I sold cars for a bit a couple years ago...a couple tips that may be of use... 1. as far as the trade-in...you really want them to doubt that you are going to trade-in, then spring it on them after you are done negotiating...their strategy is to walk around the car and point out every little detail that is wrong with your car...minor scratches, etc and other things that can be easily buffed out or cleaned up...they want to demoralize you a bit to make you more susceptible to taking a lower price. 2. I like the source for invoice prices. You absolutely don't want to buy a new car without knowing exactly what they are paying. The info is even available for motorcycles - there is one company that does it for a small fee. 3. Examine all the fees that they try to stick on to the price of the vehicle...things like the 'dealer delivery charge' are complete bunk and there is no way you have to pay it. 4. Walk. A salesperson's worse fear is that you walk out. Statistically, that sale is lost the vast majority of the time. As they see you leaving, they are panicking. Make sure that they have your contact info, and they will definitely call you. Other notes - if you are a couple, salespeople are trained to sell to the woman - women are more likely to make car-buying decisions than a man...even if the man seems in control, usually behind the scenes, the woman is going to have the ultimate say. Be tough when negotiating. Showing up with the invoice price on paper lets them know you mean business. Let them know that you know that you can easily walk...they know that another dealer will take a couple bucks for a car...there is usually a minimum amount that a salesperson can make on a car - $50 or $100...if their % makes them already going to make less than this, then they are going to get the minimum anyway. If you make it very easy for them to make the sale, they'll more easily give you the car cheaply. Ah, and one final note...the first thing I learned in sales training is that "A new car is the worst investment you can make." Indeed, its a horrible liability, causing you to lose thousands just for driving it off the lot. A dealer demo can be one way of reducing the price, or you could buy preowned. Happy shopping!
