What is the best time to buy a car and get a great deal?

By David Maillie

No, I’m not talking about year end car sales where they are trying to clear the lot and make room for the next model year’s cars.  What I’m actually talking about here is the best time of the day and even week to buy any car or truck.  Bet you didn’t know that there is a time to go down to your local car dealer and seal a great deal with minimal negotiating required?  So when should one exactly go to their local car dealer to really get a quick and great deal?

Well, first you need to see the sales staff as human beings and real people.  They each have families they need to go home and see or, if not, singles bars and similar hangouts to attend.  When closing time comes, the last thing the manager and salesperson want is to stay late, right?  It’s common sense.  So if you go in towards the end of their working day (8 to 9 pm at many places) you can expect a quicker and easier deal.  Many times both the sales manager and finance manager (the real money maker of the car dealership) will okay a deal late at night with a lower profit than usual just to get it done and go home.

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If you time it right, which is easy, you should be getting back from your test drive right at the time the car dealer closes.  This is best as many times the sales manager will actually head out and leave the deal in the hands of the finance manager.  This is to your advantage as the finance manager does not care about front end profit.  So you will not need much negotiating to get a great deal.  Also what is great about late night deals is that the finance manager will be less likely to push all of their greatly overpriced (ripoff) aftermarket products like paint protection (dealer price $400 to $600 and worth all of $5) and vastly overpriced insurance (any insurance offered at your local dealer like credit/life and especially disability is marked up at least 50%).  They will usually shoot you some quick payments if you are in need of a loan and leave out a lot of the fluff.  Many times, late at night they won’t even give you a fight when you say no to their products.

Now another tip here is to go in late on the day before their biggest day of the week.  This varies depending on where in the country you are located.  In the southeast the biggest sales day of the week tends to be Saturdays.  In Texas and the Midwest Saturdays tend to be slow and Sundays are the big sale days.  Whatever the big day is go in the last day it is opened prior to the biggest sale day of the week and go in late as described above.  You now stand the greatest chance of getting a truly great deal – the upper management (General Manager, General sales manager, even sales mangers) many times are all at home with their families.  The skeleton staff that is left does not really care about the amount of profit or sales and eagerly just wants to finish up and head home. 

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Another great tip for those of you that can’t or don’t really care to go to a car dealership late at night or at the end of their week, there is another time when you can make a great deal – any day when it is scheduled to rain from all day from morning to nighttime.  It’s even better if it is the car dealerships biggest sales day (Saturday for the southeast) and it rains all day.  Rain is like a brown out for car sales.  No one wants to go to their local car dealership and roam around the lot in the rain.  On big sales days the entire upper management is there and the entire sales staff from top to bottom is stressed because of lack of sales.  If you go into your local car dealership on a big sales day like a Saturday in the southeast that you see forecasted as a literal monsoon, be assured that they will do whatever it takes to make a deal that day as you may be their only customer and one sale is better than none. 

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