How to talk to a car salesman

Before you set foot on a car lot, take time to do your research first. Know what you want and how much it costs. Remember that knowledge is power.

Start with research

• Arm yourself with information, either from the company website or vehicle review sites.


• Use your research tools to nail down what kind of vehicle you want, including options.


• Familiarize yourself with the cost, not just the MSRP (manufacturer's suggested retail price). Find pricing information via edmunds.com, bluebook.com or cars.com.


• Know the current credit rating. Find quotes at BankRate.com.

Call the dealership

• Discern the availability of what you want.


• Try to nail down a price if possible.


• Calling ahead for pricing should help prevent you from jumping at the first offer or buying after the test drive.

Get to know your salesman

• Explain what you want.


• Establish your expectations, like what do you want to accomplish in this meeting.


• DO NOT discuss personal financing, trade-in or payments.

Talk price not payment

• Extending monthly payments DOES NOT reduce your cost.

Know your trade-in value

• Negotiate the final price without the trade-in mentioned.


• According to several car buying websites, withholding this information can maximize your trade-in value and reduce the dealer's profit margin, maxmizing your savings.

Be patient

• The ability to walk away is a powerful tool. The dealer works in volume and needs to move cars. Give him more incentive.

Don't be upsold

• Know that the warranties and other add-ons in the final process are 100% profit to the dealer.


• If you have to have any, haggle down as much as 50%.