DEAL OR NO DEAL
Car expert shares exactly what not to say when buying a new motor – including ‘cheeky’ tip that could save you hundreds
See below your rights for buying a car from a UK dealership
A CAR expert has revealed his top tips for dealing with car dealers, including what not to say when trying to make a purchase.
One "cheeky" word of advice could save you hundreds of pounds.
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Key questions to be wary of
Expect to be asked these questions by car salespeople while trying to purchase a car, and be wary of how you answer.
- What payment are you expecting and what is your current car payment?
- What did other dealerships quote you?
- What colour car would you prefer?
- What features must your dream car have?
- What are you expecting or have you been offered for your trade-in?
- What can I do to get you to buy today?
is a website dedicated to teaching those in the market for a new car how to negotiate "awesome" deals.
Its creator, former car salesman and father of three Mike Rumple, has now shared some helpful advice on what customers absolutely should not say to salespeople while on their buying journey.
Mike, whose job today is to negotiate "great" car deals for his clients, said knowing how to answer dealers' questions will help buyers "stay in control".
He said: "Remember, in any negotiation the person who speaks the most loses.
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"Knowing what to expect and how to handle it could save you thousands!"
See below a list of areas to remain tight-lipped about when negotiating with car dealers.
Loan repayments
When asked by dealers about what kind of payment you're expecting, Mike said the ideal answer is, "I’m not concerned with a payment goal right now. 50$ (£40) per month sounds good (wink)."
He explained it was "OK to be cheeky" and responding in such a way lets the salesperson know that you know why they're asking.
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You should know the payment you want - but keep the answer to yourself.
Dealerships will change financing terms to suit your payment goals, Mike said, which could cost you more in the long run.
It is also best to avoid answering any questions dealers may ask about what your current car payment is, as it is not relevant.
Quotes from other dealers
Dealers might ask you to send them the quotes you've received from other dealers, but don't fall into the trap.
Mike said to tell them that you'd prefer to know the best they can do upfront, and you could add: "I’m not going to share your quote with another dealership so they can beat you by ten dollars. I’m sure you can appreciate that."
It is important not to tell dealers about the prices you have been quoted from other dealers until you know the car you want.
What your dream car looks like
Tell the dealer you don't have a preference when it comes to car colour, as if they discover that they are the only dealer who has the colour in stock, they will have the upper hand.
Mike said you should know what vehicle you want to see before ever entering a dealership.
Then, when you arrive, you can tell the salesperson that while it isn't exactly the colour you're after, you'll consider it if the deal is right.
The same goes for features you'd like your car to have; you don't want to give dealers information they can use against you.
It is also crucial you keep your composure during test drives, even if you love the car.
Trade-in value
While you should know roughly what your current car's trade-in value is, it won't benefit you to share too much detail with dealers.
If you're asked about how much you've been offered, you could say: "All I know is what the bottom line number is with X dealership."
Mike added: "Make sure you’re comparing a vehicle with the same MSRP (Manufacturer's Suggested Retail Price) so that if they check the other dealership they will see you’re not bluffing. Know the exact vehicle you’re comparing it to if they ask."
Your credit
If a dealer tells you they will need to pull a credit report to see what kind of financing you qualify for, Mike suggested telling them to assume excellent credit - if indeed they can.
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He said: "Add that you will use their financing if it benefits you but that you already have a pre-approved offer for financing", as you really should always have a pre-approved offer for financing.
Mike added that, if your credit is "shaky", you should let multiple dealers pull your credit and compare the rates - but be sure to use a payment calculator to check their work and "don't assume anything".
Your rights when buying a car
The Consumer Rights Act 2015 protects you in almost all purchases you make, including of new or second-hand cars from UK dealerships.
Under the Act, you can expect your car to:
- Be of satisfactory quality, taking into account its age and mileage
- Meet the description provided to you before you bought the car, either in the advertisement or in discussions you had prior to sale
- Be fit for purpose, meaning it can safely take you between places
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