Buying a car is one of the biggest financial decisions most of us will ever make, right up there with buying a house or finally splurging on that dream caravan for the big lap around Australia.
But while the excitement of a new set of wheels is hard to beat, buying a car can feel more like a high-stakes chess match than a simple shopping trip. And if you’re not careful, a few innocent words can cost you thousands.
If you’ve ever walked into a dealership and felt like you were on the back foot, you’re not alone.
Recent research shows that more than 70 per cent of people dislike at least one aspect of the car-buying process, and over half feel they’ve been taken for a ride (and not in a good way) by a dealer. So, what’s going wrong?
According to Kazimieras Urbonas, supplier excellence manager at Ovoko—one of Europe’s largest online marketplaces for used car parts—the problem often starts with what we say.
‘Certain phrases can instantly destroy your bargaining position,’ he warned.
And after years of working with thousands of suppliers and seeing the inner workings of the car trade, he knows precisely which words to avoid.
So, before you set foot in a dealership or start negotiating with a private seller, here are the five phrases you should never utter if you want to drive away with a better deal.
1. I need to buy a car this week.
We get it—sometimes life throws a spanner in the works and you need a new car, pronto. But telling a salesperson you’re in a rush is like waving a red flag at a bull.
Suddenly, you’ve lost your most powerful bargaining chip: the ability to walk away. Dealers know that if you’re desperate, you’re less likely to haggle and more likely to accept whatever price they throw at you.
Urbonas said, ‘Time constraints are a salesperson’s best friend. The moment they know you’re under pressure, they can skip the competitive pricing discussion entirely.’
Even if you do need a car quickly, always project flexibility. Take your time, ask questions, and don’t let on that you’re in a hurry.
2. This is exactly the car I’ve always wanted.
We all have that dream car—the one we’ve pictured ourselves driving for years. But if you let your excitement show, you’re handing the dealer all the power.
When a salesperson knows you’re emotionally attached, they know you’re unlikely to walk away over a few extra dollars.
‘Emotional purchases are expensive purchases,’ said Urbonas.
‘When you show genuine excitement about a particular vehicle, you’re essentially telling the salesperson that price isn’t your primary concern.’
So, even if you’re doing cartwheels inside, keep your cool on the outside. Stay analytical, ask about other options, and never let them see you sweat.
3. I’ve been looking for months and haven’t found anything.
It’s easy to get worn down by the endless search for the perfect car, but telling a dealer you’re at the end of your tether is a big mistake.
It signals that you’re ready to settle, even if the price or features aren’t right.
‘Extended search periods signal buyer fatigue,’ Urbonas explained.
‘Salespeople interpret this as someone who’s ready to settle rather than continue hunting for the perfect deal.’
Instead, act as though you have plenty of options and are in no rush to decide. Confidence is key!
4. My current car just broke down.
We’ve all been there—your trusty old car finally gives up the ghost, and suddenly you need a replacement.
But if you share this with a dealer, you’re telling them you have no choice but to buy, and fast.
‘Transportation emergencies create emotional purchases rather than logical ones,’ Urbonas warned.
Keep your cards close to your chest even if you’re in a bind. Present yourself as someone exploring options, not someone facing an emergency.
This keeps you in control and helps you avoid being upsold or rushed into a bad deal.
5. I don’t really understand cars.
You don’t need to be a mechanic to buy a car, but admitting you’re clueless is an open invitation for a dealer to take advantage.
They might push unnecessary extras, inflate prices, or steer you toward models that benefit their commission more than your needs.
‘Knowledge gaps become profit opportunities for dealerships,’ said Urbonas.
Do your homework before you start shopping—research the market value of the car you want, learn about standard features, and get a basic understanding of financing options. And remember, knowledge is power. The more you know, the better deal you’ll get.
Have you ever felt pressured or outmanoeuvred at a car dealership? Or maybe you’ve got a hot tip for getting the best deal? Share your stories and advice in the comments below—let’s help each other become car-buying pros!
Also read: The truth about renting your car space: Is it legal and worth the money?
