When you walk into a car dealership, negotiating the price can feel tricky. Knowing what to say can help you avoid common sales tactics and get a better deal without all the stress.

Using the right phrases at the right time gives you an advantage and can save you money. This guide will share six things to say that put you in control of the conversation and help you drive away with a fair price.

I know what the car is worth – shows you’ve done your homework

Saying this lets the dealer know you’ve done your research. You’ve checked prices, compared options, and know the market value. It shows you won’t be easily swayed by highball offers.

When you say it confidently, it puts pressure on the salesperson to be fair. They know you’re serious and informed. This simple phrase can save you time and money during negotiations.

Can you remove the administrative fees?

You should always ask if the dealer can remove or reduce the administrative fees. These fees cover paperwork and processing but can sometimes be inflated or negotiable.

Some dealers are willing to waive them, especially if you’re close to a deal. Don’t be shy about pointing out that these fees feel excessive or unnecessary.

If they stand firm, ask for a clear explanation or try negotiating other parts of the price to balance things out.

What’s the best price you can offer today?

When you ask this, you show you’re serious about buying but want a clear answer. It puts the ball in their court to give you their best deal upfront.

Be confident but friendly. If they hesitate, remind them you’re ready to make a decision if the price is right.

Sometimes they can’t lower the price but might add extras or perks instead. So, listen carefully to what they offer beyond just the number.

I’m ready to buy if the price is right

Letting the dealer know you’re ready to buy—but only if the price fits—shows you mean business without locking yourself in. It sets the tone for negotiation and signals you’re serious but won’t settle for a bad deal.

This phrase gives you room to push for a better offer while keeping the conversation open. Dealers want to close sales, so your willingness to buy can work in your favor if they know you won’t accept just any price.

Is there any dealer incentive or rebate available?

Asking about dealer incentives or rebates is a smart move. These offers often come straight from the manufacturer to help you save money.

Sometimes, dealers have hidden rebates that they might not mention unless you ask. It pays to be curious because these incentives can lower your price.

Remember, incentives change regularly, so checking in before you buy can give you an edge. You might catch a deal others miss just by bringing this up.

Can you waive the extended warranty or additional add-ons?

Yes, you can say no to extended warranties and add-ons when buying a car. These extras often come with high markups and aren’t required.

If a dealer tries to add them without your permission, remind them you didn’t agree to those charges. You have the right to reject or cancel those add-ons, usually within a specific time frame, like 30 to 60 days.

Don’t be shy about asking to remove any unwanted extras before signing the contract. It can save you a decent chunk of change.