Do the Numbers: Beating Salesmen at Their Own Game

When you step into a car dealership, you should bear in mind that you will be facing a champion of negotiation—the car salesman. There are, however, several things you should remember during the negotiations phase. Ignore the sticker price, or the price the manufacturer set as the retail price of the car. You should aim for something higher than the invoice price, but lower than the price on the sticker.

This is what is called the negotiating zone, or the point of potential agreement between you and the car dealer. Knowing this will give you the edge in negotiations because it tells the car dealer that you are knowledgeable and are yourself an expert. To be able to do this, all you need to do is a little research.

Negotiate for an amount between the sticker price and the invoice price. Start by putting pressure on the dealer by offering an amount in between those two extremes. Remember to give them enough leeway to make a profit on the sale.

Keep in mind that the car salesmen working for a Burlington Mercedes dealership make their living from making sales. That does not mean, however, that you need to pay exorbitant prices just to buy a car. By making sure your offer gives them a margin of profit, you give them incentive to say yes to your offer.

If you can’t come to an agreement with the dealer in a particular dealership Burlington has lots more—find the one who’s willing to negotiate with you. If you do your homework well, you’ll eventually find a deal on the car you want. Make sure to get quotes from several dealers in order to compare prices. Find the dealership offering the lowest price on the model you want and work your way from there.

In looking to close a deal on a Mercedes Benz Burlington car salesmen will try to get you to close a deal with them. The biggest blow to the sales agent’s offer is to use numbers against them; turn it around on them and, armed with the data you researched, tell them how much they’re going to make on the sale of a single car.