Timing your car purchase can save you thousands. Dealers have monthly, quarterly, and annual sales targets — and when they need to hit those numbers, they deal.
The end of the calendar year is the best time to buy. Dealers are clearing out current-year models to make room for the new year's inventory, and they're motivated to hit annual sales targets. December is typically the single best month for deals.
Salespeople work on monthly quotas. The last few days of any month — especially the last day — often yield the most flexibility in pricing because dealers are trying to hit their numbers.
Spring and early summer are typically the worst times to negotiate. Tax refund season brings more buyers to dealerships, which means less desperation to deal. New model releases in late summer can also drive up demand for outgoing models.
Monday and Tuesday are generally the slowest days at dealerships. Less foot traffic means salespeople have more time for you and are more motivated to close a deal. Avoid weekends when showrooms are packed.
Pro tip: Shopping on a rainy weekday in December is the holy grail of car buying timing. Low traffic, motivated salespeople, and year-end clearance combine for maximum leverage.
For new cars, late summer (August–September) is ideal when dealers are heavily discounting the outgoing model year. For used cars, early January sees a surge in listings as people trade in after the holidays — more inventory means more choices and competitive pricing.
Before you negotiate, know exactly how much car you can afford.
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