How
to Buy a Used Car and Not Get Taken
5.
Finding the Bottom
One of the keys to negotiating a lease is to "find
the bottom," the lowest payment that a dealer will
go before losing money or, more important, the point at
which the lease company decides that there just isn't enough
money in the deal to make it worth their while to take your
lease. Here are two strategies for determining that figure.
“Give Me your Best lease "
One of the most difficult customers for a salesperson to
deal with is the one who makes it very clear that (1) they
are going to lease a car "soon" and (2) that they
are going to shop other dealers and take the best offer.
Let's assume that you've figured the difference between
the advertised lease price and the total out-of-pocket costs.
You've
spent enough time so that the salesperson knows you're for
real, and he or she has offered the car at just a little below
the advertised lease price with a down payment of $1,500.
Be very pleasant, but very firm and say something to the effect:
"You've given me a lease price. But I'm afraid if we
are to do business, you'll have to do much, better than that.
Here's what I'd like to have you do: I want you to go back
to your calculator and work out your lowest lease price with
the down payment factored into the monthly payments.
|
