Excerpt from article:
What the Dealer Says:
"You have to make the deal today."
What You Should Say:
"Sorry, this offer expires tonight."
In this scenario the dealer quotes a price, but to apply pressure to the buyer the deal is only good for that day. This gives the buyer little chance to research the price or find a competing offer from another dealership. Fortunately, the buyer can regain control by coming up with his or her own price and adding, “My offer is only good for tonight.” A dealer desperate to make a sale will have little recourse, and should they not agree to the price the buyer is free to walk away. Just be sure to do your research before you go to the dealer so your offer is actually low enough.
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