6 Things You Never Want to Hear at the Car Dealership

By David Muhlbaum

Most of us know there are certain things you’re supposed to do and not do when buying a car, but it can still be a struggle to put those principles into words. For the most part, car-buying remains a tough negotiation. And you’re at a disadvantage: The sales representative does deals every day, and you don’t. He knows what to say; you don’t.

Here are six lines you’re likely to hear from the friendly car salesperson—with our suggested responses, which will keep the conversation going the way you want and lead to the best price you can get.

(Photos courtesy of Thinkstock)

“Is That Your Car Out There? We Can Give You $10K for It, Easy”
Your answer? “Thanks, I may consider that. But that’s separate from how we’re going to price the new car.”

You’ve probably been told not to discuss the value of a trade-in before you settle on a price for the new purchase, but that won’t stop the sales rep from trying. If you’ve done your research, you’ll know what your car’s potential value is. Don’t be lured in by a high offer by the sales rep: He might be willing to exceed your trade-in’s book value, knowing he can make up for that on the purchase price of your new ride.

“Everyone Pays the Vehicle-Preparation Fee. It Makes Sure Your Car Is Ready”
Your answer? “Let me see the invoice, please.”

Legitimate fees are listed on the factory invoice, which the dealer should always share with you. Verifying that the fees on your dealer’s bill of sale are also on the invoice shows you’re paying attention. It’s not the end of the story,

however. Some fees inhabit a gray area—you’ll likely have to pay them, but you might be able to negotiate. An example is the so-called document fee. Some states, such as California, regulate this fee, setting it at a flat $80. Most don’t regulate them at all, and they can run several hundred dollars. In these states, find out what other lots charge; the dealer may reduce its fee to match the local competition. The auto site Edmunds has published a great guide to these fees.

But whatever you do, don’t pay to have the dealer pull plastic off your new car, see if it has oil in it or perform other mundane acts—vehicle-preparation fees, these are often called. The clothing store doesn’t charge you to take the jacket off the hanger, right?

“So, What Do You Feel Comfortable Paying Each Month?”
Your answer? “We can talk about that later. I want to focus on the price you can get me on the car.“