Walk away from any deal where they are trying to pressure you on time. Stay in control. Do not get emotionally attached to one particular car on the lot, or even one color. You lose bargaining leverage as soon as you "fall in love." I.E., "I can't LIVE without such and such."
They have four quadrants of making profit on you:
Sticker price - keep the customer as close as possible to sticker.
Loan - dealership offered loans that are more expensive for the customer when compared to something like a credit union loan.
F&I department - aftermarket warranties, "clear coat protection" plans (aka wax, LOL), undercoating, etc.
Trade-in - Pay out as little as possible for the car being traded in.
If you get a good deal on the sticker price, stay vigilant in the other three quadrants where you could get a bad deal.
My brother has a car buying strategy of not ever walking onto the lot:
He emails several dealerships asking for their best price on a particular car model. Beforehand, he checked their online inventory to make sure they have it. And he tells the dealerships he will go with whoever gives him the best price. This is a good way to skip the "gameshow" and go straight to the decision-maker at the dealership.
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