Price Haggling at a Dealership

My wife and I are going to look at a used Ford Flex this afternoon. I have only bought 1 car from a dealership which was over 6 years ago (we just paid it off, woohoo!).

Anyone have any advice for dealing with price negotiations? I'm the first to admit that I am not a haggler, lol. I know my number, and I know their number, that's about it. I am not looking to screw anyone, but at the same time I am looking for the best possible deal. We would need financing... so I guess that really limits my options?

Thanks!

 

The more cash you have to put down will aid the turky talk...If you know what your limit is...Stick to it...You just gotta beat up the dealer on the price...They allways have some room to move on the money. Youy just have to find their limit...Good luck!!
It never hurts to walk away either if the dealer wont move.Walked out on the dealer on my mustang...Called me the next day with a lower price...

 

Thanks for the advice!
We can put down $2000 (the car is listed as $21,900 if that helps).
But I know that I am going to be paying close to $1300 just in taxes, titling and registration fees.
I would like to get the entire out-the-door price down to $20,000. Is that unreasonable?

 

I would say yes. I might try and ask a very low price. Below what you are willing to do. Let them budge. What I have heard is that a sale is a sale to them. Mostly about turnaround even if it's only a few dollars gained.
One thing I learned is look the vehicle over real good and have them adress any flaws or upgrades before you take delivery. Make sure everything works. Defrosters etc.. READ and UNDERSTAND the paperwork concerning any warranty or offers like oil changes. I purchased a vehicle once that came with oil changes for life and when I went in for the first one they heehawed around for a couple of hours before someone came out to tell me they never heard of that and couldn't do it and would do this one but that was it. More to this story but it's too long.
If they will do it you want to look at the brakes and shake the wheels on their lift. Spin the tires and look for any nails or bad tires.. Trust me, I been there.

 

Once you look everything over and have a list of things that the vehicle needs then you will be able to give a figure your more comfortable with as is or with them correcting stuff.. BUT the main thing is get it all in writeing and look them straight in the eye about any warranties or oil change offers and have them acknoledge it. Might even have them initial areas of the contract also.

 

They are friendly to make the sale. Once done they don't owe you anything but what is agreed and even then they will push to get out of whatever costs them. I know first hand. Maybe not all dealerships are this way but 20K is alot of cash and the safety and maintenance of the vehicle is up to you once you take possession.

 

Thanks for input, Gene!

The CarFax report says it has a the 36k mi, 36mo standard warranty. But it also says it has a 60k mi 60mo drivetrain warranty. I will verify this in person.

And the oil change thing I am not too worried about, we do all of our own vehicle maintenance. I would only take it to a dealer for warranty related work.

I never thought of asking to put it up on a lift... that seems so weird to me, haha. I think I may ask to do just that!

 

Google a nearby dealership, print a map for it and leave it on the passenger seat. They'll see it. Let them think you're on your way to look at another car when you leave there. They'll do a lot to keep you from leaving.

Shop for lending rates too. That can save a bundle.

 

That is great! I might just do that. We are thinking of trading in my wife's car, so when he looks it over, it would definitely get spotted.

 

I do not trust those written reports period. They gave me one and it said 80% remaining on the brakes and nothing wrong with suspension/steering or tires. Had a blow out on the way home from the dealer. Took the car into Pep Boys where I was working to get the tires replaced. Found it had maybe 10% brakes remaining and an outter tie rod end about to fall out of socket. The tint needed replacing so they had agreed to replace it and the cracked front windshield. They did the tint. They scraped part of the defroster grid while they did it also. Ruined the back glass. They refused to to any glass once we took possession. They are ruthless!!

 

That sounds terrible. I will be sure to eyeball everything... twice.

 

I have grown to feel that I personally will not be rushed or pushed into any deal I am not 100% comfortable with. I don't think I would make a $20K decision in a day.. If you start feeling shakey or over whelmed you need to step back and relax. Might even tell them you'll be back tomorrow.. My red flag about this is your giving them 4 wheels and taking four wheels with a payment. Don't feel weird about wanting to lift the vehicle. They are gonna lift yours..

 

#1 rule .. be willing to WALK AWAY .. make sure SalesGuy knows you are Willing to WALK AWAY and not buy a car.

You have anyway of getting XPLAN pricing? Makes life much easier. Decide before you go in whether you want to take Ford Rebates or Ford low interest or no interest Financing. Usually you can only take one or the other. Also .. if you order a Brochure online you will generally get a $750 coupon. Here is the deal I got on my 2012 Mustang a few of Months ago.

$300 below invoice + $1,000 rebate + $750 Coupon + 0% for 60 months.

I was at dealer for over 2 hours .. I got up to leave at least twice .. we finally came to agreement and I ordered the car .. yes ... this was on a custom order .. you should do even better with one on the lot. I also did not tell him I had $750 coupon so he would not try to mix that into the deal. I whipped out the $750 coupon when I picked up the car 8 weeks later.

 

Thanks for the info, Dan.

I don't think I can get XPLAN, seems that is only a Ford employee/retiree thing? And on a used car, I don't think those kind of incentive deals apply. I will definitely ask though. I wonder if they give veteran discounts?

And yes, we are totally OK with walking away.

For our area right now, we should be looking at anywhere from 2.0% to 4.9% for financing. And I know what my bank will give me, but maybe he can beat it.

By the way, that is one sexy Mustang!

 

Study the car values on www.kbb.com and www.nadaguides.com

The dealer is likely into the vehicle at the lower end of the price range.