My experience is if I go in there and I am transparent and put my cards on the table, then usually the salesman will do the same. The salesman just wants to know if this deal is going to happen or not. If you can show him right up front what you are willing to do and you are serious, then he can either do it or he can't. If you go in and try and hide the ball then what do you expect?Woooa, someone read the cars.com how to buy a car. Realaistically, you don’t have to do this. I guess you could if you wanted to spend the day at the dealership negotiating. Just come in and lay it all out. I agree, do your research and understand what the true value of your trade is, what the vehicle you want can be bought for, and for God’s sake your credit. Don’t show up with a 450 credit score, 10k Burried in your trade, nothing down and expect your 300 a month payment. Realistically numbers don’t lie. Because I’ve sold thousands of cars and you can make it as difficult or easy as you want it to be. We don’t want you there for hours either, trust me, I’d rather just give you a good deal, maybe we haggle over 300-900 bucks and let’s do this in less than 20 minutes. The finance guys will make you wait longer with me than it will be to put a deal together.
But it means you have to do your homework before you get there.