Dealership lots around the country are usually calm as full-blown winter sets in, but inside, sales teams are racing to hit their year-end numbers. That’s why December often gives car buyers a stronger negotiating position.

Despite high prices and supply chain hiccups, dealers are eager to clear out 2025 models and make room for 2026 inventory. However much they can, they’re offering cash incentives, 0% interest deals, or deferred payments.

But if you’re too busy to go car shopping this month, don’t fret. There are other times throughout the year when it might just make more sense for your schedule. And the incentives will still be there.

The car market hasn’t been easy lately

New cars in October averaged nearly $50,000, according to Kelley Blue Book. Sales slipped in November, down 1% from the prior month and nearly 8% from last year.

Tariffs on imported vehicles and shortages of aluminum and semiconductor chips have pushed prices higher. On top of that, federal tax credits for EVs expired, making those deals harder to find.

Even so, states like New Jersey still provide a $1,500 rebate on EVs, which can make at least a bit of a difference.

Dealerships that remain active with promotions can offer meaningful discounts

Some might take a few thousand dollars off the sticker price, while others sweeten the pot with special financing terms.

According to NorthJersey.com, dealers like those in Hudson County report that the last few months have been slow. So, they’re eager to finish the year strong. For buyers, that means a better chance to negotiate.

There are a few strategies to maximize savings

Financing outside the dealership can give you more leverage at the negotiating table. Keeping trade-in vehicles in mind is smart, too. Cars that are in high demand fetch better trade-in values, and with used inventory tight, dealers are more competitive than in previous years. Limiting finance terms (five years for new, four for used) also helps keep total costs down.

Other months can also provide opportunities

End-of-quarter pushes in March, June, and September might prove advantageous for buyers. Slower winter months like January and February, and certain weekdays or holiday weekends can all offer decent savings.

So if you’re not in dire need of a car today and don’t have time to shop this month’s incentives, don’t sweat it.

Car buyers who watch the calendar and understand dealership pressures often walk out with better deals throughout the year, no “holiday magic” required.