Yes disagreeable is neccessary in these situations. Also I suggest never buying a car the first day, walk away and let them negotiate again. Then when delivery comes you negotiate again for more stuff, and fein disinterest even if you are thirsty. Then when you inspect the care you ask for more again. My gf would have walked out paying 5k over MSRP with all sorts of add ons she didn't want because she would defer to the sales person every time they talk. Never trust them for any information, know what you want before hand. Feel free to practice negotiating at dealerships you don't want and you'll realize how much you can get off. I cut them off midsentance, answer my phone if it rings and generally behave like you would imagine Trump talking to a CNN "journalist". This is actually my personality so it's not really an act for me but I try to get others to act this way because it works. My gf was looking at a used RX which she almost bought. She was ready to sign the paperwork with her impulsive father so I ubered to the dealership when I heard barged in and said something along the lines of what a piece of **** this is vastly overpriced for what it is. They had already said no discount to her and she was ready to sign. I talked her out of buying it and made sure the sales person heard I thought it was a piece of ****. Then when she was thinking it over the were able to lower it 2500 the next day. 5 days later called back and offered it 4500 off (12%). After that she realizes how much power you have walking away and that I was right to tell her they never give you the best price in the first or second visit. 4500 for 2 hours of extra work is more then anyone I know makes in 2 hours of work. I'm going to look up the pulse brakes, I think I would like to add them to my NX.

 

Impressive negotiation tactics, will try!

 

Good luck, remember if it's not your personality do it in a way that is. I've always been aggressive and I'm 6'4" 230lbs so am pretty imposing and can be direct. If you put on too much of an over the top act and its not your personality they will call your bluff but even a little disinterest goes a long way if you can't muster up the full Trumpian rudeness. If they try to sell you some 4000 dollar coat, stop them politely and say this is not worth 4000 dollars to me and no matter what you tell me. I understand its your job to sell and this makes your dealership a lot of money offering this but you also run a business that needs to cater to the needs of your clients and this is not something I nor anyone I know would want, I can achieve the same results by spending 20 minutes waxing my car 3 times a year. This is not worth it and if were going to make a deal you're going to have to order me a vehicle without this. Know the numbers, know the options you want before hand, know the other dealers in the area and play them against each other. Lexus of Anytown told me they can offer me this same car without the add on. I understand you want to sell this with this option but would you prefer no sale at all as I am not going to pay for something like this that adds little value to me even if many of your other clients prefer it. Make sure you cut them off when they go into sale mode in a polite manner. Then leave them your number and say while you'd prefer to go through them as they are closer to you and you'd like to estabilish a relationship with them long term they are forcing your hand into going elsewhere. Give them your number and say call me if your able to otherwise at the end of the month I'm visiting my relatives in (any made up town) and this dealer already said they could offer this price out the door for this specific options and your going to go through them. This will get you money off. Then come back in and look again and try it again alternating a little. If you are going to buy floor mats or anything else at full price you get those thrown in too for FREE as thats a dollar for dollar benefit to you but only costs the dealer probably 40 cents on the dollar. Thats the last thing you ask for and you tell them you wouldn't buy them otherwise. Then when you're signing the paperwork you say you want a few hours to think it over and you ask for more. Goal is MORE MORE MORE. No matter what they give you, you ask for more.

 

All these tactics in buying would work before the pandemic, in todays world not so much. If you walk away expecting the dealer to call you days later with multiple lower offers, that’s just not going to happen in todays world. The dealers know that if they don’t sell to you they have someone else who will. I agree with getting them to throw in some lower cost items like floor mats or cargo net etc. Unless it’s a vehicle sitting on their lot and has no options and no one really wants it then yeah they might call you. But luxury vehicles loaded with options like hybrid and f sport w ML etc the dealer will not be begging you to come back and make a deal by lowing it $3-5K not in todays environment.

 

Unfortunately I agree with Xanadu350. In January, the dealership I bought from had three 3" ring binders full of 1 page pre-orders for all models of Lexus. The price I paid was a wee bit under list because I'm a nice guy, was in a bind because our RX was stolen and the sales manager was also a nice guy. They let me take an allocated car that was not tagged to another buyer, but could easily have been offered to one of those in the binders. Sounds ridiculous but that's the way it is today. If you don't need to buy, wait until this settles down. Using hard ball tactics will get you no where, at least on a new one.

This dealership also didn't charge the $1694.00 add on that Lexus Canada has built into the price on their web site. All the others I spoke with didn't even mention it. One dealer offered a discount, but was still within that $1694.00, so they were still making over list.

One thing about add ons, the dealership I bought the previous RX from is part of a large group. They add $499.00 to every car they sell for a 1 year wheel protection coverage and an anti-theft glass etching program. I had to take it and that actually paid off. With that etch package, if the car is stolen within 3 years, you get $3000.00. If you buy from one of their stores, (any make, new or used) you get an additional $2000.00. If your rental coverage exceeds your insurance coverage, they kick in an additional $500.00. So for me, I got $3500.00 from that unwanted coverage. That more than covered the cost of the immobilizer I had installed in the new NX.

 

Is eminent white pearl a $500 additional color charge? That's my color & I didn't have to pay extra.

 

Won’t work here. Cant have any tint on the front windshield, dr side or passenger side front windows Unless its factory..