Shopping for a new car should be exciting—not stressful. If you're a new car buyer wondering how to negotiate the best deal, you're not alone. The good news? As someone who works at a dealership, I’m here to pull back the curtain and share insider tips that will help you walk away feeling confident in your purchase—and help us make sure you get into the right vehicle for your needs.
Yes, a win-win is absolutely possible.
1. Do Your Homework Before You Visit the Dealership
One of the best ways to start strong in any negotiation is by coming in prepared. Before stepping onto the lot:
🔍 Research the market value for the car you want (look at Kelley Blue Book or Edmunds).
📋 Compare trim levels and understand which features you really need.
💸 Check current incentives and factory rebates—most dealers will already factor these into your pricing, but it helps to be informed.
➡️ Insider Tip: Customers who know what they want make the process faster and smoother—for everyone. We appreciate that!
2. Be Upfront About Your Budget
It’s okay to let your salesperson know your budget range. We’re not here to stretch it—we’re here to help you find a car that fits it.
🎯 Whether you're looking to stay under $30,000 or want a monthly payment below $450, your salesperson can show you the best options right away without wasting time on cars that don’t match.
➡️ Insider Tip: A good salesperson is your advocate. The more we understand your goals, the better we can help you negotiate a deal that works.
3. Focus on the Total Price—Not Just the Monthly Payment
Yes, monthly payments are important—but don’t forget about the total cost of the vehicle. A low monthly payment can sometimes stretch out over longer terms with more interest.
💡 Always ask for a breakdown of the full out-the-door price, including taxes, fees, and any add-ons you’re considering.
➡️ Insider Tip: Reputable dealers will be transparent and happy to walk you through every line item.
4. Trade-In? Know Its Value Ahead of Time
If you’re trading in a vehicle, make sure you know its approximate value. Sites like CarGurus or KBB can give you a range. Keep in mind, though, that actual trade-in value can vary depending on condition, mileage, and local demand.
💬 Be honest about your trade-in’s condition—it helps us give you the most accurate and fair offer.
➡️ Insider Tip: Sometimes, dealers can offer extra incentives for trade-ins if they need certain inventory. Ask if there are any bonus trade offers available.
5. Understand That Everything is Negotiable (Within Reason)
It’s okay to ask about special discounts, price flexibility, or even service perks like free oil changes. But remember—dealerships work on tight margins, especially with new cars.
🚗 If a car is in high demand or limited supply, there may not be much room to negotiate. On the flip side, end-of-the-month or end-of-year sales events are great times to score a deal.
➡️ Insider Tip: Sometimes it’s not about price, but value. Ask if there are added benefits like extended warranties, complimentary service, or upgraded features that can be included.
6. Be Respectful and Build a Relationship
This one’s big. Negotiating isn’t about “winning”—it’s about finding a solution that works for both sides.
🤝 Buyers who treat their salesperson like a partner often get better service, better offers, and better long-term relationships with their dealership.
➡️ Insider Tip: Many dealerships have loyal customers who return every few years—not necessarily because they got the cheapest price, but because they felt taken care of.
7. Don’t Forget the Test Drive & Final Walkthrough
Before signing, make sure you:
✅ Take a thorough test drive
✅ Inspect the vehicle for any damage
✅ Review the full paperwork (ask questions if anything isn’t clear)
➡️ Insider Tip: A trustworthy salesperson will take their time here—because your satisfaction matters long after the sale.
Final Thoughts: Negotiating Doesn’t Have to Be Intimidating
When you come in informed, open, and respectful, you’re already negotiating like a pro. And as car salespeople, we’re not trying to play games—we genuinely want you to drive away happy, knowing you got the right car at the right price.
So if you’re ready to find your next ride, let’s work together. You bring your research, we’ll bring the options—and we’ll make it happen.
🚗 Have questions or want to schedule a test drive? Visit me today to get started! 🚗
Albert Matthews
(901) 692-3496
Homer Skelton Ford
