Negotiation tactic question

[MikeLewisMusic]

I wrote out a spec sheet for the vehicle I wanted to factory order. I then sent a request for quotation (RFQ) to all of the dealers in this and the surrounding area. I also included the fact that I would be paying cash and the date when I would choose a dealer to place my order through. I also asked a few qualifying questions such as downpayment amount, handling of post order placement manufacturer rebate offers, the maximum time for delivery, etc.

There was a huge difference in prices and some of the dealers just did not seem inviting with downpayment amounts and post-agreement rebates, etc. The lowest price dealer was one who I did not like in terms of rebates and downpayment. I took their offer to the next lowest dealer, who seemed more willing to work with me and they reluctantly agreed to meet the best dealer pricing. All of the above was done by emails and a single phone call.

I then went to the dealer and signed the deal.

Easiest car purchase ever and I have not heard of another local deal with a better price.
All pricing was "out the door", including all fees and tax, making it an even playing field.

I used a similar approach with very similar results. As indicated above, I learned a lot about the dealers through this method, and I am pretty happy with my dealership as a result (you don't read that much on this forum, so I think it is notable). I have used this approach on a variety of special order vehicles over the years, always with similar results.

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[Carlton]

Often dealers will offer a lower price if you finance through them. However, they bump up the interest rate to make it back.

If they ask if you plan on financing, you can say I haven't decided yet. If you tell them yes, then say I'm paying cash, they will most likely pull the deal because it was based on you financing.

With some vehicles it pays to finance. With the 2019 RAM there was a $2000 rebate for financing. I took the financing and paid it off first payment. I paid less than $30 interest and saved $1,970...

The Wrangler never has these type of rebates though. I tend to be a straight shooter and say I'm paying cash, make it happen.

 

[Punkindave]

Price, price, price.. Don't discuss payment until a price is defined and acceptable to both parties.
I always cool my jets and tell them up front that "I don't need a new car" "The deal has to make sense otherwise I'm not buying"

 

[heels19]

Price, price, price.. Don't discuss payment until a price is defined and acceptable to both parties."

This, a million times over. Lock on the discounted price of the vehicle first and foremost. You negotiate the hell out of that number and then when the dust settles you either do it again for a MF on a lease or you shop around for best APR.

 

[multicam]

Price, price, price.. Don't discuss payment until a price is defined and acceptable to both parties.
I always cool my jets and tell them up front that "I don't need a new car" "The deal has to make sense otherwise I'm not buying"

This is what I did. Ended up 4.8% below invoice and I was happy-ish with that, but now I’m less happy with it. But I’ll be alright. Maybe I can convince them to use my TL affiliate code (they based my offer on matching a different dealer and I never gave them my affiliate code or TL number or anything).

 

[BrntWS6]

I opened a capitol one card because it was offering $500 cash back if you spent $3000 in 3 months. Put 2k on the card when i bought the jeep ( most allowed by dealer) and another $1000 on Jeep stuff i was going to buy anyway.

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