I've only bought one vehicle from a dealer before. I talked him down a bit, but I think I could have done better. I'm looking to get a 4th Gen 4Runner soon and would prefer to get it from a dealer so I have some recourse if I find problems with it. I'd really appreciate any advice on tactics of how to talk down the price. Thanks!
Need advice on how to talk a dealer price down
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20034RunnerV84x2
New member
Find imperfections, like ripped seats, rust, scratches, dents, worn tires, curb rash on the rims, etc.
NJshadow93
New member
It depends what kind of dealer you're buying from. A used car lot likely bought it at an auction and lists it to make a profit of only $1000-$3000 or so. A Toyota dealership or other big dealerships will likely mark up the price big time, just because of the name. You gotta act like little imperfections really bother you, possibly talk about another truck you saw listed in the area (this is good if you bring someone along such as a friend or family member) just to hint that you have other options and want to make sure you spend money on the right one. But sometimes a dealer can't budge on the price, you just have to know whether or not a price is fair. If it is, good, if not, keep looking. There's always a good one out there waiting to be purchased. Good luck!
20034RunnerV84x2
New member
Give us some links and we will nit pick them. I bought my 03 SR5 V8 with 55k miles for 15,748 and it didn't have a single imperfection, not a single spit of rust, ran smooth as can be, everything like that. I saw it and didn't argue with the price, I had been looking for over a year and it was the cleanest one I found. The only imperfection there was were the center caps on the rims, they are plastic and the paint was gone, but I couldn't argue because a simple can of spray paint fixed it.
Only thing it didn't have was the owners manual but when I buy one CarMax will refund the price.
Keep looking, I looked for a year and 3 months before buying, look at proally over a hundred trucks, drove so many miles, and found a Jem. Don't give up, there are good ones out there!
KidVermicious
New member
Find several similiar used trucks on multiple lots, and play them against eachother. Make them bid for your business.
Know exactly what you want and don't allow anything else to be sold to you unless it is a price you can agree with.
When you zero in on a truck you want, put the specifics into Galves. Take about $500 off that price to get an idea how much the dealer valued the car for. Like was mentioned, the dealers have to make money, and I would guess between 1-3k. That includes costs too (detailing, service).
Another idea is the run the VIN. Among other things, you can see how long the vehicle has been sitting on the lot. A dealer doesn't want to have it sitting around for a long time, so as it approaches 1-3 months, you may be in a better position to negotiate.
When you zero in on a truck you want, put the specifics into Galves. Take about $500 off that price to get an idea how much the dealer valued the car for. Like was mentioned, the dealers have to make money, and I would guess between 1-3k. That includes costs too (detailing, service).
Another idea is the run the VIN. Among other things, you can see how long the vehicle has been sitting on the lot. A dealer doesn't want to have it sitting around for a long time, so as it approaches 1-3 months, you may be in a better position to negotiate.
westwind77
New member
It all depends where the starting price is. If it is way overpriced, sure, you 'should' be able to talk them down a bit, but if it is priced 'right' from the start they are looking for a fast sale and will not haggle knowing it is worth what it is listed for. Then the whole supply and demand aspect comes into play. When I was looking for a used 4th (right before the 5ths came out), I found exactly what I wanted. It was an 08' Limited lower miles, fully loaded, the color I wanted (I did not let them know it was the perfect match). It was way overpriced and they would not deal at all. They acted like they had the only one in the country and if you wanted it you were going to pay their asking price (which if it was fair I would have). Oh well, their loss, I bought a new one from another dealer.
I have 3 dealers in my area...when I saw the 5th released I told them what I was looking for and asked them to call me when ANY model came in so I could take a look. One dealer called with the exact one I wanted, good deal and done. I got a call almost a year later from the other dealer and I just laughed, never heard from the 3rd. So, all depends on how bad they want your $$$>.
I have 3 dealers in my area...when I saw the 5th released I told them what I was looking for and asked them to call me when ANY model came in so I could take a look. One dealer called with the exact one I wanted, good deal and done. I got a call almost a year later from the other dealer and I just laughed, never heard from the 3rd. So, all depends on how bad they want your $$$>.
Javelin
New member
Just be prepapred to walk out.
Say things like "Its Ok" "Not my first choice on color" "Im going to check out some more today"
That will get him sweating. They want to make a deal that day. My truck was listed at 17,000 and I got up and walked out 3 times and he dropped it to 14,000.
Say things like "Its Ok" "Not my first choice on color" "Im going to check out some more today"
That will get him sweating. They want to make a deal that day. My truck was listed at 17,000 and I got up and walked out 3 times and he dropped it to 14,000.
westwind77
New member
Good point, we went to get a new car for my wife a few years ago, the 1st dealer did not give us a 'decent deal' so we drove 30 minutes down the street and they gave us an incredible deal. Jump forward 4 years, wanted to trade in the wife's for the same but a newer year. Went back to the original 1st dealer, they asked us why we purchased from the other last time, we told them 'we don't play games', we want your best price up front (which they did not do last time). Once we leave we don't come back. They came back with a great price and we signed the papers. I think car dealers are learning (i hope) that people will not play games anymore, there are too many options out there and with the internet there is no need to even leave your bed to buy a car. If they want a sale they have to be up front and great on the price at the start.
Why waste your gas and time? Just contact the stealership and find out who the internet sales manager is. Then you negotiate from the comfort of your home. What I do is send the various offers to each other, so they can plainly see the competition.
Desert Fox
New member
There is some good advice here but caution- if you try to reason with a dealer you are going to lose.
Step 1- research what the market for the car is. Use all sources you can like this forum. Ask people what they paid, what is the dealer trade in value from several source, including banks. Know the dealer you are working with- are they a high volume dealer? What does BBB have to say about them.
Step 2- make a decision on what you want to pay for the vehicle
Step 3- have your financing already. Dealers make money on financing so if you use dealer financing make sure there is value in it for you. Most of the time dealer finiancing will cost you money in the deal.
Step 4- Be honest and direct and stick to your position. Do not back down at any point- no weakness. Mr dealer I am prepared to pay you $XXXX for this car. I have my financing ready and we can sign the deal now. If they come back with anythihng different WALK AWAY. Dont try to reason your point, you dont need to.
Summary- know what you want to pay, pay it or walk away, Dont reason with the dealer you will lose.
This is what I have learned over the many years I have been buying cars. I have been very happy with the deals I have made and I have not been upside down on a car following this process.
Step 1- research what the market for the car is. Use all sources you can like this forum. Ask people what they paid, what is the dealer trade in value from several source, including banks. Know the dealer you are working with- are they a high volume dealer? What does BBB have to say about them.
Step 2- make a decision on what you want to pay for the vehicle
Step 3- have your financing already. Dealers make money on financing so if you use dealer financing make sure there is value in it for you. Most of the time dealer finiancing will cost you money in the deal.
Step 4- Be honest and direct and stick to your position. Do not back down at any point- no weakness. Mr dealer I am prepared to pay you $XXXX for this car. I have my financing ready and we can sign the deal now. If they come back with anythihng different WALK AWAY. Dont try to reason your point, you dont need to.
Summary- know what you want to pay, pay it or walk away, Dont reason with the dealer you will lose.
This is what I have learned over the many years I have been buying cars. I have been very happy with the deals I have made and I have not been upside down on a car following this process.
BucknutBob
New member
If the salesperson is a man, have a woman do the negotiating. Seriously. Every time I hear about an outrageous car purchase, it was usually a woman who made the offer. They're the best "devil's advocate", they're not afraid to walk out the door with nothing, and the salesman is more likely to try to make them happy.
jdkilroy
New member
BuckNutBob said" "... they're not afraid to walk out the door with nothing.."
I think Bob and Fox said it in a nutshell; You have to be wiling to walk away. Figure out the price you are willing to pay (out the door) and make your offer. If they jerk you around, walk out, and if was a reasonable offer, you'll probably hear from them.
The other thing you can do is just email them your offer if they will accept offers that way.
Even though we convince ourselves that this is the perfect vehicle; I gotta have this one, there's lots out there and another will come along in short order. If it really is a rare find and they know it, then you're kinda stuck.
I think Bob and Fox said it in a nutshell; You have to be wiling to walk away. Figure out the price you are willing to pay (out the door) and make your offer. If they jerk you around, walk out, and if was a reasonable offer, you'll probably hear from them.
The other thing you can do is just email them your offer if they will accept offers that way.
Even though we convince ourselves that this is the perfect vehicle; I gotta have this one, there's lots out there and another will come along in short order. If it really is a rare find and they know it, then you're kinda stuck.
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flnycus
New member
The best thing i did was when i bought my 4th gen certified @ a Toyota dealer 3 yrs ago. It was my 3rd vehicle purchase ever. I talked to the internet staff abt the vehicle before hand. They actually gave me a price and i printed out the whole conversation.
I then went into the dealer with print outs of similar vehicles from autotrader - all cheaper of course. They first said there's no way i got that price then i showed them the print out which showed the whole conversation, the persons name and the time and date. They couldnt argue. I then showed them the print outs from other dealers for similar 4runners @ cheaper prices and said if you dont give me this one now ill go here and buy this. they came back and agreed to everything. I then whipped out my laptop with my loan calculator on it to prove i was ready to buy right then.
They gave me what i wanted and i was really happy. By the way i went at the end of the month as well and in the evening so that may have helped them reach their targets. so in summary i would say:
1. Go at the end of the month
2. Print out lots of similar cheaper deals from autotrader etc
3. Be prepared to walk out if need be and keep looking.
4. Negotiate as much as you can with the internet sales person!! the same vehicle is priced higher in the showroom than it is on the net.
Good luck!
I then went into the dealer with print outs of similar vehicles from autotrader - all cheaper of course. They first said there's no way i got that price then i showed them the print out which showed the whole conversation, the persons name and the time and date. They couldnt argue. I then showed them the print outs from other dealers for similar 4runners @ cheaper prices and said if you dont give me this one now ill go here and buy this. they came back and agreed to everything. I then whipped out my laptop with my loan calculator on it to prove i was ready to buy right then.
They gave me what i wanted and i was really happy. By the way i went at the end of the month as well and in the evening so that may have helped them reach their targets. so in summary i would say:
1. Go at the end of the month
2. Print out lots of similar cheaper deals from autotrader etc
3. Be prepared to walk out if need be and keep looking.
4. Negotiate as much as you can with the internet sales person!! the same vehicle is priced higher in the showroom than it is on the net.
Good luck!
JustSomeName
New member
May not help talk the price DOWN, but to drive the value up of the purchase, ask them to throw in this or that, OEM spoiler of the car doesn't have it, all weather floor mats, or other random options that the car you're looking doesn't have. it's cheaper for them to throw in these extra pieces if it means that they'll close a deal.
nevada
Senior Member
i got my most recent car purchase for $3000 less than asking.
on top of the rest of these, bring CASH.
figure out a fair offer, and set it the cash IN FRONT OF THEM.
westwind77
New member
Unless the dealer is not reporting the sales tax on the 4R purchased there is NO benefit to bring cash to the table. I doubt a dealer would risk a full audit for something like this. Besides they would rather have you go with their finance department, and if they thought you were going that way, they are more likely going to give you a better price on the 4R knowing they will make it back with the finance deal. So, it is better to let them believe you will finance through them, then pay however you wish after the deal is done. My deal was done, they gave me their rate (high, no surprise), when I went back to do the paperwork I showed them who I was going to finance the balance through and their lower rate, they immediately beat that rate so they would keep the business/loan. Fine with me, money is money, where ever it comes from.
If your only reason for buying from a dealer is "recourse", let me help dismantle that. That may give you more options.
Unless your state specifically spells out what your rights are on a used car sale, you usually have none. Used cars are typically sold "as is", which as it says, means AS IS. If you drive 5 minutes and the engine explodes, you usually have 0 recourse.
There are a few states that may give some 3 day period or something, but not sure. I want to be really clear on this. When you buy a used vehicle, you are 99.9 percent of the time given 0 legal recourse. They only exceptions are these.
1. The car still has the original warranty. This happens with newer used cars. Cars that are only a few years old. Factory warranties are fully transferable and move to the new owner.
2. You get, in writing, a specific warranty from the dealer. IT MUST BE IN WRITING and on the purchase order/seller contract. Some dealers will give you one as an incentive to buy the car, or you can even purchase them.
Unless you have either of these or your state has a specific period (usually 3 or 7 days) you have no legal rights after the sale.
All this is to say, don't knock a private party sale. You will get a better deal and private party usually are owners who know the vehicle and are more honest.
my .02 cents.
Unless your state specifically spells out what your rights are on a used car sale, you usually have none. Used cars are typically sold "as is", which as it says, means AS IS. If you drive 5 minutes and the engine explodes, you usually have 0 recourse.
There are a few states that may give some 3 day period or something, but not sure. I want to be really clear on this. When you buy a used vehicle, you are 99.9 percent of the time given 0 legal recourse. They only exceptions are these.
1. The car still has the original warranty. This happens with newer used cars. Cars that are only a few years old. Factory warranties are fully transferable and move to the new owner.
2. You get, in writing, a specific warranty from the dealer. IT MUST BE IN WRITING and on the purchase order/seller contract. Some dealers will give you one as an incentive to buy the car, or you can even purchase them.
Unless you have either of these or your state has a specific period (usually 3 or 7 days) you have no legal rights after the sale.
All this is to say, don't knock a private party sale. You will get a better deal and private party usually are owners who know the vehicle and are more honest.
my .02 cents.
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