Top 10 Tips For Buying A New Car

From Tim Buchanan, Director, Getta Betta Deal

For many women the process of buying a new car can be fraught with difficulties. Sales reps are often pushy and sometimes downright sexist. How many women have gone to a car yard to buy a car only to have the rep ignore them and speak to their partner? It can be infuriating. Tim Buchanan, director of car buying service Getta Betta Deal, shares these 10 clever tips to make the process work for you so you can get the car you want.

1.      You own the process
In your planning, differentiate between what you need in a new car and what you’d like to have. Choose a dealership and a sales person you are comfortable with and remember that you can leave at any time. If in the late negotiation stages, the sales person wishes to discuss a deal with their sales manager, insist that the manager comes to you.  This discussion is about you and your car so you have every right to be privy to it. 

2.      The sales person is not your friend  

Though he may make you a nice cup of coffee, barrack for your footy team and be interested in where your children go to school, the sales person is not your friend.  He/she has only one thing on their mind. Most people are subconsciously worried that their sales person may become angry or laugh at them.

3.      Take your time
The more time you spend at a specific dealership, with a particular salesperson, the more they have invested in closing the deal.  They are under scrutiny to not waste their time with “tyre kickers”. Therefore, they are more likely to discount further to ensure a deal is done the longer they’ve spent with you. 
4.      Demo buyer beware
Demonstrator vehicles are just that. They’re vehicles registered by dealerships for test drive purposes. These vehicles are frequently not driven with care. Often, you can negotiate the price of a new car very close to that of a demo. The minimal saving you make on a demo, you may well lose when it comes time to trade in.  

5.      Do not talk price until you’re ready to buy 

To do so is wasting your and your salesperson’s time and could prematurely commit you to a deal you’re not ready to take. Many negotiation skills training programs suggest that the party who talks price first, loses.  

6.      Involve higher authority 

Ring the dealership in advance, explain you’re interested in buying a car, and ask for the sales manager’s name.  Sales managers like to prove to their staff that they’ve “still got it” and can close a deal.  They will therefore often be more likely to offer a greater discount in order to secure your business.

7.      Get the best trade in you can

Research what your car is selling for privately and subtract 20 – 30 %. This is the ballpark price you will be offered for your vehicle as a trade in.  For convenience sake, if you’ve still chosen to trade in your vehicle, remember you are still in control of the process.  Don’t just simply hand over your keys to the sales person and wait for the valuation.  Go with them to the valuer so you can be involved in the discussions and ask questions during the process.

8.      Work on true price 

When trading a vehicle, consider only the changeover price. Sales people may attempt dazzle you with an inflated valuation of your trade in, however know that the extra they are offering, is being built into the cost of the car being purchased by way of lessening the discount offered.

9.      Don’t be ‘closed’ and watch out for tactics

Sales people will be attempting to ‘close the deal’ from their first interaction with you. These tactics include:

“The nodding dog” – the sales person will smile and nod at everything you say.  Subconsciously, you will start reflecting this behaviour.  

Affirmative questioning – the sales person will ask a series of questions to which your natural response will be yes, hoping you will also say yes to the purchase.

The most common close is “What do I have to do to sell you a car today?”.  If you aren’t looking to buy a car that day reply, “There is nothing you can do to sell me a car today”.

Avoid using the expression, “I need to think about it”. Sales people are trained in overcoming this as it is the most common objection.  Remember their tactic ceases to be a tactic when you are aware of it. 

10.    Try websites like gettabettadeal.com.au 

Getta Betta Deal buys new cars on behalf of others for a living.  Their power lies in the number of sales we put through the dealerships. In effect it’s like you and ten mates have gone into a dealership to all buy the same new car – you’d expect a huge discount! We deal with the car sales people so you don’t have to. Best of all, it’s free.

Are you looking to buy a new car soon?