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WHAT'S THE BEST WAY TO GET A DISCOUNT?
 Firstly, it's important to be realistic. The dealer or broker needs to make money on the deal so they won't knock 30 per cent off, no matter how hard you bargain. And if your chosen car is a prestige or specialist vehicle made in limited numbers and with a long waiting list, you won't get the type of discount available to the buyer of a familiar, mass-produced car.
Be polite but firm at all times. Sales people will try to take the initiative in discussions, so it is important that you know exactly what you want before you walk into a showroom. Don't be railroaded into a decision.
All dealers have a profit margin based on the list price of a car. This figure varies from manufacturer to manufacturer, but it's typically between five and 15 per cent, with 7.5 per cent being common. This figure is normally the maximum a dealer can drop the price without losing money. It is up to the dealer - and your negotiating skills - how much of this figure he or she is willing to share with you.
There may also be seasonal incentives; such as cashback offers, low-rate finance schemes, free optional extras and free insurance. Even when such promotions are on offer, the dealer still has the same scope for offering discounts, so don't let him or her tell you otherwise.
The best trick of all, though, is to shop around. First, see what prices you're offered over the phone - and don't confine your search to the nearest dealers. You may find that a dealer or broker 250 miles away will offer you a cracking price.
Even if you don't want to travel 250 miles to collect your car, you can use this discounted price when negotiating elsewhere. Play one offer against another and watch the price tumble. Towards the end of your negotiations, you may be able to shave a final few hundred off the best price by going into the showroom and saying that you intend to buy the car today.
Above all, don't be afraid to ask. The worst a dealer can do is to say no.
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NEXT: SHOULD I PART-EXCHANGE MY EXISTING CAR?
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BACK TO BUYING A CAR HOMEPAGE
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