10 Insider Tips On Car Sales Negotiations

Having both a background in negotiation training and experience working as a car salesman for a prominent Southern California Acura dealership, I’ve got something of a unique perspective on the world of car sales. Outside of the standard discounts, I’d estimate a swing of about $3,000 dollars on contentiously negotiated sales for new cars priced $30,000 to $50,000 dollars.

Roughly $3,000 dollars is sitting on the table… and how much you take home is 100% dependent on how well you negotiate.

3. Don’t Negotiate Over Monthly Payments

My sales training at the dealership basically consisted of a little tactic called the "four square." It’s designed to get people to negotiate with themselves over how much they can afford to pay each month by diverting their attention away from the total cost of the car. Remember, salespeople make commission on the total deal, not the down payment. So if a smaller monthly payment makes you happy enough to buy—see you again in 10 years!

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