First, and most importantly, know in your heart that the car salesperson wants to rob you blind. Once you realize what you are up against you can stay strong and play the game. I have now done this successfully 4 times in the last 10 years.
I have very little memory of the first car lease we negotiated. I was just happy my spouse agreed to get a car, we had just had a rough Christmas trying to get our 6 month old son in a rented car when the one we had reserved was suddenly unavailable. We had to run across town with our baby in a car seat swinging from our hands to get him to his grandparents for his first Christmas.
I have a little better memory of our second lease. I can tell you that our mistake was to go into the car lot when our lease was up and not shop around first. We took the 1 car they had in stock, they wanted to get their stock moving. We got lucky that year, we ended up not paying extra for a moon roof and a 6 CD changer.
I remember the third car lease. My parents came into the city to watch our son. We were in the dealership for 5 straight hours. I remember the first quote the salesman gave me after I told him I would not pay one penny more than what I had already been paying. It was as if he was a deaf person and heard nothing that I said, his first quote was easily $50 higher than what we were paying. We use half the miles we are allocated so the car company can resell the car we are giving up for a better price due to the reduced mileage and wear and tear. I know what the values are, I do my due diligence. At one point we walked out. I was getting sick and tired of the salesmen continually going to the lease retention manager to get various approvals. This whole process is Bullshit. But dammit, I got my price. Especially since we were not getting a car with a moon roof and a 6 CD changer. That was their mistake the 3 years previous, I was able to negotiate down as we were getting less. STAND FIRM PEOPLE!
Which brings us to last December, our fourth car lease. We went in 3 weeks before our lease was up so we were under no time constraints. Our son had his iPod so he was happy to sit as long as he had to. I said right to the salesman’s face, I was not going to spend 5 hours and I was not going to take any BS from them regarding inflated prices. Trust me I did not hold back. Again, I looked the salesman right in the face and told him I was not going through the 5 hours of Bullshit that I had to go through in previous years. I set the tone.
And we walked out. And we told them we were going to another dealership, and we did. And that company had really crappy prices.
So the following week we went back to the original dealership. I did not ask for my original salesman. What, I should be loyal to someone who is not doing an excellent job for ME? Yes, they are working for me. That has to be your attitude. I signed the papers the last week in December. If they want their numbers in for the end of the month, and also the end of the year, then they are going to have to bend over backwards for me, not me for them.
But, it wasn’t over. I always get Gap insurance and even as we were filling out the final paperwork for the lease the accountant tried to sell us some kind of maintenance package with Gap insurance. Excuse me but, Kiss My Ass. People, do not fall for these ploys! It would have added up to $100 more a month, you do not need this nonsense on a new car, it is new, it better work great for several years!
In closing, do not go into the dealership desperate. Make sure you have a few weeks for your decision, otherwise they will push you into whatever car is in immediate inventory. Don’t be afraid to walk out, don’t be afraid to stand firm on your convictions and price, most importantly, don’t be afraid! This industry seems to be one where they just want to get as much money out of you as possible. If you go into the negotiations knowing this you have a better chance of not getting ripped off. You are in charge, you must keep control of the negotiations! Keep control of the situation!
We lowered our monthly price by $30 on our new lease. I was very proud of myself. Even my spouse was singing my praises, he never does that anymore! This poor car company is screwed in 33 months when I return!
Leave a comment and let me know what your experience has been when leasing or buying a car!
Mitch, I usually have my husband handle car related issues, we do talk things out privately & do our research before we agree to buy anything. I’m not sure I could handle 5 hours at at a dealership without running into the streets screaming 🙂
YOU are a doll, I loved your RT! thanks!
We would send the salesmen screaming if we went shopping together.
I walk in exactly like you do – but they still come back with a ridiculous first price. And I walk out also. They usually follow me out with a much lower price – but at that pt it’s too late.
Good job Mitch!!
Hehe I knew when I read that first line that I was going to love love love this post, and I did. That is certainly an important thing to remember! Hmmm…. my experience when buying our last car… Well, I wasn’t really much of a game player because I don’t trust myself not to chicken out, soooo I found a comparable car at another dealership and printed the whole shebang out. It was a year newer, less mileage (yes, I’m talking slightly used here), and a considerable amount less money. I just said “Okay, here’s what your competitor offers me on a car I like just as much… what can you do for me?” Ahhhh, and down came the price like magic! ~Katharina
I always bring my mom with me. I last leased a car about 18 months ago and in the end, I am paying $15/month less than what I went in offering. My mom taught me to never fall in love with a car because then they have you!