Finally decided I'm going to purchase a standard length XJ, AWD. 2018's are gone near me (Baltimore/DC area), can't find a CPO I want. Dealer has a 2019 with an msrp of $85,600 having $7000 in options. He offered a $6000 man rebate (not listed on the Jaguar site),and $6000 from him. $73,600 + destination. I'll offer less, not sure how much less. I don't want to insult them with a low ball, but I suppose the worst they can do is ask me to leave. Q1. Any suggestions? I'll ask if I can get the same reduction on an order with only the options I want. Q2. Has anyone had much success getting a discount on an order? Thanks.

 

The XJ, like most luxury sedans, suffers from HUGE depreciation in the first year. Demand for sedans is decreasing due to increased demand for SUVs and crossovers. That make it a buyer's market for CPO XJs.

I suggest that you expand your search area to the entire USA for a 2018 CPO XJ with the options and colors you want. You'll save at least $25K and have a factory warranty to 100,000 miles or 7 years from the date that XJ was first placed in service. Ideally, that XJ will be a corporate lease turn-in to the selling dealer, who will have all the service records. Many CEOs get a new company car every year, so finding "the one" shouldn't be too difficult. The dealer can have it shipped to you or you can fly there and drive it home.

 

Good advice.I have been checking locally (5 dealers) and cpo's were few and not close to what I wanted. I'll expand nationally as you suggested. Thanks.

 

Interesting evening. I found a CPO out of state that looked like what I wanted. Emailed interest, got a price several thousand less than the asking. Turns out, the salesman gave me a price on a different car with higher mileage. When pressed he said either the vin #'s or stock #'s got mixed up. Ok, no harm. Next I download an agreement on yet a third car that I did have interest in showing a certification fee of $2645.00 added to the sale price we discussed. The pre owned manager said this is because the deal was so good. I have seen two CPO's locally and did not encounter that type of pricing. I wonder if Jaguar approves of those games on their site. I spent a couple of hours researching the car, KBB CPO price, and one way airline tickets ....all for naught. Tomorrow is another day.

 

I bought my XJ as a CPO corporate lease turn-in after 16 months in use with 26,000 miles from a dealer in another state. I wasn't turned off by the high mileage, as the XJ loafs along at highway speeds, and it had new brakes and new tires and was immaculate. Eventually, they accepted my offer that was almost 15% under their asking price. That XJ was on their lot for over 2 months.

Do your homework and check wholesale prices on several websites before making an offer - KBB.com, Edmunds.com, cars.com, autotrader.com. and others. If an XJ has been on the dealer's lot for more than a month, he's getting antsy and is looking to make a deal. The longer it sits, the less it's worth and he really doesn't want to wholesale it at an auction after having spent money to CPO it. Go in knowing that you're at a disadvantage - the salesman is a pro; he sells cars every day and is highly trained to know every trick in the book to convince you that his price is a great deal. He knows that you don't buy cars every day and have a strong emotional connection in wanting that beautiful object of your desire. You can win when you realize that you're in the driver's seat because you have the money that the salesman wants, and customers are not knocking his door down to buy that XJ. He's hungry, and needs that commission. He has you on the hook and doesn't want to let you get away. He understands that some is better than none. Remember to always be courteous and polite, but if you're not making progress in getting your price, it's time to unleash your most powerful negotiating weapons - your feet. Thank him for his time and slowly walk out the door. He will follow you. That's when you give him one more chance to earn your business. You might not get everything you want, but you will get it for less.

How do I know this? Been there, done that.

 

Thanks Stuart, you reinforced much of what I know. KBB has given me good information on fair pricing of CPO's, I'm always polite, and when they ask my time frame to buy....it's whenever I find the car and deal I like, no hurry. The two dealers I actually spoke to, not just emailed, were firm on their price, even though one car was on the lot almost 90 days, per carfax. I've looked at cars with 2800 and 5000 miles. I see what you went with higher mileage. I'll expand mileage as the warranty goes up to 100,000 or about 6 years as I am focusing on 2018's. I found a cheap one way flight last night to see a CPO, but the dealer turns out to not be trustworthy. Interesting journey. Thanks again.

 

Make sure salesperson isn't exploiting your desire to be polite. One tactic that they use is fake indignation/insult to lower offers. Salesperson could try to convince you that lower offer is inappropriate, because they already made you their best offer or somehow their dealership is no-haggle. Nonsense, no such thing exists. There is no shrinking violets that work in car sales and there are no final car prices that couldn't be driven down further with more negotiations.

It is very instructive and informative to watch Youtube videos on car sales training. There are few channels that do instructions/demos. It is very helpful to recognize some of pressure tactics while you are in the middle of negotiation.

 

Some of my counter-strategies:

1. I really want that car, but I can't really afford more than <~10% less than current offer>, so I guess I have to go and buy myself <insert nearby competitor dealership from a different lesser brand>.
2. I already have an offer for <~10% less from other dealer>, but I don't feel like driving 3 hours there.
3. I was on the way to buy <insert competitor brand>, but decided to stop by to see what this car is all about. Then start walking out, to go buy that other car, after very short engagement.

Generally, anything you can do to panic sale person into thinking they are about to permanently lose a chance to sell is a good thing.

Also, always negotiate everything included so they don't play shell game with fees. Also make sure offer is on paper and not verbal. They will jack up and invent government filing fees to make extra buck on you.

 

Today, from Hennessy Jaguar in Atlanta:

But you'll still lose $10K in depreciation as soon as you drive it out the door.

 

Some, not all dealers are also giving $20,000 off of new 2018's. I'm considering a couple where I'll have to fly or rent a car one way. Is your immediate depreciation estimate still 10 large?

 

I meant 2018 XJ R-Sport.

 

A new Jaguar X351 XJ will never be worth more than immediately before you buy it. Thereafter, it's just a used car and used XJ values vary widely by location

I just checked inventory at all 3 Hennessy Jaguar locations and all of those $22,500 discounted 2018 XJL Portfolio models appear to have been sold.

This discount is helpful in your search for a CPO 2018 and determining how much to pay. Assuming the original MSRP was $92,500, that discount really makes it worth $70,000 - but that's brand new, with no miles - and it's already 1 year old. Reduce that base value for mileage and any other flaws.

 

Yep. They all depreciate. I should have one in the next 10 days or so. I've got some 2018's narrowed down for exterior and interior color. The nearest ideal cars for me to the DC area are Connecticut, NYC and North Carolina. I have 6 dealers within 50 miles and nothing that's right for me. Thanks for all the advice.