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From the Dealership to Your Driveway

So you want a good deal? Make it happen!

Every year, millions of buyers drive home in vehicles that were not really the best choices they could have made and not the best deals they could have done. It is common, and too easy, to blame the sales side of the business, with all those crooked sales guys and dealerships that are little more than dens of pirates. But I'm going to let you in on a truth: In today's car-buying climate, the crooked sales guys and dens-of-pirates dealerships are a dwindling commodity. If bad car deals continue to happen, the buyers share an equal responsibility. In fact, I'm convinced that some buyers lie just as much—if not more—than some salespeople, that many buyers walk into showrooms horribly ill-prepared to buy cars, and that quite a few buyers are responsible for the bad deals they get themselves into.

To many people, this will sound ridiculous. But that's what I've seen. And I'm going to give you some pointers on how to take responsibility to make sure that your next car deal is a good one.

Due Diligence

Do your due diligence. Too many buyers do a deplorable job of deciding what kind of new vehicle they want, or need. Know exactly why you're buying this new car. Think carefully and honestly about your transportation needs. Research the field of candidates. Do your homework.

Be Flexible

Have an idea of what you can be flexible about, and what you can't. Maybe color is not a big deal, maybe memory seating is. Have some of this in mind before you step into the dealership.

Money-Wise

Know where you are financially. Know how much you can spend, and don't overestimate; it will come back to haunt you. Have your finances in order, and if you're going to use a credit union, get that handled first.

Be Honest

Be straight with the salesperson. Do that and, more than likely, he or she will be straight, and helpful, with you. After all, don't you want this person on your side?

When the sales person asks you questions, it's only to try and find out what you want and where you are. Don't be evasive. Work with him or her.

Ask Questions

On the test drive, take your time and make it count. If you have any questions, ask them. Get the answers you want. Any good salesperson will be only too glad to help. After all, he or she wants your business.

Be Comfortable

If you don't like anything at all about the salesperson or the dealership or the vehicle or the deal, remember: You are free to walk out anytime you please.

The Dotted Line

Take the time to read what you sign before you sign. Sure, it's tedious. Once you get home, it's too late—and by then it's also your own fault for being lazy.

Satisfaction

A "good deal" is when you drive home in the vehicle you wanted, at a price that was fair for everyone involved. If you don't get the right vehicle, then it was a bad deal, no matter what the price. And if you get yourself hammered into a bad deal, it's your own fault.

About the Author

Don Fuller has tested and written about cars for Motor Trend and other publications, has driven just about everything that's ever been on the road, has raced for years, and is a member of the Bonneville 200 MPH Club. He even sold cars for a while—and, from time to time, does some stand-up comedy largely about, well, cars.