Pratique du Shadowing: Don't Buy a Car Until You Watch THIS Video | How to Negotiate in 2026 - Apprendre l'anglais à l'oral avec YouTube

My name's Ray Shefska and I sold cars for 43 years.

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My name's Ray Shefska and I sold cars for 43 years.

My son, Zach,

and I are going to show you exactly how you go about negotiating the best possible car deals in 2026.

Welcome to Gotcha Subaru.

My name's Zach.

How can I help you today, sir?

My name's Ray and I'm interested in one of your Crosstreks.

Okay, thanks for coming in, Ray.

Really appreciate that.

Yeah, we've got plenty of Crosstreks on the lot.

Did you happen to do some research?

Do you know a specific one you're interested in

or do you want me to show you a few that might be good options for you?

I was interested in a 2025 Crosstrek Limited that you had.

I've done a little bit of research on the car,

and I believe you've had that car for,

I don't know, about 187 days.

It's a white one with black interior.

Yeah, the stock number, I have it right here.

The stock number is S's and Sam, 3768186.

Okay, sounds like you did your research.

Let me look up that stock number really quickly.

Let me punch it into my computer.

Give me one second here.

That was S as in Sam, 3768186.

Okay, yep, this pulled up really quickly here for me, Ray.

I've got it right here.

2025 Subaru Crosstrek Limited, $36,547 MSRP.

It's got that interior, like you mentioned.

I think you said something about the days,

but I don't quite remember what that was.

Yeah, do you want me to get the keys?

Do you want to go for a test drive?

I mean, what can I do for you here?

Well, we need to discuss the out-the-door price on the vehicle.

I know that you've had it a while.

I've done some market research,

and I know that they're selling fairly well.

But this particular one, according to the market research that I've done,

you've been advertising this vehicle for sale for the last 187 days.

So it's probably been sitting around a little longer than what your sales manager would prefer.

and I was thinking because of that,

he can do me a favor and I can do you guys a favor.

If we can work out a deal that's acceptable,

I could take that vehicle off your books.

Okay, so I hear you loud and clear,

you've been doing your research.

We love when customers come in and they've done their research.

Just makes the negotiation process that much simpler for us.

But 187 days, I don't know where you're getting that number.

I think this one just came off the truck the other day.

It's brand new, fresh on the lot.

That being said, you also said out the door price.

What do you mean by that, Ray?

What can I do for you when it comes to the out the door price?

And you're right.

It did just come off the truck 187 days ago.

That would be six months.

Just so we understand each other.

Just a few days ago,

six months is not just a few days ago.

The out the door number,

what I'm talking about is I need to get a complete breakdown of the price of the vehicle,

including all fees, that's state taxes,

registration, every fee that you would charge me.

And I need to know what that out-the-door number is,

as if I am going to actually write a check for it.

Okay, gotcha.

We'll see.

At our dealership here at Gotcha Subaru,

I'm not allowed to actually give out pricing.

I'll have to go to talk to my manager for that.

Do you want me to go run to my manager and get you a price quote?

You can either run to your manager or have your manager run out to you.

One of the two.

Okay, Ray, good news.

My manager gave me the numbers here,

and I want to let you know that this deal is only good today.

So that means that if you were to come back tomorrow,

this price would no longer be honored.

This deal is only for today.

Now, online, we had the vehicle advertised at $34,285.

Now, every vehicle here at Gotcha Subaru gets two add-ons.

One is our Gotcha dock fee, which is $1,000.

So that takes us up to $35,285.

And then we add $2,000 in the Gotcha appearance package.

That's to make sure that the vehicle stays in tip-top condition.

It's a paint sealant and an interior protection product.

And it even includes this thing called a window etch,

which makes sure if your vehicle gets stolen, we're able to locate.

So that's an additional $2,000.

So we're up to $37,285.

There's some state fees and some taxes and things like that.

I'm sure my manager can get on an out-the-door worksheet for you here in just a couple minutes.

But I wanted to talk to you a little bit again.

This is the best deal we can possibly offer,

and it's only good for today.

Well, that probably explains why that car's been sitting here 187 days.

You know, I really, I'm not interested in your gotcha package.

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I don't need the paint protection.

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I've got a garage at home, interior protection.

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You know, I don't have any kids or anything

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that are going to be spilling their sodas and their snacks in the car.

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And window etch, you know, I've done my research.

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Window etch is worthless.

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So here's what we need to do.

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We need to work on an out-the-door number.

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And that out-the-door number has to be less,

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the selling price has to be less than what it's advertised online for,

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and it cannot include the $1,000 doc fee and the $2,000 gotcha package.

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So if you would be so kind,

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I'll just ask this one more time.

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Could you run or skip or walk quickly to your manager and ask him to provide me with that information?

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I need that complete breakdown.

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Listen, I know that you're advertising it at a good price,

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but that advertised price means nothing if you're going to add $3,000 worth of a useless stuff that I wasn't remotely interested in.

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So I know the invoice was $34,391 or something like that.

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We need to do better.

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Now, Ray, I'm going to go talk to my manager,

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but I know he's going to ask me two questions.

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One is, how do you plan on purchasing this vehicle?

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That can impact the out-the-door price if you're going to finance it,

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pay cash, lease it.

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That can change the ultimate selling price of the vehicle.

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And the other question my manager is going to ask me is,

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do you have a trade-in?

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Because again, that can totally change the out-the-door price of the vehicle.

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So let me know the answer to those questions,

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and then I'll skip and jump and walk back to my manager and get you a new out-the-door price.

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I'm planning on buying it once I get that out-the-door number that I can look at.

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that's how I'm planning on buying it.

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If I don't get to see that information,

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it doesn't matter if I'm going to finance it,

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if I'm going to lease it,

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or if I'm going to pay cash for it.

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Okay, let's establish a selling price with all the fees first.

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And then, then if that's acceptable,

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then I can have that conversation as to how to pay for it with the finance manager

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when I go to complete all the paperwork.

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But what about your trade-in?

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You must have a trade-in.

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And again, that can totally change the numbers of this car deal.

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So I need to know,

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do you have a trade-in?

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I don't know if I have a trade-in or I don't have a trade-in.

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I have the opportunity to sell my car,

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my existing car, to my neighbor whose daughter's graduating high school and she needs a car and they like the car.

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Or I have an offer from CarMax and I can sell it directly to them.

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So let's not worry about the trade.

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That's a complete separate transaction.

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Just get me that out-the-door price.

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I don't want to have to ask again.

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If I have to ask again,

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well, I'll have to go to your competitor.

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Well, Ray, I'm going to go talk to my manager,

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but I don't know if you've given me enough to work with here.

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I don't know how you're planning on paying for the vehicle.

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I have no clue if you have a trade.

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It sounds like you probably do,

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but maybe you won't sell it to us.

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And obviously, you're not interested in any of our gotcha packages,

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which is a bit of a bummer.

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But I'll go talk to my manager and see what I can do.

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Well, yes, please.

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And if you can speed up the process just a tad,

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I would greatly appreciate it.

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So, Pops, there we go that's pretty much the experience of negotiating a new car at the dealership.

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And quite frankly, if you are buying a new car in 2026,

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you shouldn't do any of this at the dealership.

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You should do all of this virtually.

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You can get those out the door price quotes either via phone,

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text or email, and ultimately compare offers from multiple dealerships because

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that back and forth that we were just starting to get into sure,

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it was a couple of minutes long in this video,

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but that can last hours at the dealership,

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and that's really not a good use of your time.

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No, and the best use of your time is to do that research online,

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to reach out via email or text.

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The phone is wonderful, but they might record the conversation, but you won't.

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I prefer written context here so that you can refer to what they said

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and what you said so i would prefer email or text um

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and and yes reach out to a number of dealers

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but you you have to do

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that research prior to ever going into the dealership you have to do

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that outreach prior to ever going to the dealership

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so you have as much of this established as you possibly can

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so you don't have to do that back

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and forth dance in the dealership yeah i want to to separate research and outreach though,

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dad, because research is trying to figure out things,

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for example, like how long the vehicle's been on the lot,

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what the dealer invoice price is,

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how fast inventory is turning over.

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Outreach is outreach and getting out the door price quotes.

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And to me, those feel like very separate activities in 2026.

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If I'm buying a new car,

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you referenced multiple times in that role play,

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187 days on the lot.

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You mentioned the dealer invoice costs.

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You were very knowledgeable.

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You even mentioned that the car was selling,

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those types of cars were selling fast in that market area.

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All that research can be done online.

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We provide that information at CarEdge.com.

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Many other websites provide information as well.

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You got to do that and you have to locate 5,

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10, 15 vehicles that match your criteria.

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The outreach is a whole other ballgame.

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You can do the research and never do the outreach and the price may change,

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as you saw in that roleplay, by $3,000.

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And for doing the outreach,

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it's all about, to your point,

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getting written out the door price quotes.

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And then the strategy is very simple.

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You just get the lowest number there,

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depending on how much energy you want to put in.

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And you can share those quotes with the dealers you're talking to to see who wants to match or beat it.

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I think that's like really the all-encompassing approach here is do your research and then when you go to do your outreach,

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know your strategy is get multiple offers.

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So in 2026, the actual time spent at the dealership should be to take delivery.

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In many states, you can also do e-signature.

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So really going to the dealership is just taking delivery of the vehicle,

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not even doing the negotiation.

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I do think it's important to note,

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and we'll make a follow-up video,

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that is a role play for the finance office

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because in a lot of instances

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that does take place at the dealership that's where your interest rate comes in the auto loan

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but pretty much everything can be done before you go to the dealership

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if you do your research and your outreach beforehand obviously back at caredge.com we have tools

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that can help you do this

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and at a minimum even just watching this video means you're

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a step ahead of most car shoppers absolutely you i think nailed it

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