What to Say (and Not Say) to a Car Salesperson

Most people feel nervous at a dealership, and plenty worry about asking a "dumb" question. Here is the truth from people who have worked the sales floor: salespeople answer the same basic questions all day, and a prepared, friendly buyer is their favourite kind of customer.

When you arrive

This tells the salesperson you are serious, what you want, and what you expect. It saves everyone time.

When they ask about your budget

A common first question is "What monthly payment are you looking for?" It is a friendly question, but a payment target lets the numbers be moved around, for example by stretching the loan term.

When they ask about a trade-in

Keep the two deals separate so each one is clear.

When you get a price

In the finance office

This is where extended warranties and protection products are offered. See Dealer add-ons explained.

Things that are fine to say

• "I don't know what that means. Can you explain it?"
• "Can you show me that on paper?"
• "I need some time to think about it."
• "That's more than I want to spend."

Things to avoid

• "I need to buy today." It removes your reason to compare.
• "I'll take whatever you can do on the payment." Always anchor on total price.
• Signing anything you have not read, or that differs from the written quote.