The first thing to remember is don't expect to go in there and wheel and deal. These guys do this for a living, and you will get mowed down. Know what you are willing to pay for the car and stick to it. Don't take any bullshit, and don't hesitate for a second to walk away if you aren't getting the deal you want. Don't let them push you into making any snap decisions. There are a gazillion used cars out there that you can buy, he needs your money more than you need his car.
The most important thing you need to know is the value of the car. I'm not sure how you go about this in Canada, if you can't get a price from Kelly's or Edmunds. Perhaps some Canadian members can chime in?
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Originally Posted by Savage
Key Point: I will be paying CA$H, and I've heard that this gives me some leverage. What kind of leverage and how do I go about using it?
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Paying cash makes you a more attractive customer, because a cash sale is money in the bank. No chance of losing money on a bad loan. Basically, the dealer should be more willing to give you what you want (within reason, of course). If he's not, walk away.
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I will be asking for a few things to be fixed: the CD player doesn't work, the battery needs to be replaced, and some key scratches need to be buffed out, and the front passenger seat needs to be fixed (if you lie down in the sit and then try to sit back up, while holding the lever the seat doesn't automatically come back up like it should. Does that make sense?
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Yes, one of the terms of the sale should be that these things are to be fixed to your satisfaction. List all of these things and get it in writing so you can't get screwed afterward. Or if they are unable or unwilling to fix any of these things, deduct the cost of the repair from your price.
Another good point, ask them to let you take the car to your own mechanic to have it checked over before you go ahead with the sale. If the dealership is reputable, they won't question this. They may even offer to deliver the car to your mechanic for you. If they give you a hard time about this, kill the deal and get out. Chances are they're hiding something.