Buying a new car can be a thrilling experience, but it is also a game of strategy. Dealership salespeople are trained to read your words, body language, and even the tone in your voice. In many cases, what you do not say is just as important as what you do. If you give away too much, you might as well hand over your wallet and keys. Here are ten things that are better left unsaid if you want the best deal possible.
I’m Paying Cash
It feels powerful to announce you are paying in cash, but at a dealership, that can work against you. Dealers often make more profit arranging financing than on the sale itself. If they know there is no financing commission coming their way, they may be less inclined to drop the price. The smart move? Negotiate the car price first, lock it in, and then reveal your payment method. That way, you get the best of both worlds — the lowest price and no financing strings attached.
This Is My First Time Buying a New Car
There is nothing wrong with being a first-time buyer, but you do not need to advertise it. When a salesperson hears that, they know you might not be familiar with negotiation tactics, hidden fees, or dealer add-ons. That is when the “paint protection” package and overpriced warranties start appearing in the conversation. Even if you have never bought a new car before, do your research beforehand and present yourself as someone who has done this a dozen times.
I Need a Car Today
Walking in with an urgent timeline is like wearing a sign that says “No need to give me a discount.” If the dealer thinks you are desperate, they know you are unlikely to walk away — and walking away is your biggest bargaining chip. Even if your old car is on its last legs, project calm and give the impression that you have other options lined up. Dealers will be far more willing to work with you if they believe you might buy elsewhere.
I Love This Car
The sparkle in your eye when you see your dream car might as well be a green light for the dealer to hold firm on the price. If they know you are emotionally hooked, they know you will justify paying more. Keep your poker face on. Even if this is the exact car you have wanted since high school, act like you could just as easily walk out and buy something else down the road.
I’m Trading In My Car Before We Negotiate
Talking about your trade-in too early is a classic mistake. Dealers can use the trade-in to manipulate the numbers, making you think you are getting a great deal on one side while taking it back on the other. Negotiate the new car’s price first, get it in writing, and only then bring up your trade. That way, you can evaluate both deals separately without smoke and mirrors.
My Monthly Budget Is…
Sure, you have a monthly payment in mind, but revealing it can be dangerous. A dealer can easily make a number “fit” your budget by stretching the loan term, adding thousands in interest without you realizing it. Instead, negotiate the total out-the-door price first. Once you have that, you can work out financing options that truly suit your budget.
I Need Financing No Matter What
Announcing that you must finance through the dealership is like telling them they have a monopoly on your business. That removes your leverage completely. Even if you do plan to use their financing, start by getting pre-approved through a bank or credit union. This lets you compare offers and push for better terms.
I Have No Idea What My Credit Score Is
Your credit score directly affects your financing options and interest rate. If the dealer knows you have not checked yours, they can present “market rates” that are far higher than what you qualify for. Before you shop, check your score with a free service or your bank so you can confidently challenge anything that does not line up.
I’m Not Sure What I Want
A salesperson’s dream customer is the one who wanders in saying, “I’m open to anything.” Without a clear plan, you will be shown vehicles way outside your needs and budget, often with “must-have” features you never knew existed. Even if you are unsure, have a shortlist of models in mind so you can focus the conversation and avoid being steered toward the priciest option.
My Spouse Will Love This Without Seeing It
Buying a car without all decision-makers present is risky, and salespeople know it. They will push hard for you to commit before “checking in” with your spouse or partner. This often leads to pressure-filled situations where you feel cornered into signing. If your partner needs to approve the purchase, bring them along or be upfront that no decision will be made today.
25 Facts About Car Loans That Most Drivers Don’t Realize
Car loans are one of the most common ways people fund car purchases. Like any other kind of loan, car loans can have certain features that can be regarded as an advantage or a disadvantage to the borrower. Understanding all essential facts about car loans and how they work to ensure that you get the best deal for your financial situation is essential. Here are 25 shocking facts about car loans that most drivers don’t realize:
25 Facts About Car Loans That Most Drivers Don’t Realize
