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How to Negotiate with Car Salesmen and Get the Best Deal

How to Negotiate with Car Salesmen and Get the Best Deal

    Like lawyers and dentists, few people actually enjoy having to deal with car salesmen.  They’re a necessary evil that often leave consumers with a bad taste in their mouths because of the tactics they employ to get people to purchase a new vehicle.  Coming out of the negotiations with a new car and a great deal on it can happen, if you go about things the right way.

    Secure Financing Ahead of Time

    When you’ve decided that it is time to buy new vehicle, instead of heading straight out to the dealership, visit your local credit union or bank and secure financing in advance.  Car dealers make a lot of their profit on financing deals, and you can save a lot of money by getting your auto loan through a reputable third-party ahead of time.  Once you’ve done this, you’re ready to head out to the dealership and take a look at the vehicles, although it is a good idea to do some research in advance and figure out which ones you might be interested in.

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    Go In Well-Rested

    You’ll want to make sure you’re well-rested on the day that you go to pick out your new car.  Don’t go when you’re rushed or overtired, or after a long day at work.  You need to be 100% there mentally if you want to come out of it with the best deal possible.

    Ask to See the Invoice

    Once you’ve found the car you’d like to purchase and the dealer takes you into his office or cubicle to begin the wheeling and dealing, ask to see the invoice.  This will tell you all kinds of information about the car, but most importantly, how much the dealership paid for it.  Keep that figure in mind as you negotiate what you’re willing to pay.  Sure, they’re going to make a profit, but knowing that number can help you lead negotiations in the direction of minimizing their profit and lowering your overall cost.

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    Just Say “NO”.

    The first thing that you need to know when it comes to negotiating the price of the vehicle you’re interested in purchasing is that “NO” is your best weapon.  Arm yourself and be prepared to use it, possibly even multiple times. Don’t let them strong-arm you or sweet talk you into something that you would not be comfortable with. Take a cue from my 18-month-old toddler and say it like you mean it (head shake optional).

    Let Them Come at You With an Offer

    The dealer will ask you some basic information about yourself, such as your name, address, and so on.  Answer honestly.  Most will start off the price negotiations by asking you how much you’d like to pay per month.  An appropriate answer to this question that will throw them off their game is “I’d like to pay zero.”  You might get a chuckle or a “wouldn’t we all” type comment before the salesman resumes his attempts to get you to provide him with a magic number that you’d be willing to pay them each month for the privledge of driving the vehicle of your choice.  They might ask you what you are paying now.  If your car is paid off, answer “Zero.”  If you are still making payments, give them an honest answer. Do not make the mistake of giving them a price you’d be willing to pay each month.

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    For your best chances at scoring a good deal, make them come at you with an offer.  No salesman would tell you that the amount per month you’re willing to pay is a lot higher than the deal that you could possible walk away with.  Car salesman get a minimal salary for hanging out at the dealership, but can make their riches in the commission they earn by selling cars. Their goal is to maximize their commission and the profit for the dealership. Your goal is to minimize their commission and the profit they make to get the best deal on your new vehicle. Get them to give you a number, and when they do, it’s time to begin negotiating.


      Bring an Extra Set of Keys

      If you will be trading in a vehicle to help offset the cost of the new one, don’t leave home without taking two sets of keys with you.  One tactic that dealers try to employ during the negotiations process is to look at your car and then kidnap your keys.  If you bring along second key they can’t hold you hostage.  Just make sure to give them the key that is a cheap copy, not one with a fancy key-fob or remote.  The idea is, if negotiations go sour and they try to hold you captive while hanging on to your keys, you can walk right out the door without having to worry about getting the key back.  They’re not expecting this, and will chase after you with promises of a better deal.

      Inform the Salesman That You Already Have Financing & Finalizing the Deal

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      Do not, I repeat, DO NOT inform the salesman in advance that you’ve already secured financing.  Keep this a closely guarded secret until the time is right.  If they know that you already have financing, it will change the way they deal with you.  The time to make the big reveal is once you’ve agreed on the final price of the vehicle.  Your credit union loan or other third-party auto financing will likely have better rates and terms than what the dealer is offering. At this point, pull out your calculator and utilize your financing details to figure out how much you’ll be paying in the end.  More than likely, it will be less than what you would have paid had you used dealer financing.

      Conclusion

      Follow this advice and I guarantee that you’ll walk out of the dealership with not only a new car, but also the satisfaction of knowing that you got the best deal you could have gotten. It feels a lot better than getting screwed out of hundreds or thousands of dollars.

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      Julie McCormick

      Julie McCormick is a writer, and co-owner of The Cleveland Leader, a Technorati Top 1000 site.

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      Last Updated on August 20, 2019

      How to Set Financial Goals and Actually Meet Them

      How to Set Financial Goals and Actually Meet Them

      Finances can push anyone to the point of extreme anxiety and worry. Easier said than done, planning finances is not an egg meant for everyone’s basket. And that’s why most of us are often living pay check to pay check. But did anyone tell you that it is actually not a tough task to meet your financial goals?

      In this article, we will explore ways on how to set financial goals and then actually meet them with ease.

      5 Steps to Set Financial Goals

      Though setting financial goals might seem to be a daunting task but if one has the will and clarity of thought, it is rather easy. Try using these steps:

      1. Be Clear About the Objectives

      Any goal (let alone financial) without a clear objective is nothing more than a pipe dream. And this couldn’t be more true for financial matters.

      It is often said that savings is nothing but deferred consumption. Therefore if you are saving today, then you should be crystal clear about what it is for. It could be anything like kid’s education, retirement, marriage, that dream vacation, fancy car etc.

      Once the objective is clear, put a monetary value to that objective and the time frame. The important point at this step of goal setting is to list all the objectives, however small they may be, that you foresee in the future and put a value to it.

      2. Keep Them Realistic

      It’s good to be an optimistic person but being a pollyanna is not desirable. Similarly, while it might be a good thing to keep your financial goals a bit aggressive, going out of the line will definitely hurt your chances of achieving them.

      It’s important that you keep your goals realistic in nature for it will help you stay the course and keep you motivated throughout the journey.

      3. Account for Inflation

      Ronald Reagan once said – “Inflation is as violent as a mugger, as frightening as an armed robber and as deadly as a hitman”. And this quote sums up the best what inflation could do your financial goals.

      Therefore account for inflation whenever you are putting a monetary value to a financial objective that is far away in the future.

      For example, if one of your financial goal is your son’s college education, which is 15 years hence, then inflation would increase the monetary burden by more than 50% if inflation is mere 3%. So always account for inflation.

      4. Short Term vs Long Term

      Just like every calorie is not the same, the approach towards achieving every financial goal will not be the same. It is important to bifurcate goals in short term and long term.

      As a rule of thumb, any financial goal, which is due in next 3 years should be termed as short term goal. Any longer duration goals are to be classified as long term goals. This bifurcation of goals into short term vs long term will help in choosing the right investment instrument to achieve them.

      More on this later when we talk about how to achieve financial goals.

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      5. To Each to His Own

      The journey of setting financial goals is an individualistic affair i.e. your goals are your own goals and are determined by your want to achieve them. A lot of times we get on the bandwagon of goal setting only to realize later on that it was not meant for us.

      It is important that your goals are actually your goals and not inspired by someone else. Take a hard look at this step at all the goals you’ve set for after this step, you will be on the way to achieve them.

      By now, you would be ready with your financial goals, now it’s time to go all out and achieve them.

      11 Ways to Achieve Your Financial Goals

      Whenever we talk about chasing any financial goal, it is usually a 2 step process –

      • Ensuring healthy savings
      • Making smart investments

      You will need to save enough; and invest those savings wisely so that they grow over a period of time to help you achieve goals. So let’s get down to ensuring healthy savings.

      Ensuring Healthy Savings

      Self realization is the best form of realisation and unless you decide what your current financial position is, you aren’t heading anywhere.

      This is the focal point from where you start your journey of achieving financial goals.

      1. Track Expenses

      The first and the foremost thing to be done is to track your monthly expenses. Use any of the expense tracking mobile apps to record your expenses. Once you start doing it diligently, you would be surprised to see how small expenses add up to a sizeable amount.

      Also categorize those expenses into different bucket so that you know which bucket is eating the most of your pay check. This record keeping will pave the way for cutting down on un-wanted expenses and pump up your savings rate.

      2. Pay Yourself First

      Generally, savings come after all the expenses have been taken care of. This is a classical mistake which almost everyone of us do. We pay ourselves last!

      Ideally, this should be planned upside down. We should be paying ourselves first and then to the world i.e. we should be taking out the planned saving amount first and then manage all the expenses from the rest.

      The best way to actually implement is to put the savings on automatic mode i.e. money flowing automatically into different financial instruments (for example – mutual funds, retirement corpus etc) every month.

      Taking the automatic route will make us lose control of our money and hence will compel us to manage in what’s left with us thereby increasing the savings rate.

      3. Make a Plan and Vow to Stick with It

      Budgeting is the best to get around the uncertainty that financial plans always pose. Decide in advance how spending has to be made.

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      Nowadays, several money management apps and wallets can help you do this automatically. It’s easy and who knows, you may just end up doing what people fail to do.

      At first, you may not be able to stick to your plans completely but don’t let that become a reason why you stop budgeting entirely.

      Make use of technology solutions you like. Explore options and alternatives that let you make use of the available wallet options and choose the one that suits you the most. In time, you will get accustomed to making use of these solutions.

      You will find that they make it simpler for you to follow your plan, which would have been difficult otherwise.

      4. Rise Again Even If You Fall

      Let’s be realistic. It’s not like the world will come to an end if you made one mistake. This isn’t called leniency but discipline.

      If you fail to meet your budget for a month, don’t give up the entire effort just like that. Instead, start again.

      Remember that flexible plans are the most realistic plans. So go forward and try to follow your financial goals as planned but if for some reason, the plan gets out of hand for you, do not give up on it just yet. This has a lot to do with your psychology rather than any material commitment.

      All you have to do is to stay on the road and vow to stay on it, no matter how much you fall down.

      5. Make Savings a Habit and Not a Goal

      In the book Nudge, authors Richard Thaler and Cass Sunstein advocate that in order to achieve any goal, it should be broken down into habits since habits are more intuitive for people to adapt to.

      Make Savings a habit rather than a goal. While it might seem to be counter intuitive to many but there are some deft ways of doing it. For example:

      Always eat out (if at all) during weekdays rather than weekends. Usually weekends are expensive. Make it a habit and you would in turn be saving a great deal.

      If you are travelling buff, try to travel during off season. Your outlay will be much less.

      If you go out for shopping, always look out for coupons and see where can you get the best deal.

      So the key point is to imbibe the action that results in savings rather than on the savings itself, which is the outcome. Focusing on the outcome will bring out the feeling of sacrifice which will be harder to sustain over a period of time.

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      6. Talk About It

      Sticking to the saving schedule (to achieve financial goals) is not an easy journey. There will be many distractions from those who are not aligned with your mission. And it would be rather easy to lose the grip over your discipline.

      Therefore in order to stay the course, it is advisable that you keep yourself surrounded with people who are also on the same bandwagon. Daily discussions with them will keep you motivated to move forward.

      7. Maintain a Journal

      For some people, writing helps a great deal in making sure that they achieve what they plan.

      So if you are one of them, maintain a proper journal, where you write down your goals and also jot down the extent to which you managed to meet them. This will help you in reviewing how far you have come and which goals you have met.

      Use this journal to write down all essential points such as your short term, mid term and long term goals, your current sources of income, your regular expenses which you are aware of and any committed expenses which are of recurring nature.

      When you have a written commitment on paper, you are going to feel more energised to follow the plan and stick to it. Moreover, it is going to be a lot more easier for you to follow you and track your progress.

      At this point, you should be ready with your financial goals and would be doing brilliantly with savings; now it’s time to talk about the big daddy – Investments.

      Making Smart Investments

      Savings by themselves don’t take anyone too far. However savings when invested wisely can do wonders and we are at that stage where we will talk about making smart investments.

      8. Consult a Financial Advisor

      Investments doesn’t come naturally to most of us therefore rather than dabbling with it ourselves, it is wise to consult a financial advisor.

      Talk to him/her about your financial goals and savings and then seek advice for the best investment instruments to achieve your goals.

      9. Choose Your Investment Instrument Wisely

      Though your financial advisor will suggest the best investment instruments, it doesn’t hurt to know a bit about them.

      Just like “no one is born a criminal”, no investment instrument is bad or good. It is the application of that instrument that makes all the difference.

      Do you remember we talked about bifurcating financial goals in short term and long term?

      It is here where that classification will help.

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      So as a general rule, for all your short term financial goals, choose an investment instrument that has debt nature for example fixed deposits, debt mutual funds etc. The reason for going for debt instruments is that chances of capital loss is less as compared to equity instruments.

      10. Compounding Is the Eighth Wonder

      Einstein once remarked about compounding,

      Compound Interest is the eighth wonder of the world. He who understands it, earns it… He who doesn’t… Pays it.

      So make friends with this wonder kid. And sooner you become friends with it, quicker you will reach closer to your financial goals.

      Start investing early so that time is on your side to help you bear the fruits of compounding.

      11. Measure, Measure, Measure

      All of us do good when it comes to earning more per month but fail miserably when it comes to measuring the investments; taking stock of how our investments are doing.

      If there is one single step where everything (so far) can go wrong, it is at this step – Measuring the Progress.

      If we don’t measure the progress timely, then we would be shooting in the dark. We wouldn’t know if our saving rate is appropriate or not; whether financial advisor is doing a decent job; whether we are moving closer to our target or not.

      Do measure everything. If you can’t measure it all yourself, ask your financial advisor to do it for you. But do it!

      The Bottom Line

      This completes the list of tips for you to set financial goals and actually achieve them with not so great difficulty.

      As you can see, all it requires is discipline. But guess that’s the most difficult part!

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      Featured photo credit: rawpixel via unsplash.com

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