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30+ Secret Car-Buying Tips Your Dealer Won’t Tell You

Find out how to get the best value out of your next auto purchase by side-stepping these common car dealer practices.

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istock/Bartek Tomczyk

That car we advertised at the unbelievable price?

It’s a stripped-down model with a manual transmission, no air-conditioning, and crank windows. But we got you in, didn’t we?

Here are some ways you’re wasting money on your car.

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The best time to buy is at the end of the month…

…and it’s best to negotiate the trade-in separately. Negotiate up from the invoice price (what we paid for the car, easy to find on the Web), not down from the sticker price.

These are the most popular car colours in Canada.

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Everybody believes his trade-in is worth more

You’ve got bald tires, chicken bones under the seats, and dust blowing from the vents, but you’re going to tell me your car is in “excellent” condition?

No car owner should be without these essential car tools.

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Here’s how to get a great price with minimal haggling

Call and ask for the Internet manager or fleet manager.

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This is what happens once I’m sitting behind the desk

You’ll feel like I’m in control and may be willing to pay a little more. (We learn this during training.)

Before you buy a car, learn the most unreliable cars in the industry.

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Ever wonder about those ads that promise a minimum $3,000 trade-in value for your clunker?

Those dealerships also pad the sales price to make up for the difference.

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Never pay the VIN-etch fee

It’s a $250 optional add-on that’s almost pure profit for us. At least you’ll be saving money in the long run by buying instead of renting.

Find out what happens to unsold cars.

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iStock/Serhiy Divin

Every spring we have guys who show up and say they’re interested in one of our trucks and want to give it a spin

They think we don’t see the mulch on the floor when they bring it back.

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Notice how many times we go back and forth to our manager?

The loud music, the gongs, and the blaring flat-screen TVs? All are distractions designed to help you lose track of what we’re doing with the deal.

Speaking of distracting, follow these tricks to make yourself stop texting and driving.

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Be careful during your test drive

Plenty of cars get stolen at gunpoint or knifepoint on test-drives.

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iStock/Catherine Lane

We’re making less money on the car than you think

Our profit margin is typically two to four per cent. If you want to save your own cash, try fixing these easy car problems yourself.

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We all get our cars from the same place at roughly the same price

So if one dealer is offering to sell it for $2,000 less, there’s probably a catch.

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If your auto credit score is under 600, expect to get an interest rate over 16 per cent and to put 20 per cent down

If your score is under 550, we may put a tracking device in your car that will shut it off if you don’t make a payment.

You’ll want to take note of these maintenance tips that will extend the life of your car.

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Go in armed and educated

Study the pricing of the car you like and have your financing lined up. If you walk in with nothing, you’re not a customer, you’re a victim. Don’t be a victim when it comes to rental cars, either.

Watch out for these red flags you’re falling for a bad car rental.

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iStock/Vesna Andjic

An older woman who walks in without an appointment, alone, is typically someone we can make a lot of money on

She’s usually uncomfortable with the process and just wants to get it over with.

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iStock/Vesna Andjic

Attractive people sell more cars

I’ve seen some incredible deals go down because the only thing the customer was paying attention to was the salesman paying attention to her.

Don’t be tricked by good looks—or these ridiculous car myths.

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When you bring in your friend or your father to negotiate for you, we call him “the quarterback”

Just know that he’s often as clueless about the process as you are.

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If you want to test drive a bunch of models or need a lot of information…

Don’t pull in on a weekend without an appointment. Come by on a Tuesday or Wednesday.

Learn why cars have gas tanks on different sides.

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Don’t believe all the stories you’ve heard about sleazy car dealers

Plenty of us are honest folks frustrated by the guys who give the rest of us a bad name.

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Once you’ve agreed on a price, you think you’re done, but we’re just getting started

Worn out and ready to go home, you sign document after document. Then you wake up the next day, look down, and you signed a contract that had a $1,995 extended warranty that isn’t worth the paper it’s written on. And you’re stuck.

Don’t pull out of the driveway before reviewing our winter driving checklist.

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Canadian dollar billsPhoto: Labrynthe/Shutterstock

Forget the overall cost of the car. Let’s talk about what you want to pay each month

Then I can build in profit generators such as extended warranties and credit insurance, and you won’t even notice.

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Think you’ll get a good deal by coming in at closing time when I’m anxious to get home?

Think again. You should also think twice before you follow behind your friend while you’re driving—it’s more dangerous than you think.

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I’ll promise you just about anything to get you to sign on the dotted line

But if I don’t put it in writing, I may not remember the next day.

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You shouldn’t leave the dealership not knowing how to turn on the windshield wipers

Make us show you everything before you drive away.

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Banks almost never require you to buy a particular warranty or a particular add-on to get the loan

If the finance officer tells you otherwise, ask to speak to someone at the bank.

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iStock/Trevor Smith

Kelley Blue Book and Edmunds all offer guides for car values

We’re the experts who do this every day and can evaluate what a 2008 Honda Accord EX is really worth in our market.

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You accuse us of being the biggest liars in the world, but we like to say “buyers are liars”

You tell us you’re looking for a car for a friend, that you’ve got to run to get to daycare, that you’ve got perfect credit. Right.

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If I ask “Are you here to buy?”

If this question comes up in the first 10 minutes, that’s not a good sign.

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Don’t expect retail for your trade in and wholesale for our car

We have to recondition your trade, advertise it, warranty it and pay interest on the amount we have in the car, then sell it for less than we want after it sits on the lot for months.

Protect your car with these clever anti-theft devices.

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iStock/Bulent Ince

You think I’m pushy?

I’ve had attractive young women raise their eyebrows at me and say, “I’ll do anything to get a better deal. Anything.”

Check out these common car sounds—and what they could mean.

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iStock/Niko Guido

Seven words I hate:

“I have to check with my wife (or husband).”

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Please do the math

You can’t get a $40,000 Tahoe for $250 a month for 72 months! Even at zero per cent, $40,000 divided by 72 months is $555 before tax, title, and license fees. If you want a bargain, try to wait until the end of model year, usually in September or October, when we need to move cars off the lot.

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Sure, I’d be happy to tint your windows, apply rustproofing or paint a pinstripe on your truck

But I’ll probably charge you two or three times the cost of doing it elsewhere. Keeping up with car maintenance is great and all, but it doesn’t mean anything goes in your vehicle.

Check out the things you must do to get your car ready for winter.

Reader's Digest
Originally Published on Reader's Digest