Totally ignore their "sob stories". Check the internet for the value of the car you are going to buy www.kbb.com or www.edmunds.com and don't settle for anything else! Best time to buy is on the last 3 days of the month...thats when they are trying to make their quotas. Take a calculator with you because they add wrong!!! and it really makes them nervous. If you have a trade-in... don't tell them until you are ready to sign the papers, make note of all the calculations at that time, or they will change the price of the new car to adjust for your trade-in. If you don't like the deal... walk out and go home.. your phone will be ringing when you walk in the door.

Do not give them any cash until they have all of the purchase numbers complete for you to review. Do not sign anything until you have read and understand everything in the purchase agreement. If they try to pressure you spend your money elsewhere. You are doing them the favor by choosing their location to make a major purchase. Research the value of the vehicle you want and set a reasonable price you would spend and tell them that you will only pay that amount tax tags title and out the door.If they really want your business , they will make a way to get you the price you want as long as it is reasonable. Do not jump for the first thing they offer you. If it doesn't measure up to your standards , wait until you find a vehicle that does.Remember there are millions of cars and trucks out there for sale. Take your time and get what you want.

NEVER tell them how much money you have or that it's cash and you don't need a car loan! Of course, don't really pay them in cash, but use a check so you don't have a concern about money being "lost." Do your research to find a price range on the vehicle you're interested in buying. Have the salesman price a couple of cars on the lot, if you're interested, counter his price with an offer. If he doesn't accept it or stays too high, tell him you'll think about it and leave. If he asks what the problem is, just say you're not sure if it's good - don't admit that you really know if it is or not, just BS by saying you're gonna look on another lot. Play it right and you'll get them sweating for you. If you have to - really leave. Even if you really want the car. It will still be there when you accept their call checking back with you! Also, don't mention a trade in initially when you get a price on a car. Know what it's worth and bring it up after you've gotten a quote. If you accept their offers without leaving, be sure the trade in value is as stated and the numbers aren't different from what's been promised. It's real easy for them to jumble the numbers and you end up getting much less for your trade in without even noticing. Don't accept any add-ons for a cost, but if it comes down to you not liking a price they offer you, say by a couple thousand dollars - ask for floormats, sunroof installation, a year package of oil changes / car washes, an upgrade in radio/CD player, or whatever you can think of. Pin stripes? READ EVERYTHING! It will make them nervous because it's all about spending the least amount of time to make the best sale of the day.