I have NEVER spent more than 1 hour buying a car. Doing the deal that is. Total time in the dealership for my 4runner and my Mo was 1.5hours max.
Do your homework.
Pay the $12 and get a consumer reports print out of exactly what they paid for the vehicle. It will tell you every price they pay to the manufacturer for each item. Floor mats 49, MSRP 99. Ect.
You can also do this on KBB.com for free.
We paid 3k under invoice on the 4runner. $39490, we paid $35800.
For the Murano we bought yesterday Sticker was $36180, we paid $33118. Since they said they were selling it for $400 over invoince, I had BOTH show me the invoice book of all the vehicles that come off the truck and what they cost the dealer. They normally won't do this but they knew I was in sales and knew what I was talking about. They never gave me a hassle or even once tried to say anything about the price or anything. I said this is what you paid, I will pay this. Which happened to be $400 over invoice on the Murano which is unreal from some of the prices I have heard some have paid, so I did a good deal on that one. And saves $3000 off invoice on the 4runner and paid the dealer $780. But I got them to give me a $130 Cutter and Buck Jacket with the deal, so I saved a little more.
The more homework you do, the more you know, the more you don't WONDER what the REAL price they paid for the vehicle, the better deal you are going to get. NEVER go to a dealer without knowing EXACTLY what they paid for each option. Then add up all the options plus the base price of the vehicle you want to buy, and you have the price they paid. A "normal" dealer price they should make off a vehicle is from $700-1200 for a Murano due to demand and type of vehicle. For a Yugo, $50. You get the idea.
That is how I have always done it, and I have never lost. I have never had to argue, never had the salesman go get the sales manager, ect. I told them I don't play those games. This is the price you paid, this is what I will pay, go get the price you can, if it is good enough, we will buy it, if not, we will walk. If you have to, walk. Then see what they do. They will work with you. THEY DO NOT WANT TO LOSE YOUR SALE OVER MAKING AN EXTRA FEW HUNDRED DOLLARS EXTRA, WHEN THEY WILL LOOK BETTER BY THE OVERALL # OF VEHICLES THEY SELL.
Like a NAV system, they pay $1734, MSRP $1999, Chrome wheels $966, MSRP $1199. You just go add up all the lower #s and that is what they paid. The higher is exactly what the sticker says.
Just my 2 cents and perspective. I don't play games when I go, and I always go prepared. And like I tell them, screw the guy that comes in here and has no idea, don't try and pull the wool over my eyes when we both know I know the game, the price and what you are making off the deal. So either sell me the vehicle or I will find a dealer who will and knows when they have a customer who is educated.
And always make it clear, they are not the only dealer, and the Murano is not the only vehicle out there. And DEFINETELY DON'T LET THEM TELL YOU THESE THINGS ARE FLYING OFF THE SHELF. They all say that. Sure they are selling well, still doesn't mean they are wiling to lose a sale over it.
Usually there are dealer hold backs and other incentives that the dealer gets from the manufacturer that you can also bargain with if you know about them. Right now there are NO INCENTIVES ON THE MURANO, NOT EVEN ON FINANCING. Just something to know, so you know they are holding out on you.
Good luck,
Chez
PS And always bring a folder with your print outs and all the other info you have. They hate that. Then they know you are going to add each item up and calculate the price for each vehicle if they try and sell you another one with less options for a higher price. Its another trick they try and do. AT LEAST THE SCREWY DEALERS. There are good ones out there that will take your deal and run with it and have you signing papers 10 min. later.
That is what happened last night.
We were in and out of the dealer within an hour and a half, even with the wife chattin about this and that..........:blahblah: :blahblah: