If there is one thing you should never let a car dealer know, it is that you are desperate to buy a car. Let the car dealer into that little secret, and they will play hardball during the negotiation. Here are some of the things to avoid if you don't want the used car dealer to know you are desperate:
1. Explicitly Telling the Dealer You Need a Car
Believe it or not, there are people who explicitly make their need for a car known to the dealers. For example, you may find yourself telling the dealer that you need a new car for your new job or that you can't wait for a model they don't have in stock because your partner is moving to another city with the only family car. Watch what you say and don't let the dealer know your desperation.
2. Driving a Rental Car to the Dealership
By driving into the lot with a rental car, you are signaling to the dealer that you don't have a running car right now, which is another way of telling them you need a purchase as soon as yesterday. Take a friend's car, your spouse's car, or let a cab drop you off a short distance from the dealership and walk in as if you were just in the neighborhood.
3. Driving In With a Squeaky Clean Trade-In Car
It is good practice to declutter and clean a car you want to trade in for another one; it's a good way of ensuring you get a good value for it. However, you shouldn't show up with a perfectly clean car before the negotiations. When you do that, the dealer knows that you intend to drive off with a new car, and they may not be very flexible during the negotiations.
4. Displaying Your Title and Registration
The mere display of the title is an acknowledgment that you are planning to trade in your car and drive home with a new one the same day. Displaying the registration may also betray your intentions, especially if it is about to expire. Keep them out of view during the negotiations and make the dealer believe that you can walk away if you don't get a good price.
5. Fawning Over Your Target Car
Lastly, you should not be all over your target car and admiring its bells and whistles if you want a great deal. In fact, even if you have made up your mind to buy the car, it helps to mention a feature or two that you don't like about it.