What to Anticipate When Purchasing a Car from a Used Car Dealership
Posted Monday, Jun 26, 2023
Buying your dream car at an affordable price should be a fun and empowering experience. The good news is that the used car market is growing at a rapid pace, and there are thousands of options to choose from. With that said, there are a few things you should know before entering a used car dealership.
The Salesperson
Your first point of contact at the used car dealership would be the salesperson. Depending on the dealership, you may be in contact with multiple salespeople at a time, especially when you are about to close the sale and are in the final stages of financing. Expect the salesperson to keep you company throughout your time at the used car dealership.
The main role of the salesperson is to help you find the right car for you based on your preferences and budget. Successful salespeople will demonstrate excellent charisma to close a sale.
However, it is important not to lose sight of your goals at the used car dealership. The salesperson may ask you to adjust your preferences in order to push a car you never wanted in the first place. With that said, there is nothing wrong with making last-minute changes to your goals if it helps you find a better car.
Pro tip: How to Stay True to Your Goals
For the most part, the salesperson will try to help you find a car that aligns with your specific lifestyle choices and needs.
However, we recommend doing your homework before you head to the used car dealership. This means creating a list of must-haves and should-haves you expect from the car. This way, you will be more likely to find a car that works just for you.
The Negotiation Phase
Every salesperson has a monthly quota to meet and will try to close the sale as soon as possible. This is where you must exercise control over the process.
Try not to make any impulsive decisions just because the salesperson seems to be making a good point. Remember, this is a major purchase, and you should take all the time you need to sleep on the decision.
It is also a good idea to negotiate the final price of the car with the salesperson. The good news is that most dealerships are more than willing to negotiate the price of the car. However, expect them to resist if your offer barely allows them to break even.
For the biggest discounts, we recommend visiting the used car dealership at the end of the month or a sales quarter.
Note that if your offer for the car is too low, the salesperson may decide to drag their manager into the conversation. This is usually done so that the manager can run basic calculations on whether the sale would allow the dealer to break even. The manager will cross reference the invoice originally paid for the car, along with the expense spent on touch-up and repair. They may accept your offer if they are making a profit - even if it’s a marginal one.
Of course, the dealer would be less likely to budge from their original asking price if there are many buyers for the used car.
A Tour of Cars You Don’t Need
In some cases, the salesperson will give you a quick detour of various cars on their lot. This mostly occurs if you don’t already know what type of car you want. If you don’t speak up now, then the salesperson may try to push their less popular cars on you. This is generally not a good idea because this car may not align with your lifestyle and needs.
This is why it is recommended to create a list of features you want from the cars, such as the number of passengers you plan on transporting every day, what you expect from the car in terms of off-road performance, and other features. Once this list is prepared, the salesperson will be able to point you in the right direction.
It is worth noting that creating such a list could require several hours of research where you may be expected to learn about important features in a car.
The Test Drive
The test drive is where the rubber meets the road. This is where you get to see if the car performs as it is advertised. The salesperson will expect you to stick to a predetermined route, mostly for your and their safety. However, we recommend taking a different route just so you can reveal any defects with the car that were previously not discussed.
The salesperson may also ask you to stay within a certain speed limit to minimize the stress on the suspension system. However, this may be an attempt to mask deficiencies with the suspension system.
This is why it is recommended to take your own test drive route and try hitting higher speeds. With that said, do not drive aggressively and irresponsibly. The goal of taking a different route is to listen to the car. If the car is shaking too much, you may have to repair or replace the suspension system - and that could be fairly expensive.
The Paperwork
Finally, since you’ve both agreed on the price, the dealership will present you with the paperwork. This crucial step captures all the crucial details for the sales, including how you plan on financing the car, your monthly payments, warranty (if applicable), and others.
Now is also the time to discuss if you want to trade in your old car, which is always recommended for getting a better deal. Selling your old car to a dealership is always better than trying to sell it privately.
Wrapping Up
It is always a good idea to check online reviews of the used car dealership before visiting them.
HS Cars Company is a trusted used car dealership in Imperial Beach, CA, with a wide range of vehicles for sale. You can use the Car Finder feature to quickly find the exact make and model of the car you're looking for. For more information, contact their helpful team here.
