What to say when you buy a new car

Say exactly what you want in plain terms: “What’s the out‑the‑door price?” “I’m preapproved at X% APR; can you beat it?” “No add‑ons unless I authorize them.” “Please itemize every fee on the buyer’s order.” If the car is an EV, ask, “Is this vehicle and your dealership registered for the point‑of‑sale federal tax credit?” These clear phrases keep the process transparent, help you avoid unnecessary costs, and speed up the deal from test drive to signing.

Why the words you choose matter at the dealership

Car stores are structured around scripts—yours should be, too. The right phrases help you control the pace, keep negotiations focused on total cost, and prevent last‑minute surprises in finance and insurance (F&I). With inventories stabilizing in 2024–2025 and interest rates still elevated in many regions, disciplined language is one of the fastest ways to convert research into a clean purchase.

Before you go: set the tone by phone, email, or chat

Reach out to multiple dealers with the same, specific ask. You’re signaling that you’re informed, ready, and comparing offers on identical terms.

• “I’m interested in stock number [XXXX]. Can you send a signed, itemized buyer’s order with the out‑the‑door price for my ZIP?”
• “Please confirm the VIN, MSRP, destination, any dealer-installed items, and whether there’s a market adjustment.”
• “I’m preapproved at [X.XX]% APR for [term] months. Can your lender beat this without changing the vehicle price?”
• “I’m not discussing monthly payment—only the out‑the‑door price. We can talk financing after price is set.”
• “If this is an EV/PHEV, can you confirm eligibility for the point‑of‑sale federal Clean Vehicle Credit and that your store is registered to process it?”
• “No add‑ons (etch, nitrogen, protection packages, etc.) unless I approve them in writing.”
• “If I bring a trade, we’ll evaluate it separately from the new car’s price.”

By anchoring to a VIN, an itemized buyer’s order, and an all-in price, you reduce room for misunderstandings when you arrive.

At the lot: test drive and walkaround language that helps

Use the test drive to verify the exact unit, options, and feel. Flag anything that could affect value before numbers are finalized.

• “Let’s confirm this VIN matches the buyer’s order and the Monroney window sticker.”
• “Please walk me through standard vs. dealer-installed equipment and whether those items can be removed.”
• “I’m evaluating visibility, seat comfort, and road noise—let’s take a route with highway and rough pavement.”
• “I notice [pull, vibration, or cosmetic issue]. Can you address that or reflect it in the price?”
• For EVs: “What’s the included charging equipment and software trial periods? Any activation or subscription fees?”

This keeps the focus on the actual car in front of you, not a theoretical build or a different trim.

Nailing the numbers: price, fees, and trade-in

Price clarity: keep it to the out‑the‑door figure

Out‑the‑door (OTD) means the total you write on the check: vehicle price plus taxes, title, registration, and doc fee, minus incentives and trade credit. Don’t negotiate a monthly payment; negotiate the OTD.

• “Please print the itemized buyer’s order with the out‑the‑door price. That’s the number I’m deciding on.”
• “Does this include all taxes, title/registration, and your doc fee? Nothing else will be added?”
• “I’m ready to buy today at an OTD of $[amount] for VIN [XXXX]. If we agree, I’ll sign.”
• “If the OTD changes at signing, I won’t proceed.”

Keeping every conversation anchored to the OTD prevents payment packing and last‑minute bumps.

Fees and add‑ons: what to accept, what to remove

Most states allow a dealer documentation fee; it’s often non‑negotiable, but you can negotiate the vehicle price to offset it. Dealer add‑ons (etch, protection packages, nitrogen, paint sealant) are optional. Market adjustments are simply asking prices—push back if you see one.

• “Remove any add‑on I didn’t request, or reduce the vehicle price by the same amount.”
• “Is this ‘market adjustment’ required? If so, I’m going to shop other dealers.”
• “Please itemize doc fee, temp tag, title, and registration separately from the vehicle price.”
• “No accessories will be installed unless we agree in writing first.”

Clarity on each line item is your best defense against surprise costs, especially near closing.

Trade‑in strategy: separate the deals

Your car’s value shouldn’t be used to disguise the new car’s price. Get outside bids before you arrive and treat the two transactions independently.

• “Price the new car first. We’ll discuss my trade only after we lock the OTD.”
• “I have written offers of $[amount] from [CarMax/Carvana/local buyer]. Can you match or beat that?”
• “Please show the trade allowance and the new car OTD as separate lines.”

Separating the numbers prevents the “shell game” where a low new‑car price is offset by an under‑market trade allowance.

Financing and protections: win the F&I office

Financing: let the dealer compete with your preapproval

In 2024–2025, many buyers still face higher APRs. A strong preapproval gives you leverage; let the dealer try to beat it, but only with the selling price unchanged. Avoid spot‑delivery “yo‑yo” risks by not taking the car until financing is final.

• “I’m preapproved at [X.XX]% for [term]. You’re welcome to beat that without changing the vehicle price.”
• “Quote the APR, term, lender, and total of payments in writing. I’m not basing decisions on monthly payment alone.”
• “Is this contract final and approved? I won’t take delivery on conditional financing.”
• “No credit applications to additional lenders without my consent.”

These lines keep control of your loan terms and help you avoid after‑the‑fact changes.

Extended warranties, GAP, and maintenance

Some products can be useful, but only at fair prices and when they fit your situation. GAP is most relevant if you put little down or have a long term. Many service contracts can be purchased later and from other dealers, often cheaper.

• “No products today unless we review coverage, exclusions, and price per year in writing.”
• “I decline paint/fabric, VIN etch, and tire/nitrogen packages.”
• “If I take GAP, cap it at $[amount] and leave the vehicle price unchanged.”
• “Can I buy the manufacturer service contract later at the same or lower price?”

Say yes only to what you understand and need. Everything else is a polite no.

Paperwork, delivery, and follow‑up

Before signing, confirm that the numbers match the agreed OTD and that every blank is filled. At delivery, make sure you get all keys, charging cables (for EVs), and promised items.

• “This buyer’s order shows the OTD we agreed: $[amount], correct? No additional fees?”
• “Please confirm VIN, odometer, and that there are no unsigned blanks or ‘We Owe’ items missing.”
• “I want copies of the retail installment contract, buyer’s order, warranty booklet, and a receipt for my deposit.”
• For EVs: “Apply the federal point‑of‑sale credit now if eligible, and show it as a line item.”
• “Include both keys/fobs, floor mats, spare/repair kit, owner’s manuals, and the charging cable if applicable.”
• “Please confirm title and registration timeline and provide the temp tag expiration date.”
• “Disable any data‑sharing or driver monitoring settings I don’t want active.”

Once you drive off, keep all documents together. Note that there’s generally no cooling‑off period for cars purchased at a dealership.

If you’re buying online or from a no‑haggle brand

Direct‑sale and fixed‑price models (e.g., some EV brands and used‑car retailers) simplify price talks but still require precision on fees, delivery, and returns.

• “Confirm the final OTD including delivery and documentation fees before I submit payment.”
• “What is the return or exchange window and mileage limit?”
• “Show me the exact build, VIN, and estimated delivery date, and lock in any incentives in writing.”
• For EVs: “Will you process the transferable federal credit at delivery if the vehicle and I qualify?”

Even without haggling, the same fundamentals apply: itemize everything and keep a paper trail.

2025 market notes: incentives, credits, and timing

Inventory has broadly improved from pandemic lows, but pricing varies by model and region; high‑demand trims may still carry add‑ons. Interest rates remain elevated compared with pre‑2020 norms, so strong credit and shorter terms can save thousands. For EVs and some plug‑in hybrids, the federal Clean Vehicle Credit can be taken as a point‑of‑sale rebate if the car, buyer income, price cap, and dealer registration all qualify; availability changes as battery sourcing rules evolve, so confirm eligibility on the specific VIN. Many states also offer rebates or tax credits—ask the dealer to apply them if possible or provide the documents you need to claim them.

Common mistakes to avoid

A few missteps can add cost or stress. Keep an eye out for these, and use direct phrasing to steer clear.

• Negotiating monthly payment instead of out‑the‑door price.
• Accepting unwanted add‑ons because they’re “already installed.”
• Taking delivery before financing is finalized.
• Letting the trade‑in value subsidize a higher new‑car price.
• Not confirming EV tax credit eligibility and dealer registration before signing.
• Leaving with unsigned blanks or without copies of all contracts.

Avoiding these pitfalls keeps your deal clean and your costs predictable.

Summary

Use clear, specific language to control the process: demand an itemized out‑the‑door price, separate the trade, let the dealer compete with a preapproval, and decline any add‑ons you don’t want. Verify every figure on the buyer’s order before signing, and, for EVs, confirm eligibility for the point‑of‑sale federal credit. With the right phrases at the right moments, you’ll get a fair deal and a smoother delivery.