Negotiating a great lease or finance car deal in Boston is a lengthy process.

Salespeople at Massachusetts dealerships are generally a little bit smarter, and deal with a lot more educated folk than one might think.

Negotiating heavy discounts using strategy and logic generally yield better results than the standard "third-world" negotiating tactics. 

But what about the people that don't even know what the "good deal" number is?

Of course your monthly budget is generally going to guide your sense of what you are going to offer to pay for the car.

So say just because the payment you are looking for on a Honda or Toyota fits your budget, that reason alone is not going to cut it for a salesperson looking to earn as much commission on the car as possible. That salesperson will convince you that: 

  1. The car is too expensive, and that you should be looking at a less expensive car. 
  2. More money down would be required to achieve that payment. 
  3. (The best one) Your friend may have been mistaken when they told you the deal they got at Chambers or Boch just a week ago on an identical car. 

So what about the lease special you saw in the New Car Deals section of the Globe?

šŸ¤” hmmm.... 

*What if*, instead of using a logical approach to negotiating your new car, using pricing you've obtained from Edmunds or TrueCar and the likes, you use their own advertised special.

As for the fine print? 

what fine print? 

See where I'm getting at? 

Obvious right? A good deal on that new Accord or Camry is not $189 with $2000 down + taxes, fees, slap in the face, and registration, like they are advertising. 

At least not for us. A great deal for us is that SAME payment they are advertising but WITHOUT all the other fees.

Make them pay for it. Act like you have no idea what they're talking about.

Play dumb! 

The goal here isn't to get under the nerves of an innocent salesperson. It is to hold your ground, and set a clear starting point to a great deal. 

The secret to a fantastic deal on your new car? The advertised payment (WITHOUT THE MONEY DOWN). 

Now here's the trouble. This is to be used very carefully. The typical "zero down" lease deal still involves paying acquisition fee, documentation fee, registration, and inspection. So really, zero or no money down and $199/month on a new VW Jetta is possible, but with about $1200 out of pocket, according to Volkswagen.

What do you do? Offer nothing out of pocket at all. 

When does this method NOT work? 

The typical Porsche Macan special is $600/month with about $5000 down PLUS all the aforementioned fees.  Offering nothing at all down might start off kind of funny...

There may be a slight chance you may get kicked out if you insist using this method. 

(don't kill me). 

Why am I telling you this technique?

There is a good chance that you personally DO want to negotiate your own deal. 

Go Get Em Tiger!


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