If You Know Their Rules ...
You Can Play Their Games

8. Alternate Buying Strategies

Tactic l. "l May Have Started Too tow"

If you feel that for some reason your final offer may actually be less than they can take-for whatever reason-and you're inclined to raise your offer ... don't. This tactic is designed to help you stay in control while forcing them to give you their best price. At an appropriate point stand up and say the following:

"I am prepared to buy and take delivery of a car like the one ,you've showed me within, the next two days. And I will buy a car within that time frame. However, I am looking for the best possible deal. Maybe, as you have suggested,, my offer is unrealistic. Therefore, after I leave, I would appreciate your deciding what, is, in fact, the lowest price that you'll accept for this car. While you're doing that, I'm going to visit two or maybe three other dealerships and give them the same opportunity.

Tactic 2. "Using the Fax"

Let's say that for one reason or another you'd like to do business at a particular dealership. Maybe it's close to home and you feel you'd get better service if you bought your car there. However, you want to be sure that you've gotten the best possible price. Here's one approach you might try:

Visit the dealership within three to four days of the end of the month. Decide which car you'd like to buy and make it clear that you intend to buy before the end of the month. Ask the salesperson to give you the dealership's best price. Write down the number and then using the MSRP sticker on the window, write down everything-including the options-that is included in the car. Tell the salesperson that you intend to shop the price, but that you'll give him or her the last shot at making you a deal.