How do you negotiate at a car dealership?
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Who Has Leverage: When does a buyer have extra leverage at a dealership?
Near month- or quarter-end, when sales targets loom. Dealers often chase monthly and quarterly targets, so a salesperson short of quota may take a thinner deal. It isn't guaranteed; if they've hit quota, the pressure is off. Source: Edmunds – When Is the Best Time to Buy a New Car?
The Best Move: What's the best move?
Negotiate the out-the-door price and arrange financing separately. One total number blocks fees from hiding elsewhere. Pre-approved financing removes a profit lever. Source: Wikipedia – Car dealership
The Trap: What's the trap?
Focusing on the monthly payment. A "low" payment can hide a longer loan and add-ons. Source: Wikipedia – Car dealership