Stick to your guns tell the dealer that you need your amount or no deal. This technique is taught to salespeople their first day on the job. They play the role of advisor, telling you what s a good deal and what isn t. Understand that the salesperson and the manager are always working together to get you to pay more. At some time during the negotiation process the manager will get involved and try to close the deal.
Sales Managers fall into to basic categories.
The first one is The Charmer . He or she will come over and smile a lot and try to strike up a conversation about anything other than the car. They are trying to make you their friend. The second type is The Intimidator . This person may be physically intimidating or just have an intimidating personality.