Into the gauntlet

When you walk into a dealership is when the games begin.  Your goal is to get the best deal possible and the dealers job is to extract as much money from your wallet as possible.

This is where having enough ammunition comes in.  The dealership is going to try and confuse you with all kinds of numbers. 

For the most part car sales people are commissioned based so their job it to make as much profit for the dealership which then translates into how much they get paid.

There again this is where the amount of time you took in preparing comes to be invaluable.  You have the figures regarding dealer cost and what a reasonable amount of profit the dealer is willing to make.  You also have the approximate value of your old car if trading is in the mix.

Planning ahead can literally save you hundreds if not thousands of dollars in the end.