When is the best time to buy a car? The end of the month? Not necessarily. If you happen to get a salesman who’s already made his quota for the month, he’s not motivated to give you a rock bottom price. He’ll do everything he can to “hold the gross” on the car because his paycheck depends on his commissions.
And if he’s already made his quota that means he’s already made his monthly bonus. So why would he sacrifice his commission on the car he wants to sell you? That’s more icing on his cake. So what he’ll do is hold the gross on the selling price and “smack talk” you into believing he’s cutting you the best deal ever. But if you get a salesman who needs to meet his quota, he’ll hammer away on you to get the sale in the bag. Who wins here?
How about the end of the model year? New models are hitting the showroom and the dealer has to sell all the remaining cars of last year so he can order enough of the current models for inventory. So you’ll get a screaming deal on last year’s model, right? Maybe. But the era of deep discounts on “left overs” is rapidly disappearing. And unless the new model year is vastly different from last year’s, don’t count on it.
Another thing to consider is the amount of last year’s inventory a dealer has by September. What you don’t know is that usually dealers can’t order any more current model cars after the end of April. That means whatever comes in during May and June is all he’ll have in stock. And that has to hold out until the new models arrive in late August or early September. So your choices of color and options will be severely limited.
Try shopping in the middle of the afternoon on Monday through Wednesday. You’ll most likely get personal attention, not be rushed, and a salesman eager to make a deal on a slow day. And that means a decent discount without all the back-and-forth haggling.