Make at least one trip to the dealership JUST to look around and drive the cars. Promise yourself you will not buy that first time, no matter what. Why? So that you can go home and look up information on the internet, including dealer cost, safety ratings, option prices, and any manufacturer to dealer incentives that the dealer has certainly not told you about! It is best to make this trip at the start of the month, planning to buy at the end of the month.
I think the best time to buy is at the end of a business or inventory tax quarter. The very best is at the end of November or December--those guys want those checks for the holidays.
Friday night is a perfect time. Start at 8 p.m. If you're through by 10 p.m., everyone you see after the salesman is bored stiff, just waiting, so the "manager," who doesn't exist, is softened up a bit. Besides, the others are cranky, just waiting, and the salesman now has incentive to sell. Especially if you keep saying, "Honey, I want to get this finished tonight."
Don't buy, but don't leave if the salesman is still there at 10 or 11 p.m. Nobody will "practice" selling at that time of night. (See #9 or where I mention "practice.")
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