I had a 2016 Tundra Crewmax SR5 with the TRD off-road package. Paid 38 for it, sticker was 43. I took it around to a couple dealers here to have them look at it. They came in at 35 first, talked them up to 36. Dealer I got my truck from came in at 33500 first, then came up to 35,500 and they were firm at that price. Told the dealer that I had a relationship through work with, if they could get that Tahoe from the dealer I ended up buying from, sell me the truck at the same price, and give me 37 on the trade we'd have a deal.
This dealer called that dealer saying they had a buyer for the Tahoe. Very next day the salesman called me back and said, "I know I said 35,500 was the best we could do, but the owner told my manager we better take this deal and move this Tahoe before someone else requests it."
I'm a wheeler and dealer when it comes to buying new vehicles and trading them in or selling them. I honestly don't think I could have even got private party to pay any higher than the 37k, and I think the dealership will struggle selling it for much more. I wanted 19k difference out of my truck. No dealer around here would do less than 20k difference. I ended up with 18k when all was said and done, and it only took me a week.
Once you step foot on their lot they have you, and they know it. You've now invested time, so they will keep you as long as they can so you don't want to have wasted a day. Doing it by phone makes them hold nothing over you, making them meet you now makes them invested as well because they just paid a driver. That eliminates the whole bait and switch or the "oh, well looks like you have a rock chip here, we can only give you 35 now." These guys hadn't even seen my truck, other than pictures.
The key to remember with dealerships is everything is negotiable. I even negotiated my interest rates down 1/4% from their initial offer.
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