Price negotiation & dealer tactics

[joebootch]

Hi - I was very close to buying a bronco Saturday and ran out of time so planning to go back this weekend. The price they presented me had the ~$1,950 dealer maintenance add on that I would have had them remove…was going to do 0% for 36-months. That said when I actually looked today at the financing terms it says it comes with 2-year premium maintenance (attached). My question is would dealer have eventually told me that or they are incentivized to not offer alert buyer?

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[23OBX2.7]

Get the plan remov d plus a $5K min discount within 10 min then walk away.n Just tell them when starting your wallet is open for 10 min set the phone countdown and walk.

Otherwise they will waste your time.

 

[ThunderFlash]

Curious, what's the $27.78 per month per $1,000 financed? It's 0% interest, right?

Does Note 4 apply to the Bronco as a "select Ford vehicle"? Dealers are generally snakes....not all of them....but many. You are wise to question things like that. Those warranties, service packages, and paint protection systems are big profit items for them. Some dealers will simply offer the products, but others will put on a high pressure sales job. I personally would not be surprised to hear a dealer might try to sell you a maintenance package on top of an existing Ford complimentary package that covers the same service.

 

[BroncoFan64]

I just purchased my Bronco a week ago and when they entered my information in their, “Vincent” system, they told me me that I had a PCO land the 2 year free maintenance offer from Ford. As far as I can tell, it’s not a cut and dried offer but it’s personalized depending on a number of factors. I found that different dealers from around the US were discounting Broncos at different rates, Rapid City, SD had 9k off sticker, Iowa had 5k off and KC had only 2k off. This discount was off the same trim and model.

 

[LVS]

I think it depends on inventory and opportunities for sales. Much lower population in Western regions of SD so may be far fewer potential buyers.

My guess is that dealers are going to really push incentives as we get closer to year-end.

 

[Gregc57]

Walk. When I last bought, I told the dealer I had one hour to close a deal. Stick to it. The will drag you, all. Freaking. Day. If you let them.
when my wife last bought a car they tacked on $500 for something at the
last moment. I told her “come on, let’s go”. We turned and walked. Dealer said, “are you going to lose the car for 500? I said, ‘watch’ and kept moving. He chased us down and took the 500 off. You gotta be firm. My wife would have given the 500. Not me.

 

[MilesTeg]

All salesmen are inherently dishonest and pushy. It's part of the job description.

The only "trick" is you have to decide what you are willing to pay and be willing to walk away. Really, truly willing to walk away. Not "pretend to walk away" or "bluff about walking away" but truly ready to say "nope, sorry and physically walk away, get in your car, and leave". And in most cases, actually at some point getting up and walking away is necessary to get the price you want.

If you go into a negotiation with no idea what you are willing to pay and already attached to the vehicle/idea of the vehicle, the salesman will smell blood and eat you alive. He negotiates as a job, you don't. You will always lose if you actually try to negotiate beyond having a price you are willing to pay and walking away if you don't get it.

Also never talk about anything but "total out the door price". Never negotiate about payment or ANYTHING but total out the door price. Salesmen have about a 100 tricks to fool you into thinking you are getting a good deal if you talk in anything else.

Finally, realize that high pressure sales tactics will not end once you come to an agreement on price with the salesman. The next step is they will walk you to the finance office, and the guy or gal sitting behind that desk is also a salesman and will also use high pressure tactics and deceit to squeeze money out of you. Be prepared.

 

[ThunderFlash]

The only "trick" is you have to decide what you are willing to pay and be willing to walk away. Really, truly willing to walk away. Not "pretend to walk away" or "bluff about walking away" but truly ready to say "nope, sorry and physically walk away, get in your car, and leave". And in most cases, actually at some point getting up and walking away is necessary to get the price you want.

Good advice. Also remember that they have built over 550,000 Broncos. The one you are trying to buy is not likely "one of a kind" but one of a few thousand....and they are building more of them everyday. Let them know that you understand this. You have the money, and thus the power in the deal.

It saddens me that I've had far better experiences at higher end brand dealerships and the national chain Ford dealerships. I would SO MUCH RATHER BUY from a local Ford dealership than a chain, but the local guys are all still playing the same old slime ball salesman games. One of them (I bought my first new truck from them in 1991) made me a written offer of $16,000 for my trade-in (2016 Dodge Challenger SRT 392, w/ 16K miles). My jaw dropped. I said, "Thanks" and walked. I ended up taking $31,500 for that car. They do crap like that, you can't trust them on ANY aspect of the sale. Do NOT buy from those people even if you think you can "swing the deal". They don't deserve your money and the sale only reinforces their slime ball approach to business.

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