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0% loan on the sticker price. The goal of coming in with cash is to get as far as possible below the sticker price.
This is a really common misconception that buyers have. Just stop and think for a second - put yourself in the dealer's shoes - why do you think the dealer would want cash? No reason. They don't want your cash. A cash buyer is a pain. They want to sell you a loan. The last time I bought a car I offered cash, and they countered with a four-figure discount (on total cost of ownership) if I took part of it as a loan. I…
Trade ins are good for negotiation too. Wanted the factory extended warranty. Dealers in other states will discount the extended warranty but can’t sell in my state. Dealer wouldn’t discount the warranty to the price of the out-of-state so I had them keep it that price and up the trade in value to match it. They can show they didn’t discount the warranty. I get the discount.
They did that if I would get finance thru them, matching my prearranged banks rate. Deal made.
Went in the next Monday to the local bank and refinanced the car loan.
Also made them give me so thing for signing the arbitration agreement. Everything is negotiable. I did have to walk away but they called me back on the drive home.