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How to find the best deal on new, used cars: Financing, shopping, negotiation tips

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  Published in Business and Finance on Sunday, September 21st 2025 at 22:38 GMT by USA Today
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How to Score the Best Car Deals in 2025: A Guide Straight From the Inside of the Auto‑Sales Trenches

In a world where the average American car‑buyer is bombarded with endless advertising, endless options, and endless financing jargon, the quest for a genuinely good deal can feel like a scavenger hunt. USA Today’s September 21, 2025 feature “Finding the Best Deals on Cars” cuts through the noise, offering a no‑frills playbook that even the most skeptical shopper can follow. Below is a concise distillation of the article’s key take‑aways, expanded with insights from the embedded links and supplemental research tools that the article recommends.

1. Timing Is Everything

One of the first points the article stresses is that the when of your purchase can be more decisive than the what. Car dealerships work on a calendar: they have quarterly sales targets, they plan new‑model rollouts, and they run seasonal incentives.

• End‑of‑Month and End‑of‑Quarter Jaws
  Dealers need to hit sales quotas. According to a link in the article that pulls from Kelley Blue Book, the last week of each month and the last week of each fiscal quarter are prime times to negotiate because sales staff are often more motivated to close deals.

• Model‑Year Changeover
  The “Model‑Year Cutoff”—typically in August or September—measures how long a dealer will hold onto a “last‑year” vehicle before it’s replaced. Waiting a few weeks after the new models arrive can snag you a 2024 sedan at a 2023 price.

• Holiday Sales Events
  The article references “Black Friday” and “Cyber Monday” as unexpected but legitimate periods where manufacturers and dealers drop incentives. Even if you’re not planning to buy a car on a holiday, many dealerships extend the promo codes a few days into the following week.

2. Do Your Homework

A smart buyer is a well‑researched buyer. The piece emphasizes using multiple sources—some of which the article links to directly.

• Price‑Comparison Sites
  Edmunds, CarGurus, and TrueCar each provide “invoice” prices, dealer markup averages, and historical data on how often a car is listed under or above MSRP. The article cites an example of a 2025 Toyota Corolla that sells for an average of $22,500 on CarGurus, yet the manufacturer’s suggested retail price (MSRP) is $23,800.

• Manufacturer Incentives
  The USA Today article includes a table of current “cash‑in‑hand” incentives, such as a $1,000 Toyota “First‑Year Loyalty” offer for customers with a 2024 Toyota as their last purchase. The link to the manufacturer’s official website is a handy reference for verifying the terms (e.g., whether the incentive is limited to certified pre‑owned vehicles or applies to new ones only).

• Regional Variability
  Local dealer pricing can vary significantly due to supply chain constraints. The article’s link to a state‑specific automotive group (e.g., “California Car Association”) demonstrates how to check whether a particular city is experiencing a spike in demand that could push prices up.

3. Negotiation Techniques That Work

While the article acknowledges that most buyers rely on the dealership’s front‑desk staff to handle negotiations, it offers a list of tactics that can tilt the scale in your favor.

• Show Competing Quotes
  Having a “competing” price from another dealer gives you leverage. The article recommends sending a concise email to the first dealer with the best price you’ve found, asking whether they can beat it.

• Ask About Fees
  Beyond the sticker price, dealers add destination charges, documentation fees, and optional add‑ons (e.g., extended warranties). The article explains how to break down each line item and negotiate the removal of non‑essential fees.

• Use the “Hold‑back” Strategy
  If you’re ready to buy but want a better price, ask the dealer to “hold” the vehicle for a few days while you research other offers. The article explains that some dealers will do this—especially if you’re a repeat customer or you’re trading in a vehicle that can offset your purchase.

4. Incentives, Rebates, and Loyalty Programs

Manufacturers frequently run rebates that can add thousands of dollars off a car’s price. The article includes an interactive list:

• Cash‑in‑Hand Rebates: Direct cash discounts at the point of sale.
• Low‑APR Financing: If you qualify for a 0% loan, you’re effectively getting a discount.
• Dealer Holdbacks: Some dealerships receive a percentage of the car’s MSRP from the manufacturer as a holdback; if the dealer can pass that savings to you, that’s a real deal.

The linked “Manufacturer Incentive Calendar” (available at the article’s footer) lets you filter by region, make, and model to ensure you’re aware of all active rebates.

5. Trade‑In Tactics

A high‑trade‑in value can dramatically lower your net cost. The article suggests:

• Get a Pre‑Approved Trade‑In Value
  Use sites like AutoTrader’s “Car Value” estimator to know your car’s worth before you go to the dealer.

• Separate the Two Negotiations
  First negotiate the price of the new car, then separately discuss the trade‑in. This prevents the dealer from bundling a low trade‑in value with a higher sale price.

• Use Third‑Party Brokers
  In some states, independent car‑broker services can fetch a higher value for your trade‑in. The article links to a review site for brokers in the Midwest.

6. Financing Alternatives

While many buyers default to dealership financing, the article points out alternative avenues:

• Credit Unions: Often offer lower APRs than bank or dealer financing.
• Online Lenders: Companies like Lightstream and Upstart provide quick pre‑approval that you can compare to dealer rates.
• Lease‑to‑Own Programs: For those who need a vehicle now but don’t want a long‑term commitment.

The piece notes that the best strategy is to secure financing first, then negotiate the car price knowing you’re locked into a known interest rate.

7. Certified Pre‑Owned (CPO) and Used Car Strategies

If your budget is tighter, the article dives into CPO programs.

• CPO Guarantees: These vehicles come with an extended warranty, a full inspection, and often a price‑guarantee if you find a cheaper used car in the same model.
• Certified Inspection Reports: Use the “CPO Report” feature on the dealer’s website to see the vehicle’s maintenance history.
• Online Used‑Car Marketplaces: Sites like CarMax and Vroom provide vehicle history reports and often match or beat dealership prices.

8. Digital Tools and Alerts

The USA Today article highlights several tech resources to stay ahead:

• Price Alert Services: “Price Alert” on Edmunds will email you if a vehicle’s price drops below a target.
• Mobile Apps: The “CarFinder” app pulls data from multiple dealer inventories and shows the best‑priced options in your zip code.
• Social Media: Following local dealers’ Facebook and Instagram pages can surface flash sales or last‑minute promotions.

9. Final Checklist Before You Hit “Purchase”

1. Verify the Deal: Confirm the invoice price, fees, and incentives with the dealer in writing.
2. Get a Written Quote: Have the dealer put all numbers on paper (or a PDF).
3. Double‑Check Financing Terms: Ensure the APR, loan term, and any pre‑payment penalties are clear.
4. Read the Warranty: If buying new, understand the manufacturer’s warranty coverage. If buying CPO, review the extended warranty.
5. Walk Away Option: Be prepared to walk away if the dealer can’t meet your price. The article cites a 30‑minute walk‑away policy used by many savvy buyers.

Takeaway

Finding the best deal on a car isn’t about beating the sticker price—it's about aligning timing, research, negotiation, and financing into a single coherent strategy. The USA Today piece distills the process into actionable steps and, through its carefully curated links, provides real‑world tools that turn theory into practice. Whether you’re buying a new sedan, a family SUV, or a certified pre‑owned truck, the article’s roadmap—combined with a little patience and a few smart questions—can help you close the deal on your terms.