Buying a car can be exciting. But overpaying for one? Not so much. Whether you’re buying a new car or a used car, knowing how to negotiate can save you real money. If you want to feel good about your deal, you need to come prepared. These 12 tips for negotiating the best deal on car help you with confidence and avoid common mistakes.
1. Do Your Homework
Know what the car is worth before you even leave the house. Look up prices online using sites like Kelley Blue Book or Edmunds. Compare listings. This helps you spot inflated prices and gives you a solid number to work with during car negotiation.
2. Get Pre-Approved for a Loan
Go to your bank or credit union first. Get pre-approved for an auto loan before you talk to the dealer. This way, you know your budget and won’t be stuck with high-interest dealer financing. If they offer you a better rate later, that’s just a bonus.
3. Don’t Shop in a Hurry
Give yourself time. Don’t buy a car the same day you start looking. Test drive several cars. Visit more than one lot. The more options you have, the more power you have to negotiate. Rushing leads to bad decisions.
4. Know the Best Time to Buy
There’s a right time to buy a car. Dealers often give better deals at the end of the month or year, when they’re trying to meet quotas. Holiday weekends and model year-end sales are also good times to shop.
5. Focus on Total Price, Not Monthly Payments
Don’t get tricked by the “low monthly payment” pitch. Dealers can stretch out your loan to make payments seem smaller, while adding more interest and fees. Instead, negotiate based on the total out-the-door price of the car.
6. Visit Multiple Dealerships
Prices can vary a lot from one dealer to another. Visit at least two or three places. Even if you like the first one, get another quote. You can use it as leverage to get a better deal somewhere else. Cigar City Auto Brokers, for example, welcomes price comparisons and aims to beat them.
7. Leave the Trade-In Out (At First)
If you’re trading in a car, don’t mention it until you’ve locked in the price of the car you’re buying. Dealers often mix numbers to make a deal seem better than it is. Handle the trade-in as a separate deal so things stay clean and simple.
8. Know What Your Trade-In Is Worth
Use sites like NADA and KBB to get your car’s trade-in value. Dealers may offer less than it’s worth. But if you know the fair value, you can stand your ground and ask for more. Also, get quotes from places like CarMax for comparison.
9. Be Ready to Walk Away
This is the strongest move in your toolkit. If you’re not getting a deal you like, leave. Politely say, “I need to think about it.” Often, a better offer comes out right as you walk. If not, you just avoided a bad deal. Win either way.
10. Don’t Get Talked Into Extras You Don’t Need
When you sit down to sign papers, expect the finance office to pitch add-ons: extended warranties, paint protection, VIN etching, gap insurance. Some might be useful. Most are overpriced. Say no unless it’s something you’ve already decided you want.
11. Be Calm and Confident
You don’t have to be pushy. Just be firm and clear. Say what you want, and stick to it. The salesperson is doing their job, and so are you. Keep your cool, ask clear questions, and take your time before agreeing to anything.
12. Get the Deal in Writing
Don’t shake hands and assume it’s done. Ask for everything in writing: the car price, loan rate, trade-in value, fees, and any extras. Read the fine print. If something’s not right, speak up. Don’t sign until everything looks good.
Extra Tips for Buying New vs. Used Cars
New car:
Try to find out the invoice price — that’s what the dealer paid. You may not get that low, but getting close is a win.
Used car:
Ask for the vehicle history report (like Carfax). Get the car checked by a mechanic. Don’t skip this step just to save time.
Read More: Leasing Vs Buying
Watch Out for These Dealer Tricks
Here are a few common tricks to avoid:
- Bait-and-switch: They advertise a great price, but the car is “already sold.”
- Packing extras into payments: The monthly number looks fine, but it includes hidden add-ons.
- Lowball trade-in offer: They tell you your car’s worth less than it is to bump their profit.
Stay alert. Ask questions. Never feel rushed.
FAQs – Tips for Negotiating the Best Deal on Car
When is the best time to negotiate a car deal?
End of the month, quarter, or year. Dealers have sales goals and may be more flexible then.
Should I tell the dealer I’m paying cash?
Not at first. Wait until after you’ve agreed on the price. Some dealers make more money on financing, and knowing you’re paying cash early can reduce your negotiating edge.
How much can I negotiate off a car’s price?
It depends. On new cars, 5–10% off MSRP is common. Used cars often have more wiggle room, especially if they’ve been on the lot a while.
Should I negotiate before or after the test drive?
After. You may find things during the drive that help with negotiation. Plus, it shows you’re serious.
Let Cigar City Auto Brokers Help You Out
At Cigar City Auto Brokers, we don’t play games with pricing. We’re upfront, transparent, and ready to work with your budget. Whether you’re buying a new car or a used one, we aim to give you the deal you deserve — without pressure or nonsense.
Call or stop by today to speak with a real person who will treat you like one.
Wrap-Up
Buying a car doesn’t have to be hard. You don’t need fancy words or insider tricks. You just need to be prepared. Know what the car’s worth, take your time, and be willing to walk. Stick to these 12 simple steps, and you’ll be in a much better spot when it’s time to sign the papers.
If you want a fair deal with zero stress, check out Cigar City Auto Brokers. We’ll help you get behind the wheel without the headache.
