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That's a good topic actually... anyone have some hints on getting good deals? Preferably from ex-salesmen?
I know that other than model changes, usually some of the best times to get deals are at the end of the calendar month. This is because the dealership usually has targets set (and numbers submitted).
Also helps to give the impression that you're happy to walk away at any time, because the second that they think you're sold, they stop negotiating. Usually their tactic is to make you agree that you intend to make a purchase before even hitting the negotiating stage (in my experience), which really does put the buyer on the back foot.
You're more likely to be able to get dealership fitted accessories rather than them dropping the price. Floor mats, protectors, mag wheels are all things that are pretty easy to get added on because there's virtually no labour involved.
Even though they're going to make it very hard (to the point of trying to make you feel guilty), definitely go around to a number of dealerships and try and get their best offer. They're probably going to be a bit hesitant to reveal their hand before you commit to going with them, but at the end of the day you can always walk away. Once you can get one to cave in and negotiate with you, without a purchase, then it's going to make it a lot easier for you to talk to other dealers as you've got some ammo.
I think also it helps a LOT if before you go to the dealerships, you write down exactly what you want in the car. This is for every kind of option, from extended warranty to accessories. Next to every accessory, write down what you definitely want, what you'd like but don't need, and what you're not interested in at all (even rank them by number if you're keen). Give this to the dealer so that they can add in as much as they can, because they'll know what they can add as a value-add without costing them too much. When showing them this, make sure you mention that you'll need it back so you can talk to other dealers about these options too (they're going to know you're keen when they see this, but it's going to be a better deal for everyone when they see it).
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