How to Snag the Best End-of-Year Car Deals This December

Back in 2023, Ray Shefska, a former car dealer and consumer advocate from CarEdge, broke down the art of negotiation in a YouTube video that’s just as relevant this holiday season. CarEdge also published practical tips in an article to help buyers stay in control during negotiations. These tips remain just as relevant today:

• When asked about your monthly budget, don’t answer directly. Instead, steer the conversation toward the total “out-the-door” price, which includes taxes and fees
• Avoid revealing how much you plan to put down upfront—dealers often use this information to lock you into less favorable deals
• If asked about a trade-in, don’t commit early. Keep trade-ins and car purchases as separate negotiations to avoid muddled offers

The underlying message is that dealers are trained to maximize profits, and understanding their playbook is crucial to securing the best deal possible.

Discounts aren’t as predictable as you think

One of the most discussed aspects of year-end deals is how unpredictable they can be. A Redditor explained this perfectly: “If we hit our target as a store by the 25th, I’m kicking out anyone expecting us to lose money on a deal. If we’re five cars from our goal on the 30th, we’re taking deals we wouldn’t normally take.”

This variability means two things for buyers:

• Timing matters, but not in a way that’s easy to predict
• The only way to find out if a dealership is in a position to negotiate is by showing up and testing the waters

Another Redditor pointed out that dealers often prioritize clearing out older inventory, such as 2024 models, now that 2025 cars are hitting the market. This creates opportunities, but only if you can shop around and compare offers.

How do you navigate it all?

CarEdge’s Shefska recommends a strategic approach:

• Research: Know the average price for the car you want and the available rebates. Don’t let a dealer present standard incentives as “special” discounts
• Be assertive: Resist the salesperson's attempts to steer the conversation toward monthly payments or add-ons. Always ask for the full cost upfront
• Use competition: Visit multiple dealerships, and don’t hesitate to let them know you’re comparing offers. Dealers competing for your business can work in your favor

Deals to watch before January

For those ready to shop, here are a few standout deals that extend well beyond Cyber Monday:

• 2024 Volkswagen Tiguan: 0% APR for 60 months or $2,500 bonus cash (expires January 2, 2025)
• 2024 Volkswagen Atlas: 0.9% APR for 60 months or $3,500 bonus cash (expires January 2, 2025)
• 2024 Ford Mustang Mach-E: 0% APR financing for 72 months (expires January 2, 2025)

Are these deals worth it?

End-of-year car deals ultimately depend on factors beyond timing. They depend on the dealership’s goals, inventory levels, and how informed you are as a buyer. Another Redditor pointed out, “It must be a dealer pressed to move to get a discount. Your best bet will be on 2024s at a dealer who’s behind and needs to move old inventory.”

The truth is, no one deal is guaranteed to be perfect. Negotiating successfully requires preparation, persistence, and the willingness to walk away if the numbers don’t work.

So, are these deals marketing ploys or golden opportunities? Maybe a bit of both. But one thing is clear: the more informed and strategic you are, the better your chances of driving home a true bargain.