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Secure financing from a bank or credit union before visiting the dealer. This gives you leverage and protects you from overpriced in-house financing.
As a financial guideline, aim for a 20% down payment, a 3-year (36-month) loan term, and total car expenses that are 8% or less of your monthly income. 2. The Negotiation Phase car buying negotiating tips
Use sites like Kelley Blue Book or Edmunds to find the "True Market Value" or average price paid in your area. Secure financing from a bank or credit union
Lead with your research: "I know the market price is $X. I'd like to start there". I'd like to start there"
Negotiate the car's price first, your trade-in value second, and financing last. Combining them allows dealers to shift numbers around to their advantage.
For new cars, a common strategy is to start 2-3% below the market average. For used cars, start roughly $500 above the trade-in value. 3. Closing the Deal
Once you're at the dealership, keep the conversation focused and professional.