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

5. Are you a "difference" buyer?
If you're not a payment buyer, you may be a "difference buyer." This is someone who is primarily concerned with the difference between the allowance on the trade-in and the price of the car. Again, this kind of buyer is considered fair game.

6. Are you a "cash" buyer?
Many buyers assume that because they are prepared to pay cash, they have some degree of negotiation advantage. They don't. Actually, cash buyers usually find themselves listening to a dozen reasons why it makes more sense to finance through the dealership than to lay out the cash. And why are dealerships so interested in advising you on the best use of your cash? Because if you finance through them, they make more money on your deal.

7. Are you planning to finance?
If they think you are looking to finance, they immediately recognize an additional profit opportunity. As noted above, dealerships make money by financing or taking a commission for arranging the financing.

8. Are you planning to lease?
If you're a lease customer, this information immediately tells the salesperson to talk in terms of monthly lease payments. And guess what? Those payments are almost always based on the full sticker price; except when the manufacturer is providing a subsidy.