If you use the average transaction price as a starting point, you’ll probably have a quick negotiation process. Keep working from your lower figure, raising it a little at a time rather than taking the dealer’s counteroffer and hammering it down. If so, tell her what it is, or better yet, show her a printout. Explain that you’re looking for the lowest markup over your bottom price.Īs an alternative, ask if the salesperson is willing to beat a price you got from a legitimate buying service. One gambit you can use is to mention that you have competitive bids in hand from other dealers without disclosing what they are. And be prepared to wait several minutes at each step. Be prepared for the offers to be far higher than your target price. What usually happens after you declare your starting offer is a back-and-forth process while the salesperson submits your bids to the sales manager and returns with counteroffers. Aim for the low end of the transaction price spectrum, available on CR’s car model pages, knowing that you got a fair deal if you match the average transaction price. The invoice price has become far less meaningful and doesn’t reflect the impact of supply and demand-a big consideration in the current market. It sets a target for what others are paying for the vehicle in your area. CR focuses on the actual transaction prices rather than the invoice because we think it’s far more useful. You should base it on the average transaction price for the model and trim level(s) you’re considering. Start the negotiations with your precalculated low offer.
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