Quote:
Originally Posted by PhantomX
The reason my dealership's front end delves a bit into that is because some of the customers are concerned about their monthly payments. For example, with a pre-approval of 3.49% and the price of an FR-S at $28k, payments would be around $500 a month with $0 down. To some people, that's shocking to know, but the banks will never really tell you that because they just say, "approved for 100% MSRP" or some other vague statement.
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I completely understand and see your side of the story and that approach does work for lots of customers shopping for cars especially the one who are really shopping for something they can't (or can barely afford).
But as someone who has had family members in dealerships I learned the sales man payment questions is the first and best trick in the book. Telling the sales man what you want your payment to be is often how they make their most money as they will find a way to get your payment to you.
I have been taught to know what you are buying is worth, know you can afford what you are buying, and negotiate price not payment as that is secondary.