There’s something undeniably thrilling about scoring a great deal at a sales event. The flashing banners, “limited time only” bargains, and the promise of saving big can make anyone feel like they’ve hit the jackpot. When it comes to car sales events, the stakes are even higher. These are your chances to walk away with the car of your dreams without completely emptying your wallet. But here’s the thing—not all sales events are created equal, and knowing how to navigate them can mean the difference between just cutting costs and truly capitalizing on a great opportunity. If you’ve got your eye on a used car and want to make sure you snag the best deal, here’s what you need to know.

Timing Is Everything

One of the best-kept secrets to getting a great deal during a sales event is knowing when to shop. Timing plays a huge role in whether you’re walking off the lot cheering or second-guessing your decision. Car dealerships run sales events year-round, but some times are simply better than others for extra savings.

End-of-year events are particularly attractive. Car dealerships aim to clear out old inventory to make room for the next year’s models. This means that in December, you’ll find dealerships more willing to offer discounts on used cars sitting on their lots. The motivation to hit their annual sales goals is a bonus for buyers. The same concept applies at the end of months and quarters, especially when dealerships are hustling to meet internal quotas.

Special holiday events like Memorial Day Weekend, Fourth of July, or Black Friday have become synonymous with massive discounts. These high-energy sales see dealerships slashing prices significantly in hopes of drawing large crowds. If you’re willing to brave the packed lots and competitive atmosphere, you could lock in a fantastic deal.

Do Your Homework Before Showing Up

The excitement of a sales event can feel contagious, but don’t rush in without doing your homework first. Walking onto the lot armed with solid research puts you miles ahead of other buyers who are swayed by flashy marketing or salesperson pitches.

Start by researching car makes and models that suit your needs. Check online reviews to see what other drivers have to say about their experiences with reliability, maintenance costs, and long-term value. Once you’ve zeroed in on a car, find out its average price using tools like Kelley Blue Book or Edmunds. Knowing how much the car is worth helps you spot a genuine deal versus a sales gimmick.

It’s also helpful to research past sales events at your target dealership. Find out what kind of discounts they offered in previous years, as it’ll help you anticipate what to expect. If similar deals aren’t advertised this year, don’t hesitate to ask a salesperson if they’re willing to match past promotions.

Get Pre-Approved for Financing

One of the smartest moves you can make before attending a sales event is getting pre-approved for financing. When you know how much a lender is willing to give you and at what interest rate, it simplifies the negotiation process. It also helps you set a clear budget so you don’t get swept up by a car that’s just out of reach financially.

Getting pre-approved gives you leverage to focus your efforts on the car’s price rather than its financing terms. Plus, when salespeople see you’ve done the legwork for financing, they often take you much more seriously as a buyer. Pre-approval can also give you flexibility to shop at multiple dealerships or negotiate with confidence if one tries to upsell you on unnecessary extras.

Be Strategic About Inspection and Test Drives

Sales events can feel like a whirlwind with cars flying off the lot and buyers scrambling to grab the best deals. But even amid the excitement, it’s crucial to stay grounded and stick to your plan. One mistake many people make during sales events is skipping a thorough inspection or test drive in the rush to close the deal.

Even if the price seems like a steal, take the time to inspect the car for wear and tear. Look under the hood, check the tires for uneven wear, and test the brakes. When in doubt, don’t be afraid to ask for a Carfax report or service record to get a better idea of the vehicle’s history. Used cars often come with hidden quirks, and you want to know about them before committing.

A test drive is equally important. This is your opportunity to get behind the wheel and make sure everything feels just right. Pay attention to how the car accelerates, brakes, and handles bumps. Take note of engine noise, check for unusual vibrations, and trust your instincts if something feels off.

Don’t Be Afraid to Negotiate

Car sales events often advertise jaw-dropping prices, but that doesn’t mean those offers are the best you can get. Negotiation is still very much on the table. Armed with your research, pre-approval, and awareness of the car’s value, you’re in a strong position to push for an even better deal.

Start by letting the salesperson know you’re serious about buying but have limits. Use your pre-approval as a benchmark and work to negotiate the cost down without straying from your comfort zone. Some dealerships may offer financing incentives to buyers who finance through them—but you can ask if they’ll apply those same perks to the car’s price even if you’re using outside financing.

If you find that the dealership isn’t budging on price, try negotiating other elements of the deal. Free oil changes, an extended warranty, or reduced fees can all help you save money while sweetening the overall package. Remember, dealerships still want to close the deal, especially during sales events, so they may be more flexible than they seem at first.

Be Mindful of Extras and Hidden Fees

It’s no secret that dealerships love to upsell during sales events. From extended warranties to paint protection packages, there’s no shortage of extras they’ll suggest adding to the car’s price. While some add-ons might be worthwhile depending on your situation, others can inflate the final cost unnecessarily.

Review the purchase agreement carefully before signing. Look for added fees, like documentation fees or delivery charges, that can sneak into the deal. Politely question anything that doesn’t seem essential, and don’t hesitate to decline extras you don’t need. Staying firm and focused on your original budget helps ensure you walk away with a deal that’s truly worth celebrating.

Know When to Walk Away

Finally, one of the most important secrets to securing a great deal is knowing when to walk away. Sales events can create pressure to act quickly, but rushing into a purchase isn’t worth it if the deal doesn’t feel right. If the price is too high, the terms seem confusing, or the salesperson pushes for extras you don’t want, trust your instincts.

Remember, sales events aren’t a one-time-only opportunity. If you don’t find what you’re looking for this time, there will always be more deals around the corner. Walking away gives you the chance to regroup, sharpen your strategy, and come back ready for the next great sales event with even more confidence.

By understanding these strategic tips, you’ll be well-prepared to head into any sales event and spot a deal worth celebrating. With patience, preparation, and a little savvy negotiation, you’ll drive home in just the car you’ve been searching for, all while staying within budget.