Is there a best time to buy a car? One creator says yes, and he puts it in strong terms. In a video from @thehenrybeaumont, he says you should never buy a car until the last three business days of the month, or during the last month of the year.

The word never is a strong one, and it is worth saying up front that this is one creator’s claim and a piece of advice that circulates widely, not a rule that guarantees a better price. Still, the reasoning he gives is worth a look, because it explains how the business side of a dealership works.

The creator’s reasoning

According to the creator, salespeople, managers and dealerships all have monthly and yearly sales targets. When they are close to hitting one, he says, a deal that was not possible two weeks earlier can become possible, because one more sale is worth more to them than the discount they would give. In his words, it is the same car at the same dealership, but a different negotiation.

He adds that the same idea applies to other stores, naming furniture, mattress and appliance stores as places where end of period targets can also matter.

How much weight to give it

It makes sense that a business with sales goals might feel more pressure at the end of a month or year. Many shoppers and car buying guides mention the idea. But the video does not show any actual deals, and there is no way to know from the clip how much a buyer might save, or whether it would work at a given store. Several things can change the outcome, including how many cars a dealership has in stock, whether the model is in high demand, and whether the store has already met its goals.

Waiting also has risks. The exact car you want could sell to someone else, and rates, incentives and inventory can change. A buyer who needs a vehicle now may not want to wait for the calendar to cooperate. So think of the timing tip as one tool among several, not a magic trick.

Ways to negotiate with more confidence

• Do your homework first. Research what similar vehicles are selling for in your area so that you know what a fair price looks like.
• Get your financing sorted. Many buyers check with their own bank or credit union before visiting a dealership, so they can compare offers.
• Compare more than one dealer. Asking for quotes from several stores gives you something to compare and shows sellers that you are shopping around.
• Focus on the total price. Ask for the full out the door number, including fees and any add ons, rather than concentrating only on the monthly payment.
• Be ready to walk away. Being willing to leave is one of the strongest positions a buyer can have.
• Consider your timing, but stay flexible. If the end of the month is convenient, it may be worth trying. If you find a great deal on the 10th, you do not have to turn it down.
• Get it in writing. Make sure the numbers you agreed to appear on the paperwork before you sign.

The same idea beyond cars

The creator says the thinking applies to furniture, mattress and appliance stores as well. If you are planning a big purchase of any kind, it can be worth asking a salesperson when they tend to have the most flexibility. A polite question costs nothing, and the answer may help you decide when to shop.

The bottom line

According to the creator, the best time to strike a deal is when a dealership is close to a sales target, which he says is typically at the end of the month or year. It is a popular idea and the logic is easy to follow, but the best protection for any car buyer is preparation, patience and a willingness to say no. Time your purchase if you can, and do not let the calendar be the only thing driving your decision.