What to do when a car dealer WON'T negotiate with you (from a former car dealer)

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Today Ray and Zach review Jose's car deal for a new Subaru Forester. Ray explains what tactics you can use when a car dealer will not negotiate with you. Zach shares the Market Price Report and goes in depth on how you can gain leverage in negotiations with the dealer.

0:00 Introduction
1:20 Deal Analysis
6:06 Market Price Report
7:47 How to get leverage

[linda]

I went to a dealer a couple days ago without calling first for the OTD price, the guy sat me down to go over numbers and tacked on a $2k "vehicle reconditioning fee". I politely asked for that fee to be removed, he refused. So I said thank you for your time. He replied, "do you really want to leave here without a car after spending 2 hours with me?" I said, yes, and walked out. Called around for OTD prices and details of taxes and fees, spoke with the sales manager at a dealer who didn't try to convince me to come in for the price. They took $1000 off of the sales price, and only charged doc, T&L, and tax. I saved $3000 on that deal for an even better car, got exactly what I wanted.

[oldschoolfunkster]

I had the second in command pushing his numbers to try to sell me a car. Told me he was selling it at invoice price (which is what I wanted). I requested to see the invoice statement. He said "We don't do that. Told him "Then how do I know what you're telling me IS the invoice price" (I already knew invoice beforehand). "You just have to take my word for it". I replied "Well, I don't know you well enough to take your word for it". He responded "Then we shouldn't be doing business".
I looked at him and said "Exactly".
Then proceeded to walk away.
Not a good way to start customer satisfaction.

[CocoKmimi]

I can’t stop watching these videos. It is the father - son interaction that hooked me

[vanguardvaluist]

Last car purchase I had a price $1500 less (exact same car) from a dealer that was one hour further of a drive from my house. I went to the closest dealership and upfront told them the price I needed and how I got that number. I also told them if that wouldn't work that I understood and I would just leave. Didn't want to waste everyone's time. Over an hour later of playing the game I simply walked out and drove to the other dealership and bought the car. 2 extra hours of drive time was worth $1, 500 to me. Frustrating that even if you are completely up front they still insist on wasting everyone's time with the game. The dealer I bought the car off of actually drove it to my house for free by the way and met me at the registry (bought in different state from where I live) which was 90 minutes away!!!

[NoName-ovqi]

"I really want this car" is the death of getting a great deal.

[PsychoHF]

I just realized the intro is inspired by Scotty lol

[michaeld]

First rule: Don't fall in love with the shiny object. It's CAR and there are many like it. If you don't buy at one dealership, go to another. You will find a dealer who will work with you and you can make a deal. It has to be a good deal for both. You don't want to get ripped off and the salesman is entitled to make a living. There is a compromise possible. Have realistic expectations when you begin shopping. Great vids and very informative.

[oldtanker]

I have walked out of a dealer after letting them know I had another truck at a competitor that would work out fine for me. They wanted me to pay asking price, PLUS the installed high dollar security system they put in that was NOT in the ad they put out. I said no twice. The second no was as I was leaving. The sales manager called me 48 hours later and asked if I was interested in the truck. The answer was nope as I purchased a truck the same day, 2 hours after I left their dealership.

[omeletpants]

I used to teach salespeople that you never know when the customer stops negotiating

[peterk]

If they won't give you the out the door price, them YOU go out the door

[scottr]

Control should be the Prime Directive for anyone buying or leasing a vehicle. The simple reality is every car buyer actually has control. The only way the sales staff can assume control is if the buyer relinguishes that control to the dealer.

A new car is a commodity, available at many places. On the flip side the dealer does not know when another buyer will appear to buy the particular vehicle the buyer wants to buy. That gives control to the buyer.

The buyer who loses control loses.

And the buyer must always recognize those dealer fees are FAKE, period.

[justinmccabe]

When a dealer wont negotiate with you the answer is pretty simple. Go somewhere else.

[Rzagski]

Thanks for your videos. I bought a car yesterday. Found a vehicle sitting on a lot for 109 days and saw it was reduced in price several times during the last two months that I’ve been looking. I got a value significantly higher for my trade higher than several other local dealers offered. The vehicle was at a rural location and didn’t fit in the market it was in. After talking to the Sales rep he said some times they sit and sometimes they sell. I basically asked what my trade was worth and what his best price was. The vehicle was 6 hr from where I live and we met half way to do paper work. Based on the local market I got 1500 more for my trade and the vehicle was $2000-4000 lower than in local market .

[Jozabad]

I prefer this type of intro over the "this is a clip that you're going to see and hear again in a minute" style.

[steveg]

Hey guys, my dad was in the car business (Hudson Valley, New York) for years and he and I used to have very similar talks/education sessions just like you two, all the time. You guys really remind me of that. Great service you are providing. I used to take what my dad taught me and help sailors buy cars (I was career Navy).

[RyokiF]

The Scotty reference cracked me up. I can tell Ray thought it was pretty funny too. Thanks for more great info, guys. It was surreal hearing about someone that is in the market for the same car I am right now.

[kbarylski]

Very much enjoying you videos - friendly, engaging, humorous, and highly informative. Thanks!

[althatcher]

Thanks for all the great info. We purchased a new car this year and used your advice to negotiate it. All went well. However, I really could use a shirt!!

[earlpainter]

Very helpful -thanks! I like how you keep adding to the info avail on your site.

[alankjkj]

Once again you two have taught me something. With your help, I am putting together a strategy on how I am going to negotiate with a luxury auto dealership. The advice on how to deal with push back about giving up the OTDP when asked is very helpful. Ray talked about ball caps to go along with the other swag. I think it's a great idea especially if they are embroidered. A tee-shirt I might wear once every 10-14 days a hat I might wear for a week or more.