The job of a car sales person is to squeeze out every possible dollar from you for the car sale. Every sales aspect discussed so far adds an opportunity for the dealer to make money. Buying cars for less than near invoice involves negotiating the best deal for every aspect of the car sale.
Points Of Caution Before Approaching The Dealer
1) As disinterested as a dealer may sometimes appear in making a sale, never forget that the dealer's life revolves around selling cars. They want to sell you the car, but don't want appear as an eager seller.
2) Dealers are trained to sweet talk you into spending the last possible dollar you are willing to spend on the car.
3) Dealers don't want to lose money on the deal. They need to make a certain profit to stay in business. Typical comfortable profit margins = $1600 (Lower end) to $2400 or more.
4) Grab a pencil and a pad, and go through each aspect of buying a car before you talk to the dealer. Remember, knowledge is power.
Approaching the Dealer
1) Have your homework ready.
2) Be calm and appear confident in the knowledge you have acquired at this site.
3) Talk to the sales manager and say you want a great deal, and that you want them to make a profit.
4) Show them each aspect of your thinking on how you arrived at the reasonable car price. Let them know you understand where the dealer makes the money.
5) If the sales guy seems disinterested (one of their mind games), ask to talk to the fleet manager!
6) Be prepared to walk away from the deal, so that the dealer may contemplate his next move. They want to make a sale more than you think, and will call you within a day or two!
