1. That car we advertised at the unbelievable price? It’s a stripped-down model with a manual transmission, no air-conditioning, and crank windows. But we got you in, didn’t we?
2. The best time to buy is at the end of the month, and it’s best to negotiate the trade-in separately. Negotiate up from the invoice price (what we paid for the car, easy to find on the Web), not down from the sticker price.
3. Everybody believes his trade-in is worth more. You’ve got bald tires, chicken bones under the seats, and dust blowing from the vents, but you’re going to tell me your car is in “excellent” condition? Now who’s the pushy salesperson?