5 Things Not to Say When Buying a Car - NerdWallet (2024)

You test drive a new car and you really like it. The car salesman senses your excitement and casually asks, "What do you think?" The words "I love it!" form in your head, but...

If you say this or any number of other things, you inadvertently reveal information about yourself. Car salespeople are trained to quickly assess you, your taste in cars and your financial profile, industry experts warn. And as they say, what you say can and will be used against you when you get to the negotiating table.

Removing the following statements when youbuy a carcan help you negotiate a better deal.

1. 'I love this car!'

Saying this to a car salesman would "help him out when it comes time to close the sale," says Scot Hall, a former car salesman and now executive vice president of operations for Swapalease, which connects lease holders to car buyers who want to take over a lease contract. . “In any negotiation, you want to be careful about what you say and how you say it.”

As a seller, "you're always looking for commitment," says Robert Crow, who sold Infinitis for more than five years before becoming a real estate agent. Saying you love the car "shows that you are committed to buying the car."

Instead of promising your affection, play it cool. Be noncommittal or indecisive when asked for your opinion. After all, you want the dealer to think that you can take it or leave it. The ability to walk away from a deal will make you a better negotiator.

2. "I need a monthly payment of $350."

This is at the top of Hall's list of banned phrases. Turning a customer into a buyer who pays monthly is the weapon of choice for car salespeople, he says.

“There isn't a dealer who won't say yes to a number you quote,” says Hall, and that way you end up paying more interest. Negotiating the monthly payment "takes the focus away from the price of the car."

A smart financial manager can easily extend the loan term until the monthly payment amount is what you want, Hall says. The best protection against this, he adds, iscome in with a pre-approved loan. It essentially makes you a cash buyer at the dealer, allowing you to only take dealer financing if it's a better deal.

3. 'My lease expires next week.'

Telegraphing that your car's lease is up signals desperation and gives a salesperson reason to increase the pressure, Crow says. “It's like saying, 'I need new wheels or I'll be gone soon,'” he says.

Plus, he adds, it reveals a lot about you: You prefer leasing (which dealers like), and you probably have good credit. It also opens the door to more probing questions designed to elicit even more information, which can provide valuable ammunition for a good salesperson.

4. "I want $10,000 for my loot and I won't take a cent less."

The problem with this is that the dealer may be willing to make a better offer. By speaking first, you have lost. “Let the person you're negotiating with throw out the numbers first,” says Hall. “That's negotiation 101.”

Before you go to the dealer,Check the trade-in value of your carusing an online pricing guide such as Edmunds, Kelley Blue Book or TrueCar. This is just an estimate – each car lot's trade-in prices vary based on local tastes and demand – but you should have an acceptable amount in mind. When negotiating begins, Hall recommends saying, "You guys can go ahead and rate my transaction. Tell me what you think it's worth."

5. "I've been looking everywhere for this color."

“The color is huge,” says Crows. So if a customer finds a rare color on your item, you as a seller know that he or she should buy from you - and pay the price you quoted.

Instead, Crow advises buyers to be flexible and go to the car lot with two color choices in mind. Better yet, check out a dealer's inventory online to confirm they have a car in the color you want before you get there. Then, if you feel like it, Crow says, "just kidding, make them think they're selling you this car" by initially appearing neutral in color.

Information is power

Negotiating a good deal is about gathering information and using it to your advantage, Crow says. This is known among negotiation experts as creating leverage that you can use to pry a big chunk out of the seller's hands. With this in mind, "you definitely don't want to go in and lay all your cards on the table," he says.