What Not to Say at a Car Dealership

What you say at a car dealership in the U.S. can cost you thousands. Certain phrases signal that you'll pay more or that you're not prepared. Here's what not to say—and what to say instead—so you don't overpay or lose leverage.

TL;DR Don't say you love the car, don't lead with payment, don't say you're not good at negotiating, and don't reveal your trade or budget before you've agreed on price. Do say: "I'm looking to be at $X out the door. Can you get there?" Use autopremo.com to know your target before you go.

What Not to Say (And Why)

1. "I love this car—I have to have it."

Why it hurts: Signals you're emotionally committed. They know you'll pay more to get it. You've given away leverage. Say instead: "I'm interested if we can agree on price." You're signaling you're a buyer at the right number—not at any number. Know your number before you go at autopremo.com.

2. "What monthly payment can I get?"

Why it hurts: Puts the focus on payment, not price. They can stretch the term or rate to "hit" a payment while raising total cost. You lose track of OTD and total interest. Say instead: "I'm focused on the out-the-door price first. Once we agree on that, we can talk payment and term." Redirect to OTD. Use autopremo.com OTD and payment tools to know what OTD you're willing to pay.

3. "I need to keep my payment under $400."

Why it hurts: Same as above—you've given them a target (payment) and they can hit it by stretching the loan or selling you a different car. You haven't set a limit on price or total cost. Say instead: "I need to be at $X out the door. Can you get there?" Set a limit on OTD—not payment. Then choose term and rate after. Use autopremo.com to see what payment follows from your OTD and term.

4. "I'm not good at negotiating."

Why it hurts: Signals you're easy to close. They'll hold firm or push harder. You've told them you're not going to push back. Say instead: Don't say it. Use data instead. "I've looked at comparable cars in the area. I need to be at $X out the door. Can you get there?" You're not "negotiating"—you're stating your number. Use autopremo.com so your number is data-backed.

5. "What's my trade-in worth?" (Before agreeing on purchase price)

Why it hurts: If you negotiate trade before purchase price, they can mix the numbers—give you "more" for the trade and less "discount" on the new car (or vice versa). You lose track of the real deal. Say instead: Negotiate purchase price (OTD) first. Then discuss trade separately. Know your trade's value (get quotes from multiple sources). Use autopremo.com trade-in tool for a baseline. Don't reveal trade until you've agreed on the new car's OTD.

6. "I'm ready to buy today if the price is right."

Why it can hurt: "Ready to buy today" is good—it shows you're serious. But "if the price is right" is vague. They'll test how high they can go. Better to give a number: "I'm ready to buy today if we can get to $X out the door." Say instead: "I'm ready to buy today if we can get to $X out the door. Can you get there?" Specific number + clear condition. Use autopremo.com to set $X.

7. "What's your best price?"

Why it hurts: Puts them in control. They give you their "best" number—which may be above market. You're not stating your number. Say instead: "I've looked at comparable cars in the area. I need to be at $X out the door. Can you get there?" You're stating your limit—not asking for theirs. Use autopremo.com to set $X.

8. "I've been to three dealers and no one will match my number."

Why it can hurt: If no one will match your number, it might be below market—or you might have had bad luck. Either way, telling this dealer "no one else would do it" can make them hold firm ("if no one else will, we won't either"). Or they might think your number is unrealistic. Say instead: "I'm looking to be at $X out the door. Can you get there?" Don't volunteer that others said no. Just state your number. If they say no, walk. They may call back. Use autopremo.com to make sure $X is at or below market so your number is realistic. Get your target at autopremo.com.

Your "What Not to Say" Checklist

• [ ] Don't say you love the car or have to have it
• [ ] Don't lead with payment; lead with OTD
• [ ] Don't say you're not good at negotiating
• [ ] Don't discuss trade before agreeing on purchase OTD
• [ ] Do state your target OTD: "I need to be at $X out the door. Can you get there?"
• [ ] Know $X from autopremo.com before you go

Get your number at autopremo.com.

Bottom Line

What not to say at a car dealership: don't say you love the car, don't lead with payment, don't say you're not good at negotiating, and don't reveal trade or vague "best price" requests before you've set your OTD target. Do say: "I need to be at $X out the door. Can you get there?" Use autopremo.com to know $X so you don't overpay or lose leverage.