3. Ask to Speak to the Manager
The sales person is essentially a middleman between the manager and the customer. If you are looking to do serious negotiating, skip the sales person and ask to speak directly to the manager. Say something like: “I have money for a down payment today and would like to walk out with a car, may I please speak to a manager?” To look extra serious, take out your checkbook or put your credit card on the table. Dealing with a manager will give you access to deeper discounts and deals, and can create a valuable contact for future car purchases.