Remember that a dealer rarely rarely RARELY buys the car at invoice, some people THINK they bought the car at invoice or below, but I promise you that 99% of the time they really didn't. A dealer NEVER pays invoice, because they buy in lots of more than one car. A Corolla is a very popular car, therefore, they buy tons of them and pay WELL below invoice on them. However, if you can get them as low as what invoice is listed at, you'll get a pretty good deal - but don't be fooled into thinking they're not making any money off of it.
- never talk payments... that's what they want to talk, because they get you there. ONLY talk sticker price.
- if you can, obtain financing from an outside source before hand. If you deal with financing AND the bottom line, they will get you in there somewhere. THe only way you really know you got a good deal, or have the upper hand, is when you walk in financing in hand, only to talk about the sticker price. Though many dealerships offer really low interest rates, it's often not worth saving that extra point from your local bank or credit union because they will get you somewhere in between to make up for that low rate.
- never deal with a trade in. NOT worth it. Again, just another way they get you...
- be prepared to walk away. If they know you're prepared to do that, and WILL, they often will keep going down. Often they will call you the next day or so and offer you a better deal
- End of the year is better to buy... once they get the new year models out, they are itching to clear their lot of the 2004's and will wheel and deal. I bought 2 cars in October, and got 7-8k off the sticker on both of them. Just because I bought when my car was sitting next to the next year models car... they wanted to get rid of mine. If you can afford to wait, you'll often find yourself getting a better deal in the fall. But if you can't, you can wait until end of the month
- I have never found the big sales that car lots advertise to be real sales at all. There is usually a catch... don't let an advertised sale force you into making a visit if you aren't ready. It's usually a gimmick to get people there in droves... plus you dont get as good of service when there are mobs of people.
- bring someone exp'd with you. Believe me, they know who has done this before and who hasn't. It's best to have someone there to speak for you and understand what they're saying... I think they talk in riddles very quickly to hope you dont catch everything =)
- dont buy into the extra packages and junk. Those options are a big way dealers earn extra money. If you dont want it on the car, refuse to buy it... if they refuse to get you one without, then tell them they can remove it from the pricing, or you'll go elsewhere. My sis dealt with this with a HOnda place that stuck a $900 package on EVERY car that came off the truck - they told her she didn't have a choice, even went so far as to tell her that Honda was making them do it! YEAH RIGHT! Thankfully, I went with her and told her that was a load of bull and to walk away until we did more research. On our way to WDW couple of weeks ago, we stopped at several Honda places on the way and in Orlando and told them the story we were told... they all laughed in our face! Told us that is NOT Honda mandated, and the dealer was hoping we had stupid written on our head. Needless to say, she's NOT buying from them, regardless of what they were offering her. SHe didn't even like the package!
- try to act like you can take or leave the car. Too many people get stuck on a car, and its written all over your face... try to hold back your excitement and act as if you still arent sure about it, and you arent that taken with it... Make them know they're gonna have to really fight for your sale.
You'll know pretty quickly whether or not the dealership wants to sell cars. If they do, they'll offer you something pretty good right off the bat. If they dont, they'll offer you a stinky first offer. Toyota dealerships are found everywhere, dont stay iwth a dealership that seems to not care about selling you a car. Drive up the road to another one - and let them know you're going to do that. DOn't be afraid to be upfront and somewhat aggressive. Certainly not rude, just firm and confident. Another reason why to bring an exp car buyer with you... they will often know which things are BS and which arent. Car dealers are SMOOTH talkers.
I wish you MUCH LUCK in your buying exp, and hope its a good one. Let us know how it all goes!!!!!!!!!!
