Now it is time to go down to the dealership and show them who the boss is.

Remember go unannounced and during the first half of the day. Eat before hand and dress nice!

Go to your first choice for a dealership as we hope this is the last one we will visit.

So you show up, walk into the showroom and ask for your salesperson. When he comes out tell him you want to take another look at the car. Go back out take a look at it and make sure it is the one you really like. Make sure you feel it is an ok deal. At this point the salesperson is excited because he knows he has got a deal. What the salesperson does not realize is he is not through working hard yet.

Take the car for another drive and when you get back pull it up front as this is another sign to the salesperson he has a deal. Now when you get out tell him you like the car and think your going to buy it. At this point the salesperson is overjoyed!

Once again make sure you have your folder with quotes form one of these sources InvoiceDealers.com , Edmunds.com ,UsedCars.com Automotive.com , Yahoo! Autos . Our Insurance quote from Insurance.com. The loan quotes we got from one of the sources including Driverloans.com. Do not forget the warranty quotes from SmartAutowarranty.com and EcarWarranties.net

It is time. Let us drop the bomb on him! Oh yes we have a good price on the car we want and now he has to work a little harder. Tell him about our trade! Now do not let him know you were holding it back all this time. I mean he is smart and he knows but tell him you decided to trade it. Make sure you have read the trade section of our site so you know what to expect for it! Do you see the deer in a headlight look he just gave you. He may need to go to the restroom.

Now all joking aside he has had this happen before. So now you go inside and he is going to fill out all of his trade information paperwork and his deal worksheet. Make sure to remind him of the exact price that they have given you on the car your buying. Then he is off to his sales manager to get your trade appraised and get the pencil.

See you know what to expect for your trade and you know the figure that you will buy at. So here he comes back and sits down. If they changed the sale price of the car you are buying for any reason especially if they say it was a no trade price simply thank him for his time and leave unless they go back to the price they had given you.

So now your sitting and he gives you the number on your trade. I do not care if it is what you were expecting or even more, look disappointed. Now do not say a word. The first one that speaks loses! Just sit there and shake your head in a dissatisfied manner, stroke your chin a bit and wait in silence. This is hard to do and it is going to feel like forever and if it is a good salesperson it may be forever but do not cave.

The salesperson will break and you got him! He is going to go into his close and you just stop him and say "hey I like you and I like the car but here is the thing on my trade I need (now take that figure that you want for it and add $300.00). Then use this magic phrase take your pen out and write the number on the paper and say to him "if you can give me THE NUMBER for my trade I will take delivery right now."

Now lets throw a little hook for them. Before he goes back up to see the manage or if the manager is already in front of you say "I already have my own financing but I also want to see what you guys have to offer." This is true, if they can get you a better term and rate then why not go with them. What this does is it lets them feel like they may have a chance to make a few dollars in the finance office so there a bit more flexible.

Now just work them as they offer an amount counter offer a amount until your at a number your truly happy with. Make you counter offers small $50, $75 or $100 at a time. Make them work here. What we are doing is using the same method on them they would use on you.

When it is all said and done you both should be sweating and feel like you were just in a battle. Well ok not you but them, they should feel that way. Hopefully you agreed on a number but if not go to the next dealership and repeat the process!

If at any point they say no, which is going to happen just start working them with well if you give me $50,$100,or so more for my trade I will Buy right now! It is their job to bump you up as high as possible. Make them really fight for it and make them feel like with every no they take a chance of you leaving. Let them know you have the information from our sources. Try this, walk out and see if they follow you. They may come out and give you a better offer but if they don't its ok. Then you simply go get a coffee or soda at the nearest gas station. Then go back walk in and up your offer $100 and say that you want the car but that's it and you wanted to give them one last shot before you buy some where else.

A good salesperson will call your bluff some and that is ok just stick to your guns and make him work. They do not want to miss a sale and they realize that the dealer down the street will probably take the deal or if not the other dealer will match what there offering and then they lose your business.

Once you agree to the numbers it is time for the buy!

                                                Next Step The Buy!
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Step 1: Decisions                      
Introduction
 Can you Buy & How Much
New Car or Used Car
What Make, Model, Etc.