When it comes to buying a car, there are definitely no “magic words” that will convince a salesperson to give you an amazing deal, but there are a few negotiation phrases that can allow you to take better control of what’s going on.
Car dealerships, just like any business, need to make money to stay alive. We get that. Car buyers need to be prepared to negotiate so that they don’t get taken advantage of. We really get that.
Ready to learn how to negotiate with a car salesman? Great! Let’s get moving.
“I’d Like to Discuss My Trade-In Later”
Car buyers with a vehicle to trade should get familiar saying “I’d like to discuss my trade-in later.” When selling and buying a car at the same time it is best to treat them as two separate transactions. A salesperson will always want to “work their magic” on the numbers and make it look like you’re getting a better deal than it is when you negotiate the trade-in and the new vehicle purchase price at once.
So keep it simple with one of the most vital car buyer negotiation phrases. Every time that the salesperson brings up your trade-in while you’re talking about the new car, remind them that you’d “like to discuss my trade-in later.”
Chances are that you may even need to come up with a few versions of this phrase, since the salesperson is likely to bring up the value of your trade-in more than once.
“I Know What the Car is Worth”
The vehicle purchase process is terribly confusing. Here at YAA we strive to teach our members about all of the numbers involved in a car deal before they even contact a dealership so that they can stay in control of the process. One of the most vital (and obvious, albeit challenging!) numbers you should know, is the value of the car that you want to buy.
Unlike buying a refrigerator, a sofa, or literally any other item, buying a car entails hours of gamesmanship over what the “price” of the vehicle actually is. Be prepared to say “I know what the car is worth” to a salesperson, and feel confident that you actually do.
By the time you go to the dealership or begin email negotiations, you will have used the Market Price Report to know exactly how much you should be paying for your car. If you’re looking to buy a used vehicle, you will have run it through YAA’s Black Book vehicle valuation tool to get the same pricing information the dealer has, immediately leveling the playing field. The purpose of this phrase is to let the salesperson know that you’ve done your research and you know what you’re talking about.
“I Like This Car, But I Don’t Love It”
I’ve said it before, and you’ll hear me say it again … You don’t want to act too eager when you are buying a car. “I like this vehicle, but I don’t love it,” is one of the important phrases you can say to a car salesman to keep control of the conversation. Your salesperson should know that you like the car and that you might buy it, but you’re not so in love with it that you’re going to pay more than it’s worth.
Don’t say this phrase and expect any response. Just say it during your test drive to show that you still need to be convinced that the value is right. It’s one of our car buyer negotiation phrases that’s somewhat subtle, yet important. It’s all about keeping your cards close to your chest.
As an added bonus, this phrase can be a good reminder to yourself that you should walk away if you don’t get a good deal. It’s easy to get caught up in the emotions of buying a car, but by repeating this phrase, you can stay in control of the negotiations.
“Can I See the Invoice Price?”
Are you buying a new vehicle, or are you factory ordering a car? Great, ask to see the invoice price. Having the dealer’s invoice will give you much more information that you can use during your negotiations. In fact, this is one of the most important phrases you should say to a car salesman. When you know the dealer’s invoice price, you’ll be able to propose a fair deal with a fair amount of markup.
More on how to get the dealer to give you their invoice here: https://joinyaa.com/guides/dealer-invoice/
“I’ll Come Back Later”
There’s nothing that a salesperson wants to hear less than this phrase. They want to sell you a car today, not tomorrow. Most salespeople know that if you leave the lot, you might not return. They would prefer to keep you there, make you happy, and sell you a car. However, if you aren’t reaching the right numbers in your agreement, it might be time to leave.
You deserve to be treated properly and to get a fair deal on your vehicle. That’s why this is our top suggestion for buyer negotiation phrases: It gives you a chance to stand up for yourself and retain control of the negotiations.
Use our step-by-step car buying guide
Do you want to learn more about how to negotiate with a car salesman like a pro? We created our step-by-step car buying guide to coach you through the phases of buying a vehicle like a pro. Check it out here!