the vehicle if not I walk. Don't let emotions get involved and you'll be fine

[LawDawg]

Get them down to the lowest number they will go. Then tell them you want to take it for a test drive one more time to make sure it's what you want. Drive the car to another dealership and tell them that you are about to buy the car and see if they can beat the price on a similar car. Most likely they will. Then take the original car back and tell the salesman what you did and that you are going to buy the other car unless he (or she) can beat the second dealers price.

Dirty but works.

[Deltaquack]

If cars aren't moving there........they'll call by the end of the week. Don't call them. It cost them more the longer it stays on the lot.

[timberjack]

It's a buyer's market, stick to your guns.

[Seymore]

I tell them straight up if they aren't the ones making the decision and have to run to the tower every time don't even bother. Get me the person who calls the shots because the first time they get up I'm walking. I also use cars.com and autotrader.com and find several of what I'm looking for. I call them first and ask what's the lowest they will let it go for. I get the usual song and dance that I need to come in and I tell them I've got others to call and they get one shot. If it's something I can work with I'll be there, if not I tell them hasta la vista.

[jebster]

Dealer fee? Never heard that one before. That is a large alarm going off. That tells you up front, they are using techniques that are rooted on dishonesty. There are many internet resources where you can get very good deals on cars. Some are Ebay, Cars.com, Carmax, etc. Edmunds.com is great place to go to get educated on what used cars are selling for. Don't be in a hurry and only pay what you want/can. It is easier to buy a car than sell one these days. You have the leverage should you need to use it. Good luck!

[redduck]

Get 17 digit VIN number and take to your bank or credit union and ask them to run it thru NADA. They can and will print out a low, medium and high value. I promise you the dealership paid low number now you have an offering point. Dealers will often give you Kelly blue book or some other consumer info. NADA is actual values for your region. Stick to these values and don't move.

[Seymore]

Be sure you understand the car's history. Many used cars that show up on dealer lots are reposessions that the dealer bought at auction. That in and of itself may not set off alarms but it raises question about the cars maintenance. If the former owner wasn't paying the note and knows the car is going to get taken eventually they will forego simple maintenance such as oil changes.

[stitch]

What does Kelly Blue Book say is the trade in value on the vehicle......that will give you an idea of what they paid for it....after that, key is to go slow and be willing to walk away. I just bought a vehicle and I have been looking for a year, but dealing on this one (that I bought) vehicle for almost 2 months. Trust me, they will call you back unless the vehicle is sold. I alwayls like to negotiate in terms of "out the door" price. in my case, I was polite.......always be polite......the old saying you catch more flies with honey than vineger applies with car purchasing as well. I kept telling the dealer they had a great vehicle that had more "bells and whistles" than i needed and i would have to look elsewhere unless they were willing to come down to my price (and it was an ugly price )........after going back and forth for two months always coplimenting the sales manager and the sales rep on their efforts........but they just had more vehicle than I needed. The final deal closer, was I told them I really want the vehicle........but the wife has given me a limit of $$$$$.........they took it after going back and forth for two months.

Be polite......be cordial.....take your time, and they will work with you. They see 100 people a week that walk in with "gun a'blazin".........when they figure out you are serious, they will come waaayyyyyyy down. Think of how you would react if you owned a business and some a-hole walked into your business telling you "how it was gonna be"......don't be that guy.

[aweyerman]

Get them down to the lowest number they will go. Then tell them you want to take it for a test drive one more time to make sure it's what you want. Drive the car to another dealership and tell them that you are about to buy the car and see if they can beat the price on a similar car. Most likely they will. Then take the original car back and tell the salesman what you did and that you are going to buy the other car unless he (or she) can beat the second dealers price.

Dirty but works.

Oh that is dirty, real dirty... But I must admit its super clever.