andrewteman.org

I have been thinking a bit lately about buying a new car. Like an actual new new car, not a new used car that is new to me. As most do, I view the car purchasing process as a battle, where the dealer is the enemy, and I am the freedom fighter looking to liberate the vehicle at the lowest possible cost. When the time comes to get serious about buying, I will prepare for battle by researching dealer costs, invoice prices, and basically arming myself with as much information as I can, so that I can go in and get the best deal possible.

One of those sources will no doubt be Edmunds.com, which recently published a fantastic article called “Confessions of A Car Salesman“, which taught me more about the sales process than any TMV calculators and sales tricks articles ever have. This is no short read, so set aside a good 45 minutes to pour through this one, but it is worth it. Everything from the basic “negotiate on the purchase price not the monthly payment” tip, to the more complex “box” routine are covered in great detail. Not to mention, some great tidbits on just the general attitude of the typical pressure salesman at your local car dealer.

Somehow, the earlier sales sheet had gotten “lost” and the numbers they had agreed on were “forgotten.” The price of the minivan and all the extras shot back up and the price of his trade-in took a serious dive. For the next two hours Mr. Park was hammered by every closer in the dealership. I got to watch a variety of styles: impatience, cajoling, begging, threats. Through all this his wife sat by his side clutching their little baby. Mr. Park began complaining that he had a headache and his manner became increasingly angry. At one point he ominously muttered, “Don’t screw with me.”

If you are going to buy a car….ever…read this. Now.