It is important to note that dealerships are not all roses and daffodils when it comes to purchasing a used truck.  Sure they offer definite advantages over a private party sale but the advantages are somewhat overshadowed by the problems that can occur.  Sometimes these problems do not even seem like problems in the beginning but in the end you realize that you were hosed and in a big way.  There is a problem with trust when it comes to the dealerships of this country and it is all of their own doing.  Most times they are so hell bent on making sales that they care little about who they roll over in the process.  You need to take several steps to ensure that you are not one of those who gets rolled over.  This will keep the dealership experience a positive one for you and those who go with you.

 

First thing is know that the price is not set in stone by any stretch.  Dealerships jack the prices to make up for overhead.  Sometimes the price is greatly increased and goes way over the value of the truck at hand.  This is a common practice as they know the average person is not a trained negotiator and will eventually pay the price that they want.  You need to protect yourself from this by being informed.  Check the value of the truck you want to purchase before trying to negotiate a deal.

  This will give you a base price from which to work thereby eliminating the chance that the salesperson can try to be dishonest about the value which has been known to happen.

 

Book value gives you too different prices to work from.  The trade in and retail price.  To start the negotiation choose a price that falls right in between the two book values and add five hundred dollars to cover expenses for the dealer.  This price will most likely not be met with a smile when you offer it but stand firm to your conviction.  Also do not be intimidated by the salesperson going to see his/her boss.  This is nothing more than a ploy to set you off balance.  The salesperson has a certain number that they can come down to on any vehicle and that does not include asking their boss.  Keep at it until there is an agreement reached between you and the dealership.

 

The best tools you have when dealing with the dealership are your feet.  There are occasions that the salesperson will refuse to budge on a price.  This is a common game of hardball and is nothing more than plain old intimidation.  If you turn and walk away then you have a better chance of getting the price you want than if you stand and argue.  A person who is willing to walk away is a threat to the salesperson as they do not make any money unless they sell.