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

Writing the Buyer's Order
When the salesperson begins to write up the buyer's order, make sure t hat the difference between your trade-in and the negotiated price of your car matches with the one on your work sheet. Make sure that e hey show you the cash difference before they add in all the additional charges. Your objective is to prevent the salesperson from trying to add some confusion in hopes of getting a few more dollars. By isolating the trade-in appraisal, the total amount to be paid, and the total amount of additional charges, the only opportunity for them to extract t few dollars is via the back end of the deal.

Once the buyer's order has been written up, the salesperson will ask you to okay it (translated: sign it). The salesperson will ask for a deposit so that management knows you're serious. Tell them that you'll sign a buyer's order confirming your offer, but that you will not give them a deposit until the deal has been approved. Mention that the fact you've just spent the last hour or so in the dealership should be proof enough of your seriousness.

The "Sincerity"Deposit
Some dealerships believe that unless you give them a deposit, you're not ready to buy. They know that the psychological commitment that goes with writing a check works in their favor and that if they can get ,u to write one check, you're primed to write another. They may tell ,u that the deposit is their standard operating procedure and that it will show management your offer is sincere. In fact, it's just another way of keeping you in the dealership while they "work you." Never give a dealership a deposit until they have approved your deal. Also, before you sign the check, be sure you know exactly the final amount you'll be paying and that the amount is in writing.

A Message to Management
As the salesperson gets up to take your offer (sans deposit) to management, deliver one last message. A message which might go as follows: