Trust. It’s the currency consumers trade in when building business relationships.

The ultimate goal for an auto dealer is to develop a relationship with a customer founded on a core of trust. Customers who trust their dealers will leave happy, become repeat customers and recommend their dealerships to friends. With this in mind, approach your car purchase knowing that your dealer wants you to have a positive, enjoyable experience—built on trust.

Many excellent resources already exist for consumers on how to buy a car, step by step. These tips do not purport to offer those important basics, but instead provide insider information on how to maximize your new car buying experience.


Researching every aspect of car buying creates a more efficient transaction by showing the salesperson that you are an informed customer. It may also increase your bargaining power.

  • Shop for financing as you would any other large purchase: do your research thoroughly and in advance.
    • Know your eligibility for financing before heading to the dealership, including how much you can afford to pay monthly. Research the pros and cons of leasing vs. buying. Most consumers choose to include options or option packages that add to the total purchase price so factor this into your budget.
    • Shop around and seek pre-approval on an auto loan from outside sources. You may find a competitive rate at your bank or credit union; then give your dealer the chance to match or beat this rate through his or her financing sources.
    • Know your credit score and correct any inaccuracies before purchasing a car. It could save you a lot of money.
  • Research options that may be offered to you. You may not need any or all of the extras, but you should know that this will add to your monthly payment. Be aware that some incidental fees will be added to the price of the car that are unavoidable. They include things like sales tax, licensing and registration. Again, you can research these additional costs in advance of your visit to the dealer.
  • Educate yourself on rebates and incentives that the factories use to stimulate car sales and reduce inventory levels by searching the Internet and paying attention to advertisements.
  • Acquaint yourself with the legal documents that accompany the car buying transaction by having the dealership fax or send over blank contracts, worksheets and invoices. This will allow you to review them in a relaxed environment and know what to expect in advance. Your dealer wants you to understand every aspect of what you’re signing, so provide yourself with ample opportunity to read the fine print.
  • Be aware that actual trade-in values for your used car can vary, and need to be negotiated. Trade-in values are market-based, and there’s a lot of variability from day to day.
  • Test-drive the exact car you plan to buy, in the exact configuration you intend to use it for – not just a similar model.
  • Before you enter into price negotiations, set a realistic limit for yourself – the highest price you would feel comfortable paying for the vehicle. Remember to keep your price limitation in mind when you are negotiating, and be candid with your salesperson about this limit.
  • Feel free to kick off the negotiation process yourself! Open with a reasonable offer, and detail how you formulated this amount, giving your salesperson an understanding of how you arrived at your offer.
  • Remember that dealers may be flexible in financing through their sources, and may be able to match or beat the rates you obtained from outside quotes.
  • For the protection of both you and your dealer, make sure that everything agreed upon is in writing, and read every document before signing your final purchase paperwork. Also, thoroughly inspect your new vehicle before taking delivery. Your dealer wants you to be satisfied with every aspect of your new purchase, but after you drive off the lot, you may not be able to undo any parts of the purchase agreement. And remember, the law allowing for a “72-hour cooling off period” on large purchases does not apply to new or used cars.
  • Take your time. Don’t make a decision on a new car purchase until you’re comfortable.

Resources to Bring With You to the Dealership

If you come prepared for the transaction with the following resources, you’ll make your purchase experience smoother and faster:

  • Your credit report and scores
  • Your personal financial information and account numbers (mortgage, rent, other financial obligations)
  • Loan pre-approval or quotes (at least three) from various lenders
  • Accurate new car invoice and the MSRP for the vehicle you are interested in
  • Insurance quote for the coverage you want on the vehicle from your agent or from Internet sites
  • An estimate of the trade-in/market value for your used car (if applicable)
  • Extended warranty quotes from online sites, to compare to the dealer’s quote


Manufacturer Information

Third-Party Information
Manufacturer web sites provide the most accurate and timely information on product, specifications and marketing programs. Third-party sites may not be as current.


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