Asking questions before purchasing a car is good, but asking the right questions is far more important. The correct requests will keep you on track and get you the best possible deal on the vehicle. Some salespersons may hate you for it, but you’ll get a fantastic bargain in the end. Read on to find 15 questions car dealers hope you’ll never ask.

What is the absolute best price you can give me?

This question pressures them to reveal their bottom line, potentially cutting their commission or gain. While they aim to negotiate, being pushed to disclose the lowest price upfront undermines their strategy. Some dealerships have complex pricing structures with room for negotiation, but they prefer to maintain some flexibility rather than being cornered into revealing their lowest possible price immediately.

What is the actual value of my trade-in?

Determining the trade-in worth of a customer’s car is a nuanced process involving several factors, including the vehicle’s condition, market demand, and the dealership’s resale strategy. Buyers sometimes have inflated expectations based on online estimations or sentimental value, making it challenging for sellers to explain the less expected offers without causing dissatisfaction.

Why is this car priced higher than at another dealership?

Merchants dislike this request because it forces them to justify their pricing in the face of potentially cheaper competition. Price differences can stem from added features, overhead, and local market conditions. Explaining these nuances to a skeptical customer can lead to uncomfortable conversations about worth versus cost.

What are the hidden fees I should know about?

Transparency about additional fees, such as documentation, dealer preparation, or destination charges, can be tricky for merchants. You may feel blindsided by these extra costs, leading to mistrust and frustration. As a result, sellers like to introduce these fees later in the process, so being asked upfront forces them to expose potentially deal-breaking information early on.

Can I see the car’s complete history report?

While reputable retailers provide car history reports, they may be unwilling to discuss any negative aspects highlighted in these reports, such as accidents or major repairs. This request puts them on the spot to address potential red flags, which can jeopardize the sale if the history isn’t spotless.

How long has this car been on the lot?

Several car retailers prefer not to reveal how long a vehicle has been in their inventory because cars that have sat unsold for extended periods can appear undesirable or overpriced. By making this inquiry, you’ll pressure them to justify why the car hasn’t sold. You’ll also get them to discuss potential discounts, which will cut their margins.

Can you match the financing rates I found online?

Most dealers partner with specific lenders and may be unable to match the competitive rates customers find independently. An inquiry like this challenges their financing offers. It can complicate negotiations, as buyers may insist on better terms than the business can provide through their established financial partners.

Why did the previous owner trade in this car?

This inquiry puts dealers in a difficult position, especially if the trade-in was due to unresolved issues or dissatisfaction with the car. Providing an honest answer can deter potential buyers, while vague or evasive responses can erode trust. Salespersons tend to focus on the car’s current condition and features rather than its past.

Can I take the car to my mechanic for an inspection?

While this request is reasonable and encouraged, it can delay the sales process and hopefully talk about issues the dealership didn’t disclose or wasn’t aware of. Car salespersons may worry that an independent mechanic will find reasons to dissuade the buyer or suggest repairs that could complicate the negotiation.

Why is your service department’s labor rate so high?

Dealers often have higher labor rates than independent mechanics due to the expertise, training, and equipment provided by the manufacturer. However, justifying these costs to cost-conscious customers can be challenging, as they often perceive the higher rates as price gouging, leading to uncomfortable discussions about the value of dealership services.

What kind of warranty is included with this car?

Discussing warranties can be complex, especially with used cars or vehicles with limited coverage. Hence, retailers must discuss what is and isn’t covered, which can expose any shortcomings in the warranty. Asking about this matter can lead to additional negotiations over extended warranties or other protections, which the dealer doesn’t want.

Are there any recalls on this car?

Dealers are obligated to disclose any known recalls, but this question can introduce concerns about the vehicle’s safety and reliability. Discussing recalls may also require the dealer to explain how and when the issues will be addressed, which can delay the sale or result in the customer reconsidering their purchase altogether.

Can you explain the interest rate and terms of this financing offer?

Interest rates and financing terms are often filled with jargon that can confuse customers. Asking your car dealer to discuss these details may be time-consuming, but it reveals less favorable terms than you had expected. This transparency is crucial, but if the terms are not competitive, it can make it harder for the dealer to close the deal.

How much profit are you making on this car?

Most sellers keep their profit margins private, as it could lead to contentious negotiations. However, this request will make it difficult for them to maintain the perception of giving the customer the best possible deal while still making a reasonable gain. Transparency about profit margins is generally avoided to keep the focus on the car’s value and benefits.

Can I return the car if I change my mind?

Understand that retailers are naturally hesitant to discuss return policies, as they prefer to finalize sales without the prospect of returns. While some states have “cooling-off” periods or specific return policies, many do not. Addressing this question can lead to discussions about buyer’s remorse and complicate the commitment to the purchase.