One thing I forgot to mention here... beware "free stuff." One of the best gimmicks I used was when confronted with someone who was waffling on the price and I sensed we were close... I'd offer 2 years of free oil changes and claim it was worth $1,200. Most people get 2x per year and our cost was minimal. Further, it brought them back to the dealership to be potentially sold on something else 4 times in the next 2 years. Realistically, I was able to defeat someone's objection over $1,500-$2,000 with a "free" gift that cost us about $30 per oil change. Anytime a dealer gives you something, it's usually not going to be worth what you think it is. Stick to your guns if the price is your concern.
One thing I forgot to mention here... beware "free stuff." One of the best gimmicks I used was when confronted with someone who was waffling on the price and I sensed we were close... I'd offer 2 years of free oil changes and claim it was worth $1,200. Most people get 2x per year and our cost was minimal. Further, it brought them back to the dealership to be potentially sold on something else 4 times in the next 2 years. Realistically, I was able to defeat someone's objection over $1,500-$2,000 with a "free" gift that cost us about $30 per oil change.
Anytime a dealer gives you something, it's usually not going to be worth what you think it is. Stick to your guns if the price is your concern.