NEVER Answer These Questions When Buying a Car | Former Dealer Shares Car Buying Tips

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Everything you need to know about the Out-the-door Price

CarEdge Podcast: Daily News You Can Use

Ray and Zach explain why certain car dealer questions should not be answered in the way you may think. Be prepared when buying a car by understanding exactly how to respond to certain questions to ensure you're leveling the playing field.

[GeorgeMandry]

My response - "Payment will be determined by the price, so let's get to that." I'll tell a salesperson twice max that I want the OTD price - if they keep going back to other subjects, I get up and walk out. It definitely gets their attention, and they either get to the numbers or I'm gone.

[Dginny]

1 do you have a monthly budget - out the door price
2 how much cash are you putting down - out the door number again
3 do you have a trade in - haven’t decided, concentrated on out the door number, again..
4 what loan term are you comfortable with - know what you’re approved for
5 would you finance through us - need a better rate than currently
6 protection menu - can I see a break down for each item (base payment)
7 pre payment penalties

[Zindo.Majesty.HisMajesty]

After watching you two I fixed my old cars and saved thousands.

[BlindIo]

This is why I negotiate by email.

"I'm looking for Brand Model with XYZ options in red or blue. Please send me your best out the door price."

Send that to every dealer within a 5 hour drive, pick the one I like, ask for paperwork, and send a deposit to hold the car. By the time I show up its just "sign here" and turn down the usuall dealer fluff, then drive home. Total time in the dealer 30-45 minutes.

I have had dealers follow up womdering why I didnt buy the car "Another dealer beat your price."
"You should have given us a chance to beat them!"
"I asked for your best price, you didn't send it, so I went with the dealer that did."

[brendongreve]

Went in to buy my last daily driver, a 2020 Hyundai Accent, with these kinds of tips in mind. I'd already gotten the vin of the car I wanted, I'd already been pre-approved by the credit union holding my previous car loan, and I'd already gotten an OTD price from a salesman over the phone. After I arrived the salesman almost botched the deal when I told him I was pre-approved somewhere else. He actually said "You didn't tell us you already had approval before we started discussions." Yeah exactly, I didn't mention it for a reason lol. He left the room frustrated, acting as though this was a possible deal breaker and I was ready to leave the dealership. The sales manager then had to come in and save the deal by mentioning that the dealership maybe able to get me a better rate, which to their credit they did actually accomplish. I'm assuming the obviously inexperienced salesman learned something that day. When the salesman acted like I'd 'hidden' something from the dealership it offended me and I almost left. Don't let the dealerships ever make you feel like your buying tactics are somehow underhanded, they are more than happy to use underhanded tactics to take your money.

[grailguns]

Purchasing a Toyota I found the one I wanted and knew what I wanted to pay, not a lowball number. Salesman came back and said here are the numbers you need to make an offer. I told him to give me their number and I would buy the truck. He danced around and the third time I requested a number and didn’t get a reply I walked out. I called the next dealer and explained what happened. They said here is the number. I bought that truck. A good salesman will listen to the customer. If they don’t listen move on…

[Don_Fisher]

As someone who sells cars, this is great info. Absolutely nothing wrong with a client being educated and having a reasonable expectation of what to expect. If a customer comes in prepped like this, and aren’t playing a bunch of games- it puts the salesperson at ease to move through the deal quickly and efficiently. It’s embarrassing to me how some dealers play games with people. It shouldn’t be difficult and stressful to buy a car. It should be fun!

[ImOnAJourney]

I just go in - totally prepared on the exact vehicle I’m planning to buy - and tell them what I’m willing to pay out the door with my checkbook and pen in hand. If they start hemming and hawing, I say, “See ya when you’re ready!”, and I walk out the door. Works every time! Dad taught me well!

[jasonhoffman]

I worked at a dealership where we showed the OTD, finance options, and lease options on new cars. I don't understand why everyone doesn't do that. Literally makes it easier for all parties involved

[SHANDI]

1. Sell your car separately 2. Get the out the door price, don’t tell them what you are willing to pay per month 3. Finance on your own through your own bank 4. Call your insurance company to see what the insurance price may be. When you do these things, they squirm because they know you’re educated. Yes, ask for a breakdown and what was the base payment.

[rafaykhan]

I pulled a deal I never dreamt of pulling if I hadn’t learned this treasure that you guys are spreading. Much appreciate and God bless you father and son.

[lawman]

This is really quite good.
The last new car I bought was in 2005. I bought an Acura TSX which had one option.
So I called the only dealer in town and asked for an out the door price.
I told the salesman I would buy the car for the best out the door price and I was willing to travel all over the southwest to pick it up. So please give it your best shot, first time.
I got a price and then called five other dealers in the southwest.
Then I emailed the low quote to the salesman and asked if he could do any better.

He did. Picked up the car two days later. Credit union finance.

[HEHE-dxog]

I purchased a new truck a couple of years ago. I did not talk money till I was in financing. Once I got the the out the door price we went to financing. When asked how I was paying I said CASH! The look on his face was priceless. He said I did not see that coming. I said I know. He said he could not take cash. I said no problem. My bank was 2 miles away. My wife drove to the bank with the cash and came back with a cashiers check. He was not happy. They were used to having complete control over financing. They did not like losing that control.

[loudawg]

Great advice! Great video! I recently went to a Hyundai dealer less than a half mile from my house to purchase a new hybrid. I had an OTD cash price already in mind and told the sales rep that's what I wanted to pay. He laughed and said if I could get that price OTD, definitely buy it from that dealer and come back to tell him so he could get the hybrid for that price. Well, I purchased the hybrid from a Hyundai dealer seven miles away for my asking price. Now, I refuse to get my service done at the dealership near my house and I tell all my friends and co-workers to avoid that dealership. I am staying loyal to the dealership that was willing to work with me.

[campbellmarty]

I have NEVER discussed a car payment with ANY salesman!!! They hate me at a car lot! My first gesture while shaking hands is.. HI… I’m already pre approved for my budget!!. So how much out the door is THAT vehicle!!!. They literally don’t even wanna talk anymore!!!. Y’all are exactly right on this!!!☝️🤣🤣🤣

[postive-vibes]

Shaking my head at myself. I've always gone in focused on the monthly payment (because I am concerned about the monthly payment amount!), so I'm glad I've been watching your videos about OTD pricing, etc. Stay strong and focused prospective car shoppers! Stand firm.

[taix]

At a Toyota dealership, a salesman tried to sell my parents gap insurance but he lied about what gap insurance was. Make sure you read the contract and any paperwork first before signing anything. And if a salesperson is being pushy or cocky, walk away.

[ClayAdams]

I just want to say THANK YOU guys so much. I’ve been researching for several months in prep to buy a car and found y’all along the way. I watched all your vids and did all my homework. Today was the day to finally go to the dealership and they played the game exactly the way you said they would and I handled it exactly the way you advised. The sales guy was a bit frustrated with me by the end BUT I got the exact car I wanted and got fantastic deal on it with monthly payments LESS than I calculated during my prep. I hope every car buyer uses your advice and drives out happy

[goadfang]

I was in dealer funding at a major sub prime auto lender. Everything presented here is spot on advice and super helpful for people not in the know. I know when i went theough our training i was shocked at how ripped off i was in my own prior purchases and even ran home after work to pull my RICs to see just how many products i bought with my cars, most of which were useless junk or simply add on fees for the convenience of the dealershio faxing in my application.

Bottom line is that almost anything the dealer tries to sell you outside of the actual vehicle is garbage that should never be financed, especially if you are sub prime and not getting an excellent rate. In todays higher interest market it is incredibly stupid financing lifetime oil changes, window etching, floor mats, extended warranties, and even GAP.

Nowadays dealers hate me because I only want to talk price and won't buy anything without wheels attached to it. And if they insist that you pay any of those BS "document fees" you just get up and walk out. If they even let you get to the door I'd be surpised, but if they do they'll still be calling you up within an hour offering to drop it.

[stevencordick]

My wife and I have a system. She haggles and I as a 42 year mechanic check it out. Always works