Question: I am confused as to how much to offer on a new Nissan Pathfinder. The Fleet Manager said he will sell it to me at dealer invoice. What should I do?

Dec. 27, 2005

Hi Tony

Thanks for all your great advice.

I am ready to go to the car dealerships for the best price. I am confused when you say to tell the salesman "I would like to pay X amount over dealer invoice."

When I talk to the Fleet Managers they say "I can sell it to you at dealer invoice!"

If they are offering to sell it at dealer invoice, why would I offer X amount over invoice?

Also, I am particular about color, model, and one package in particular. They say they have just one left. Should I go to the dealership and look around for myself? Or should I make an appointment and trust them?

Lastly, I am female, and my husband is dead set against me buying a gas guzzling '05 Pathfinder, so he won't go with me! If I take my papers in and negotiate as you have instructed do I have a chance?

I appreciate your advice,

Barbara

Answer:

Hi Barbara,

When I wrote the article you are referencing pricing wasn't quite as competitive as it is now with all the crazy rebates and incentives. So definitely go with the lowest price you can get.

Make sure you know what the rebates and incentives are, because if you shop around to several dealerships you might be able to even get a price below invoice after the incentives. Just use your head and don't be forced into making a quick, emotional buying decision. That's what they want you to do.

Go to several Nissan dealers to look around if at all possible. Plus if you insist on a certain color or options the dealer can always locate the vehicle at another dealer and get it for you. They may charge you extra for going to get it, but it shouldn't amount to very much.

You can do this Barbara. Remember, you are the customer. You are in control, because all you have to do is say "no" and walk out. There's no reason for you to feel intimidated.

Go in there knowing that you're going to get what you want or you are going somewhere else. It's that simple. If they put too much pressure on you just tell them you've had enough and get up and leave.

A car salesperson panics when the customer leaves. They will usually chase after you and beg you for your business.

You are in control unless you let the car dealer take it. Don't let them.

Good luck and let me know how you do.

All my very best...

Tony Iorio