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What Not To Do When Negotiating RV Prices

Whether buying a new or used RV, brushing up on your negotiating skills beforehand is a good idea. Being an expert negotiator can help you save thousands of dollars on the deal. Unfortunately, many consumers make several critical mistakes while negotiating. If you want the best possible deal, avoid following in their footsteps. Today, we’re sharing 10 things you should avoid when negotiating RV prices. Let’s get to it!

How Much Can You Negotiate on an RV?

Unfortunately, there’s no hard-and-fast rule regarding how much you can negotiate on an RV. Your ability to negotiate significantly depends on the market conditions, the season, and the vehicle itself.

From 2019 to 2022, RVs were practically selling themselves. Dealerships had little to no incentive to offer discounts. If you didn’t like the deal, they knew another buyer would be through the doors soon.

Most consumers can negotiate 20 to 30% below MSRP during normal market conditions. Many consumers find that dealers are more willing to negotiate at the end of the camping season. Their goal is to clear as many RVs from their property to make room for next year’s models.

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Before going into the dealership, be sure to read Are Lifetime RV Warranties a Scam to better prepare your negotiations!

10 Things Not to Do When Negotiating RV Prices

You must avoid several critical mistakes if you want the upper hand when negotiating RV prices. To help you get the best deal possible, we’ve compiled a list of 10 things not to do when negotiating RV prices. 

Don’t Rush the Process

The first mistake you want to avoid is rushing the process. We often make bad decisions or mistakes when we’re in a hurry. If a dealer can sense you’re in a hurry or have a tight timeline, they’ll be less likely to negotiate.

Their sales team knows all they have to do is wait you out. The pressure will increase on your side every day you put off closing the deal. If you are in a hurry, do your best to maintain a calm and relaxed demeanor. You don’t want them suspecting you want to make the process as fast as possible.

A hourglass as sand runs through it, while it sits atop a wooden table. The background is blurred to enhance the foreground with the hourglass.

Don’t Say Too Much

The next thing you want to avoid doing when negotiating is to say too much. The sales staff mentally gathers and collects information whenever you open your mouth. As a result, you should keep your cards as close to your chest and say as little as possible. Don’t accidentally reveal too much, hurting your chances of scoring a deal.

Unfortunately, dealers know that many shoppers are prone to ramble. They’ll get quiet and let you control the conversation. They’re hoping to catch nuggets of information that they can use to formulate the deal. This is especially true when it comes to the purchase price and financing.

Don’t Get Overly Emotional

When you get to the point where you’re negotiating prices, you’ve found an RV that you like enough to buy. You may have spent weeks or months researching and looking at the various options.

At this point, it’s easy to get emotionally attached to the RV and start picturing your family using it to make priceless memories. However, getting overly emotional can drastically hurt your ability to negotiate. 

The dealer will recognize you have extreme feelings for the rig. As a result, they’ll likely assume you’re more willing to concede when push comes to shove. There’s a reason why many expert negotiators use the phrase, “It’s nothing personal; it’s business.” Avoid letting your emotions come into play, or do your best to mask them.

A person calming themselves as they breath out of their mouth with their eyes hut in their white kitchen.

Don’t Overlook Hidden Costs

When negotiating an RV’s price, it should always be the out-the-door price. This includes any taxes, processing, or hidden fees along the way. We know a few consumers who thought they were getting a sweet deal but quickly discovered the truth.

The price the dealer was giving them didn’t include taxes or other hidden costs. It wasn’t until they got excited and started taking steps toward signing papers that they realized the issue. Luckily, they were bold enough to get up and walk out of the dealership and take their business elsewhere.

Don’t Neglect an Inspection

We highly recommend hiring a third-party inspector when buying any RV. These trained professionals will sift through and test the various systems and mechanics of the rig. When finished, they’ll share their findings in a detailed report.

What they find can work in your favor when negotiating. You shouldn’t pay full price if the RV has issues that need fixing. You may even want to back out of the deal if they discover severe damage or other critical issues.

Any dealer or seller unwilling to allow you to hire an inspector should be a major red flag. This likely indicates they’re hiding something they’re worried an inspector might find. No matter how sweet the deal, we’d encourage you to run away quickly.

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Don’t Focus Only on Monthly Payments

Many slick salespeople will try to get you to focus on monthly payments. They may even ask you what you’re looking to pay each month. If you disclose this to them, you’ve likely lost your position in the deal.

Once they have you focused on monthly payments, they can get you to consider more expensive RVs. They’ll show you how easy it is to afford the super fancy RV you thought was out of your budget. Although, they’re not telling you that they’re doubling the loan length or charging an enormous interest rate.

In these situations, the most important number for you is the actual price of the RV. If you don’t like their financing options, you can always shop elsewhere and get a better deal.

Don’t Accept the First Offer

Generally, most dealerships aren’t going to start at their lowest offer. They’re a business, and their goal is to make money. When the salesperson returns from the financing department with their first offer, you should never accept it. It likely has a generous amount of padding that tips the deal substantially in their favor.

Instead, be ready to reject it and offer them a counteroffer. Make sure it’s a serious and respectable offer. While there’s nothing wrong with shooting your shot, they’ll likely decline your first offer, too.

From there, you’ll have to go back and forth until you have a price you’re comfortable paying. Again, don’t focus on monthly payments but on the actual cost of the RV. You can worry about interest rates, loan duration, and monthly payments once you have the actual price of the RV locked in.

A person holding their finger up, saying no as they sit at their laptop and tablet at an office table.

Don’t Forget to Check the Market

It’s impossible to negotiate without first arming yourself with information. Knowing the market is the best way to do that regarding RV prices. Look at other dealerships or RV listings similar to the make, model, and age or condition of the rig you’re considering.

Once you know what others are charging, you can get an idea of the actual value of the RV. You’ll be able to use this information as leverage in your negotiations. Show it to the seller if you find a better deal or value elsewhere. They may be willing to match the offer to convince you to do business with them.

Don’t Hesitate to Walk Away

If a negotiation isn’t getting anywhere, there’s power in getting up and walking out the door. Ultimately, the dealer wants to do all that they can to convince you to go through with a purchase. In many of these situations, you’ll hear from them again as they try to continue to work the deal.

Walking away can show them that you’re serious and have other options. They’ll follow up with you if they want to close a deal. These deals can get messy, especially if the buyer or seller lets their emotions get involved. For them, a sale puts money in their pocket, which is likely the primary reason they’re selling RVs.

Don’t Feel Pressured into a Quick Decision

Dealers are notorious for putting pressure on shoppers when trying to close a deal. The increased pressure can cloud a consumer’s judgment and cause them to make irrational decisions.

They do this by stretching the truth regarding the number of other shoppers interested in a rig. The goal is to put pressure on you to make a quick decision. Whether it’s this trick or a host of others, you should never feel pressured into rushing a major financial decision. 

A person holding their head as they look at their laptop monitor while sitting outside.

Avoid Common Mistakes When Negotiating RV Prices

You can score a sweet deal as long as you can avoid the most common mistakes when negotiating the price of an RV. If not, you could pay too much and waste your hard-earned money. These situations aren’t fun, and most people don’t enjoy them. Do whatever you can to relax so you can avoid making mistakes and get the best possible deal.

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