Wheeler Dealers host Mike Brewer urged viewers to stay cautious when buying their next motor as a slip-up could cost buyers hundreds.
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While shopping for a new car, Mike advised buyers not to offer a “stupidly low price” to the dealer as it likely wouldn’t change the deal.
Car dealers generally have a range for which they aim to sell the motors.
And offering a significantly low price can prove to be the “kiss of death” and insult your dealer, ruining your car deal even before it starts.
However, Mike also warned against giving up on the negotiating position by raving about how much you love the car that’s being offered.
According to the expert, if a dealer knows you are completely dead set on a particular motor, they will try and do their best to charge you the most and maximise their profits.
Mike admitted he was guilty of making the same mistake and can tell you from experience that it won’t help you get any discounts.
Hence it is best to stick to the middle ground and try to have healthy negotiations.
Mike also warned car buyers against going into a dealership without knowing what their budget is.
He likened the error to going into a supermarket and filling up your trolley without knowing whether or not you can afford all the items.
The expert suggested that shopping without a budget could end up with a dealer trying to sell you a high-end vehicle that you can’t necessarily afford, which just wastes everybody’s time.
Key questions to be wary of
EXPECT to be asked these questions by car salespeople while trying to purchase a car, and be wary of how you answer.
- What payment are you expecting and what is your current car payment?
- What did other dealerships quote you?
- What colour car would you prefer?
- What features must your dream car have?
- What are you expecting or have you been offered for your trade-in?
- What can I do to get you to buy today?
Thirdly, Mike advised that one should never use the dreaded phrase: “I can find that car cheaper elsewhere.”
According to Mike, all you will get in response is told to go and buy the supposed cheaper car rather than the dealer you are with knocking any money off.
Fourthly, Mike said: “Don’t moan if the dealer offers you less than you expected for your part exchange.
“The dealer has to take the risk and gamble on the part exchange.
“Don’t be insulted if it’s a little bit less than you might get privately or through retail.”
And finally, never ask if a car is “genuine” in terms of mileage or if the odometer has been tampered with.
No reputable dealer will do this and if the mileage can’t be verified they are legally required to put a sticker stating as much on the dashboard.
You can also check the car’s MOT history for free online at gov.uk.
Just search “DVLA registration check” and you can put in the plate number and access the full history, including the mileage at each test.
Meanwhile, former car salesman and father of three Mike Rumpl has also shared helpful advice for car buyers.
Mike, whose job today is to negotiate “great” car deals for his clients, said knowing how to answer dealers’ questions will help buyers “stay in control”.
He said: “Remember, in any negotiation, the person who speaks the most loses.
“Knowing what to expect and how to handle it could save you thousands!”
See below a list of areas to remain tight-lipped about when negotiating with car dealers.
Quotes from other dealers
Dealers might ask you to send them the quotes you’ve received from other dealers but don’t fall into the trap.
Mike said to tell them that you’d prefer to know the best they can do upfront, and you could add: “I’m not going to share your quote with another dealership so they can beat you by ten dollars. I’m sure you can appreciate that.”
It is important not to tell dealers about the prices you have been quoted from other dealers until you know the car you want.
What your dream car looks like
Tell the dealer you don’t have a preference when it comes to car colour, as if they discover that they are the only dealer who has the colour in stock, they will have the upper hand.
Mike said you should know what vehicle you want to see before ever entering a dealership.
Then, when you arrive, you can tell the salesperson that while it isn’t exactly the colour you’re after, you’ll consider it if the deal is right.
The same goes for features you’d like your car to have; you don’t want to give dealers information they can use against you.
It is also crucial you keep your composure during test drives, even if you love the car.