This gives you time to research different makes and models, as well as allowing you to wait for incentive periods at the dealership.

The internet may be an excellent resource for research.
If you are buying a new car, or a car from a dealership, it can be good to go car shopping around when the new models are coming into the dealership.

The next year’s models often come into the dealership any time between August and November, and dealers will be trying to clear this year’s models.

The negotiations can take a lot of time, and you don’t want to feel rushed. A day in the middle of the week will be quieter at the dealership, and a salesperson may feel more pressure to get your sale, because they have fewer customers available.

You may also want to head out to the dealership towards the end of the month. Dealers keep track of their monthly sales, and often have monthly goals and targets. A salesperson may be willing to make less of a profit on a car in order to meet a certain target of sales.
You do not necessarily have to buy a car during a sale in order to get the sale price. If you go after the sale, you can still ask for the sale price.

Be sure you are dressed appropriately and how you are dressed does not belie what you are going to be telling the salesperson.If you are going with your spouse, be sure you’ve decided in advance what you are willing to pay.

When you meet with the salesperson, do not give too much information.If the salesperson asks what you are going to be doing with your old car, or if you will want financing, simply and politely delay the discussion by saying you haven’t decided yet. Stay focused on the car you want and do not tell the salesperson the maximum you are willing to pay. You might say the low end of what you are willing to pay, and if the salesperson asks what your max is, simply repeat the amount you’ve already stated. Also, avoid getting overly excited about a car. Don’t show that you have to have this particular car, or that you’ve wanted one your whole life. Treat buying the car the same as if you were choosing an insurance provider: calmly looking at the pros and cons and negotiating each individual fee.

While negotiating, do not sign anything or give any personal information, besides your name. You do not need to sign anything until you are actually buying the car, and you do not need to give your social security number unless and until you are getting financing.

Be certain you are getting a deal you are comfortable with, and always be willing to walk away. There are a lot of dealerships out there, and no dealership is the only place in the world that has a car that will work for you.