How to make a deal

Hey guys, new to the forum, first response.

I've been running the dealerships here in DFW against each other for the past month and just kept a spreadsheet together of options, MSRP, price offered and out the door to negotiate with. It's worked out great so far with a price that is $300 below invoice for a 2010 DC TRD OR 4x4.
I agree with a lot of what has been said. Be honest. Tell them upfront what you're willing to pay and don't be afraid to walk out and go somewhere else since they are doing you no favors by selling you a car. You are doing them a favor by buying one.

 

DO NOT tell them how you are paying up front.

Many dealerships have incentives for you to finance and will offer you a better price if they think you are financing with them.

People think "buying cash" will entice the dealer. It won't. In fact, it may hurt your deal-making prospects.

DO NOT discuss with the salesman how you intend to pay. Focus on getting the best deal possible...payment method is none of their business anyway.

If they ask how you'll be paying, let them push on a rope. Tell them "I'm talking with a few banks on financing, or if you have some good rates I might go with you guys. I might also pay cash. I might or might not trade my old vehicle in...haven't decided yet. Let's talk about the car."

This gives them nowhere to go and forces the conversation back to the vehicle politely.

Only let payment methods be discussed AFTER YOU HAVE A BUYER'S ORDER SIGNED BY THE SALES MANAGER WITH THE AGREED UPON PRICE WRITTEN ON IT. AND MAKE SURE YOU HAVE YOUR OWN COPY. Even if you know your payment method from the start, you should follow these steps.