We believe everyone should be able to make financial decisions with confidence. And while our site doesn’t feature every company or financial product available on the market, we’re proud that the guidance we offer, the information we provide and the tools we create are objective, independent, straightforward — and free.
So how do we make money? Our partners compensate us. This may influence which products we review and write about (and where those products appear on the site), but it in no way affects our recommendations or advice, which are grounded in thousands of hours of research. Our partners cannot pay us to guarantee favorable reviews of their products or services. Here is a list of our partners.
3 Ways to Say No at a Car Dealership
Preserve the good deal you negotiated on the car sales lot by being ready to say no in the finance office.
Many, or all, of the products featured on this page are from our advertising partners who compensate us when you take certain actions on our website or click to take an action on their website. However, this does not influence our evaluations. Our opinions are our own. Here is a list of our partners and here's how we make money.
Philip is an automotive expert who writes a syndicated column for
NerdWallet. He has appeared on national TV and radio and once wore a hidden camera for ABC News to show how to haggle for a used car. His passion is helping people save money in their automotive budgets.
Des Toups Lead Assigning Editor | Student loans, repaying college debt, paying for college
Des Toups was a lead assigning editor who supported the student loans and auto loans teams. He had decades of experience in personal finance journalism, exploring everything from car insurance to bankruptcy to couponing to side hustles.
I was buying a new car when the finance manager began pitching a wheel and tire protection plan. He even pulled out his cell phone and showed me a picture of a damaged wheel.
“My wife has used it five times,” he said. “So I’m sure you’d like it to protect your new car.”
“No, thank you,” I said, and clamped my mouth shut. He heaved a disappointed sigh and drew up the sales contract without the addition. Now, 18 months later, my tires and wheels are in perfect condition and that money is still in my bank account.
Why it’s hard to say no
When a car dealer pitches a host of items at a car buyer already worn down by a prolonged sales process, it’s no accident that you want to say yes or offer a reason for saying no to the upsell.
“As children, we are taught not to go against authority,” psychotherapist F. Diane Barth writes in Psychology Today. “We are supposed to do what parents, teachers, and others in power tell us to do.”
I think you could add “car salesperson” to that list of authority figures.
As a veteran finance and insurance manager once told me, if you can get people saying yes, they will keep saying yes. Your job is to be able to say no to items you really don’t want or will possibly never use.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
NerdWallet's ratings are determined by our editorial team. The scoring formula incorporates coverage options, customer experience, customizability, cost and more.
Some dealerships have an even more direct way of upselling items: They install them ahead of time on the car. Then, if you protest, they say, “Sorry, it’s already on the car.”
Dealerships often give you advanced warning of these upsells by posting an “addendum” to the window sticker on the car. This addendum is usually a slim sticker next to the official factory window sticker, and it lists extra products — such as custom wheels, running boards and mud flaps. The total price of all the items is added to the sticker price of the car, even though most people negotiate a below-MSRP price.
How many ways do I need to say no?
Knowing that the upsell is coming puts you ahead of the game.
You can decide, in advance, if there is something you want, such as gap insurance or an extended warranty. And you can have, in advance, an answer for the pressure tactics you are likely to face.
Here are three strategies to emerge unscathed from the dealership.
Strategy 1: Negotiate the out-the-door price
The sooner you know about add-ons, the easier they will be to decline. If you’ve seen an addendum to the window sticker, you know what you’re up against and can politely say, “I want the car, but I’m not going to pay for the extra items that were added.” But if there is no addendum, there still might be add-ons or extras on the cars such as a pre-installed car alarm.
To smoke out extras and add-ons simply say, “I’d like to see a breakdown of the fees and what my out-the-door price is.” Any experienced salesperson knows exactly what you’re asking.
Planning to buy a car?
Explore the auto-buying platforms from our partners below.
AD
Edmunds - New Purchase
New and Used Car ShoppingEdmunds offers expert car reviews, pricing information, and detailed comparisons for new and used vehicles. With comprehensive data on thousands of cars, trucks, SUVs, and hybrids, Edmunds helps users make informed decisions by providing valuable insights into vehicle performance, features, and costs. The platform also allows access to financing options, vehicle listings, and dealership information, making the car-buying process seamless and stress-free. Whether searching for a new model or a quality used car, Edmunds is a trusted resource for all automotive needs.
Used Car Buying and FinancingCarMax is the largest used auto dealer, offering pre-owned vehicles at over 240 store locations with multiple finance sources through CarMax Auto Finance and partner lenders. Pre-qualification is available, enabling customers to explore financing options without impacting their credit.
New and Used Car ShoppingCarsDirect provides a broad selection of new vehicles, including cars, trucks, SUVs, and hybrids, through an extensive network of dealers to ensure great deals. For those interested in quality used vehicles, they offer access to over 1,400,000 listings, making it easy to find and secure the perfect car, truck, or SUV. The platform allows users to conveniently save searches and receive notifications when new listings match their criteria. Additionally, CarsDirect partners with numerous dealers to offer streamlined purchase options for both new and used cars, simplifying the buying process.
New and Used Car ShoppingTrueCar offers an extensive platform for buying and selling cars with transparent pricing and personalized offers. Their digital marketplace simplifies vehicle research, and with TrueCar+, the entire car-buying process can be completed online, including flexible financing, home delivery, and options for selling or trading in vehicles. Customers also benefit from a straightforward, no-hassle experience with trusted dealers. TrueCar partners with a network of verified dealers to ensure reliable transactions and competitive deals on both new and used vehicles.
Car salespeople are very alert to the customer’s knowledge level. If you seem savvy, they are more likely to streamline the deal and accept a lower profit just to move the metal. So one experienced car shopper recommended saying no firmly and politely right upfront.
You can say, “I know you have to present these items to me. But I’m not interested in buying anything extra.” At this point, the finance and insurance manager will probably back off.
Strategy 3: Have a fallback answer
You don’t have to justify your decision not to buy the dealership’s add-ons. But aggressive salespeople will probe for a reason for your refusal and then try to overcome it with a scripted response. If this happens to you, here’s a handy approach: Just tell them you don’t plan to keep the car for longer than three years. This means you will always be covered by the included factory warranty.