Money
How to negotiate a car price
You’re talking to Vince, a car salesman. The goal: negotiate the out-the-door price (the total), not the monthly payment.
Your first line
Vince starts with “So, what do you think? Beautiful car, right? What kind of monthly payment are we looking for?”
“I’m not shopping by monthly payment. I’m at $19,500 out the door for the Civic, based on similar ones nearby.”
Number first: one out-the-door number moves the talk off monthly payments, where fees and add-ons hide. Then stop talking and let him answer.
What Vince might say, and what to say back
Vince: “That price is already a great deal.”
You: “Maybe, but similar Civics nearby are listed lower. I’m at $19,500 out the door. What would it take to get there?”
Vince: “Those add-ons come on every car.”
You: “Then I’d like them removed, or their cost taken off the price. I’m paying for the car, tax and required fees.”
Vince: “That’s the best we can do.”
You: “I understand. My limit is $20,000 out the door. If that works, I’ll buy today. If not, thanks for your time.”
Two things that trip people up
- Naming a monthly payment you can afford.Only talk out-the-door price. Sort out financing after the price is settled.
- Telling him you love the car.Stay friendly but neutral, and be ready to walk if the number isn’t there.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Vince pushing back like the real person would. Then your coach, Max, fixes your exact words. The move to focus on: Number first.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.