Three tips to give you the upper hand when negotiating a car deal

64424H(NC)—For many people, visiting a new or used car showroom is a daunting exercise.  You search for a new car maybe once every three to five years, while the dealer negotiates deals day-in and day-out.

How can you get the upper hand when negotiating a deal?  Josh Bailey is director of analytics for Canadian Black Book, the leading authority on new and used vehicle values for 50 years.  Before starting your new car search, he suggests these three tips:

1. Ask your friends and relatives if they have any experience with the dealer you are thinking to visit.  Referrals and repeat customers are critical to dealers, so if they have sold a vehicle to one of your friends or family in the past tell the dealer they sent you.  It provides a point of connection right off the bat.

2. Research details about the car you are thinking to purchase or lease, the value of your trade-in and the dealer reputation.  The Internet is your best resource after friends and family.  Spend time on, look at the Better Business Bureau, the provincial vehicle governing body in your province, and any peer review web sites that list car dealers.  But use caution and common sense:  peer review sites can often be only the complainers looking for a soapbox.

3. Call the dealer with some questions before you visit.  See how your call gets handled.  Was it professional, hurried, friendly?  This may be a gauge for the rest of your experience.

4. Once you have done your homework, relax and take a deep breath. Happy hunting.  Contrary to popular belief, car dealers appreciate well-informed buyers.  A little upfront work can give you an edge.

Calculate your vehicle’s trade-in value and get more automotive tips and advice at

Written by Canadian Home Trends

Canadian Home Trends

Canadian Home Trends magazine gives you a personal tour of the most stunning homes and condos across Canada. You’ll be inspired by a selection of accessible home décor products, trend reports, simple yet stylish DIY projects, and much more. In each issue, you are given the tools to recreate designer spaces you’ve always dreamt of having at home, in-depth renovation and design advice, colour palette and furniture pairings, and Canada’s best places to shop.

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