Negotiating Tips

We cannot emphasize enough how important it is to be prepared when going into the dealership. Make sure to print out our checklist of things we recommend to help your get organized before you buy your next car..

• Present your Autotropolis.com TIP™ (True Internet Price). Print-out and your free dealer quote first. This immediately lets the salesman know you are prepared and want no hassle. It also has you dealing with a dealer you can trust. It also gives you the upper hand in negotiation because you know what they are offering and what profit is fair to pay above invoice.
• Nail down the sales price of the new vehicle. Be clear with the salesperson that you want the lowest possible markup over your starting price. Show him your TIP™ print out and let him know this price is a more than fair price to pay.
• Separate all items that are part of the negotiation. The dealer will want to lump all of the terms together and make it seem like you’re getting a bigger deal then you really are. These are the items you want separated and detailed.

1. The final price of the car you are buying.
2. The discounted amount you’re receiving off the sticker price.
3. The dollar amount of the rebate or factory incentive.
4. The dollar amount for your trade. 

• Have the dealer appraise your vehicle (remember that you are doing well when you receive your vehicle’s properly classified trade-in-value against the sticker price of the vehicle that you are buying. Remember to deduct for reconditioning issues such as cosmetics, previous wrecks/paint repair, tires, cigarette odors and mechanics). TIP: Have your vehicle washed and cleaned thoroughly before appraisal - It could add to your trade in value.
• Don’t be drawn into negotiating a monthly payment figure: This is a common tactic that can often cost you more overall. Don't answer questions like "How much are you looking to pay monthly?" Instead, just simply say that you would like to negotiate the sales price of a vehicle and that.
• Don't be afraid of giving a deposit on the vehicle with your offer. This will make your offer seem very serious.
• If a customer incentive or rebate is available, you may have a choice of cash or special low financing terms. You'll need to evaluate (check out our Rebate vs Low Interest Payment Calculator) your other financing options before making a final decision.
• Whether or not a rebate is available, ask the dealer about financing terms. Manufacturers sometimes offer below-market loans. Always compare the dealer's terms to those offered by a bank or credit union.
• Be flexible. Sometimes a vehicle in another color that has been on the lot for a while or has a few miles on it can save you more money.
• Remember, you’re in charge. You always have the option to get up and walk out.

When you first pull into the dealership that is not recommended by Autotropolis.com, it can be intimidating and more work than necessary.  We help you know what your marketplace says the vehicle is worth. You can expect to pay very close to that amount and sometimes less at one of our affiliate dealerships. Be confident because you have already done your research online, have a competing dealer price quote, and have a printed out your TIP (True Internet Price). 

Remember you can have a great relationship with your dealership if you walk in educated and with good intention. The salesperson you meet thru Autotropolis.com may become your family car-guy for years to come!