Featuring  Credabl Consultant: Julie Stegnaic

Buying a car should feel exciting, not like you have been drafted into an improv show where the dealer knows the plot and you are left making it up as you go. If you have ever wandered in to “have a look” and somehow found yourself nodding along to a repayment schedule, you are in familiar company. Car yards are designed to move fast, create momentum and keep you saying yes.

Here is how to slow things down and take control.

Start with the cash price

Before finance enters the chat, ask the dealer for their best cash price. This uncovers the true value of the car without any incentives or promotional rates shaping the number.

As Julie Stegnaic from Credabl puts it, “The moment you ask for the cash price first, the whole negotiation shifts. It shows you what the car is actually worth before the smoke and mirrors of finance come into play.”

Once you have that figure, you have something solid to work from.

Now ask for their finance terms

Once the discount is on the table, ask what finance rate applies to that reduced price. If the rate suddenly changes or becomes less appealing, that is a strong sign the “discount” and “rate” were quietly linked.

You are simply testing the offer. No drama. No pressure. At your pace.

Check the comparison rate

A headline rate tells you very little. The comparison rate includes fees and is a far better indicator of the total cost of the loan.

Ask for these in writing:

  • Comparison rate

  • Fees included

  • Loan amount used to calculate it 
  • Condition or limitations 

If answers feel slippery and a little murky, treat the rate accordingly.

Look out for settlement deadlines

Some promotional rates depend on settling within a tight timeframe. If stock is delayed, you may be bumped to a higher standard rate through no fault of your own.

A calm question works wonders.
“What happens to the rate if settlement takes longer than expected?”

Beware the add-on avalanche

If the rate is unusually low, expect add-ons to appear. Paint protection, tint, tyres, warranties. These are often used to recover margin.

Great if you want them. Expensive if you do not.

Flexibility is often more valuable than a flashy number

Dealer finance can feel rigid. Early payout penalties, limits on extra repayments and locked-in terms can make the loan more expensive over time.

As Julie puts it, “Flexibility matters more than the headline rate. Most people want the option to pay things down faster when life allows. A loan that lets you do that can save you more than any promotional offer.”

Handy scripts to use on the day

“Before we talk finance, what is your best cash price today?”
“Can you show me the comparison rate including all fees on the exact amount I would borrow?”
“Are any of these rates linked to extras or accessories?”
“Does this rate still apply if delivery is delayed?”

They are confident but polite and keep the negotiation on your terms.

A quiet reminder

You can take the dealer’s best price and still choose finance elsewhere. You are not locked in.

At Credabl, our team help medical, dental and veterinary professionals navigate the fine print and make sense of the real costs. As Julie says, “We do this every day, so nothing surprises us. Bring us any dealership offer and we will help you see what is real, what is noise and what works best for you.”