Here's how I got my $13,100 OTD Price.....
1.~ MSRP was 14,999+Tax for the Blue EPS.
2.~ I told the Dealer I would pay in full & he said he'd order one & do 13,900+tax.
3.~Once it arrived I asked him to give me a bottom dollar price (he says "OK 13,500+tax bottom dollar")
4.~I then proceeded to display fat envelope of 128 Hundred$, and said I'd write a check for $300 more... for a "OTD Price" ($13,100 total).
5.~ Told Dealer thats how much I wanted to pay, & that I was very determined to find a dealer who'd give me a EPS T4 for that price (even if I had to drive out of state).
6.~ Dealer began touching & counting said $tack'O'Hundred$.
7.~ Dealer decided I was serious, & then decided he could not let Fat $tack'O'Hundred$ get away. LOL!
I got about 14% off from what the dealer originally said was his price.
& I got 11% off what he said was his bottom dollar.
The last auto, Jet ski, quad, & SxS I bought average 16% off the asking price because I saved the $$$ and paid in full.
#1. I let them know "I WILL get one".
#2. Someone "WILL take this money".
#3. I "WILL NOT Finance it".
#4. & I "WILL NOT pay more".
You seriously have to be prepared to walk out, and they have to feel that you will walk out & get it somewhere else if they decline the offer.
The last used car I bought the sticker price was 12,500 and I walk out the door 2 times (each time they stopped me right outside the door). I even test drove a car just like the one I wanted to buy from one dealer (who I didnt intend to buy from) to the next dealer who I wanted to buy from
I ended up buying the car I wanted for 8,800+tax (Cash)
I used to get hammered on car deals when I had to ask for financing, but if you can pay in full you have the upper hand by far