6 Questions You Should Never Ask at a Car Dealership
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Going toe to toe with a car salesperson can feel like you’re about to test-drive both your patience and your budgetary constraints. Car purchases should be a pretty straightforward process, but there is more nuance to the art of the deal with it comes to buying cars, trucks and SUVs.
Walking into a car dealership can feel like entering a chess game where every move counts and a good salesperson will dangle preapproval for reasonable car loans or car payments before you can even see the full board. While it’s important to ask questions that will help you make an informed decision, some questions could tip the scale out of your favor.
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Before you dive into these “never asks” when car buying, first it’s good to know what to never say to sales staff. Here are a few key takeaways:
“I don’t know much about cars”: This may tell the car dealer that you are a novice and could lead them to sell you a car they need to move rather than one that fits your needs.
“My car is on its last legs”: Telling a car salesman this indicates you are in a situation where you have to make a purchase no matter if it’s a good car for you or not. This could also drop any potential car deal that was on the table as they know you need to buy.
“I love this car”: Even if it is a great car, indicating how interested you are in purchasing it could leave you less wiggle room to negotiate the price of the car.
“I don’t know my credit score”: When it comes to car sales, buyers with lower scores might get offered higher interest loan rates than buyers with good credit. Don’t count on the dealer to give you the best rates and do your research beforehand.
Now that you know what not to say, it’s time to explore what you should never ask at a car dealership. Here’s a look at the questions you should steer clear of to keep the power in your hands.
It seems like a logical question to ask. Cut through all the sales tactics and get down to the nitty-gritty, right? Well, asking this right off the bat puts you in a position where the salesperson knows you’re looking to haggle before you’ve even started. It can lead to a less flexible negotiation process because the dealer now knows your primary focus is on the price, not the value or the fit of the vehicle to your needs.
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This question might sound like you’re being financially responsible. However, in reality, you’re in a car dealership, not your bank, so full disclosure isn’t necessary.
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Discussing your financial situation or questioning your ability to afford a car could give your salesman too much insight into your financial health. It can lead to a scenario where the dealer might steer you toward financing options that are more beneficial to the dealership than to you.
Always do your budgeting at home and know what you can afford before stepping into the dealership.
Comparing options is great, but showing your cards by mentioning specific other cars you’re considering gives the salesperson insight into your research and preferences. This information can be used to sway your decision-making process, emphasizing the positives of their cars while downplaying any advantages of the competition.
It’s better to keep your options close to your chest and independently research the pros and cons of each vehicle you’re considering. You can play a chess match with your finances, but you don’t need to add in another bias player.
While understanding the down payment is important, asking this question too early in the discussion signals to the dealer that you might not be prepared to make a purchase or that you’re overly concerned about upfront costs.
This can affect the negotiation dynamics, as the dealer might focus on lowering the down payment in exchange for higher monthly payments or a longer loan term, which isn’t always in your best interest.
This is a tricky one. Of course, you want to know the value of your trade-in, but asking this directly can lead to lowball offers. Dealerships make a significant portion of their profits on used cars, so they have an incentive to acquire your trade-in for as little as possible.
Instead of asking them for a value, research your car’s worth ahead of time through trusted online sources and get quotes from multiple dealerships to have a strong negotiating position.
Asking for freebies might seem like a good way to get added value, but it can actually weaken your negotiation stance. It signals to the salesperson that you’re near a decision point, ready to buy if just sweetened a bit more.
Instead of asking for free add-ons, focus on the total price of the vehicle and negotiate the best possible deal. Once you’ve settled on a price, then you can discuss any additional perks or accessories as part of the final agreement.
The bottom line is to remember that knowledge is power, especially at a car dealership. By avoiding these questions, you avoid showing your hand too early and maintain a strong position throughout the negotiation. That way, you’ll drive off the lot not just with a new car, but with the satisfaction of a well-played game.
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