10 Tips to Protect Yourself From Used-Car Sales Tactics
Expert advice on how to get the car you want at the right price
That great sticker price on a used car isn’t always the price you’ll pay. From mandatory add-on fees to deceptive financing offers, the dealer has numerous ways that can add thousands to your final bill if you don’t catch them in the fine print.
To help you protect your wallet when buying a used car, Consumer Reports’ auto experts break down the most common sales traps and how to avoid them. Whether you’re shopping at a major franchise or a local lot, these steps will keep you in control of the deal. And before committing to a car, be sure to check out its used-car model page to review its road-test scores, reliability history, owner satisfaction, and pricing.
Go to our used-car marketplace, which includes our exclusive reliability ratings, to search listings near you.
4. Stay on the Subject
Never allow a salesperson to steer the conversation away from car buying. Salespeople often gloss over important questions, such as vehicle history and price, by changing the subject.
5. Don’t Be Rushed
A salesperson’s favorite customer is one who seems to be in a hurry, because they tend not to inspect cars thoroughly or negotiate the price. Never go to a dealership acting rushed, even if you need a car immediately; they’ll take advantage of it. Many salespeople say they won’t pressure or rush you into buying, but they usually do anyway. If you think the sales process is moving too fast, tell the salesperson that you’ll come back another time. If the car you’re interested in is gone, remember that there are many others out there.
6. Be Prepared to Walk Away
Once you’ve come up with a price you think is fair, state your offer clearly, and say nothing more. If the seller won’t budge, walk away. You shouldn’t pay more than what your homework says the vehicle is worth. If you head for the door, you’ll often have a deal you can live with before you reach it.
7. Be Wary of Costly Add-Ons
Service contracts, glass etching, undercoating, and paint sealants are all unnecessary add-ons to help the dealership maximize its profits. Don’t buy them.
8. Check the Vehicle’s History
Instead of taking the salesperson’s word about the vehicle’s history and condition, get a vehicle history report from CarFax or Experian Automotive. It can alert you to possible odometer fraud; reveal past flood, fire, and accident damage; or indicate whether a rebuilt or salvage title was ever issued for the vehicle. But a clean report is no guarantee that a vehicle doesn’t have hidden problems. You can also get a free VIN check from the National Insurance Crime Bureau.
Federal law doesn’t require recalls to be performed on used cars before being sold, even certified used cars. So be sure to check for any open recalls by entering the vehicle identification number (VIN) at safercar.gov. You can also check at ConsumerReports.org/carrecalls. Whether initiated by an automaker or required by the government, recalls are issued to address safety-related defects or problems, and related updates should be done promptly. The work will need to be done at a new-car dealership for that brand.
9. Go to a Mechanic
After you make an offer, but before you sign a contract of sale, take the vehicle to a qualified mechanic who routinely performs automotive diagnostics. Don’t let the dealer tell you they’ve inspected the car for you. Deduct any needed repairs that the mechanic finds from your offer.
10. Get Your Financing Secured
Go to a bank or credit union to be approved for a loan before you go to a dealership. The dealer may even try to beat their rate, which works to your advantage.
