I apologize that many of you are missing my point. I'm not at all saying you should walk in and buy from the first person you talk to and believe whatever you said. I'm stating that you have so much information at your finger tips that it's a literal waste of your time to go to multiple shops, unless you really don't know which one you want to deal with, and frankly that shopping should probably be more about the service side of things.. I'm lucky that I live in an area with many car and equipment dealers. It's a very competitive environment. For me there isn't a question of sitting around waiting to rip someone off, rather quite the other way around. If you live in an area with only one shop it can be much harder to work a deal. But around here, there are multiple dealerships for any of the domestics. No way I sat around selling trucks at sticker price, nor did I try to. What I said is I was picky about who my customers where. I wanted people who valued my time. That doesn't mean they want to spend thousands more at all! But if they valued my time, and I gave them good service, they'd consistently buy from me for the nearly the same figures you get when you go quote shopping. It does work, for both the sales side and the customer side. It's more like too much integrity than a lack of it. I want to work hard for you, and giving out low quotes only isn't doing that at all. I wouldn't ever get upset if a customer bought someone else if I had simply shown them full sticker price (or over as it sounds may be the case for the OP). On trucks at least, I would get frustrated by the state law differences that let folks think something is cheaper south of my boarder, but then the fee differences, or when destination charges are applied change things up. Also, with commercial sales, I wasn't dealing with a bunch of old grouchy guys that bought a new truck every 20 years. I was dealing with business owners who would often buy a few per year, so they also don't have time for the quote game, and simply find honest sales folks they know they can work with time and time again. Their time was valuable, and so where their dollars, I respected both.
To the OP specifically, when it comes to vehicles (and there are many state laws that vary so you gotta be careful), I simply would say work off invoice. If it's a very expensive truck, you can work into the holdback a little. Get approved with your own bank and then offer to let the dealer match/beat that rate. You will let them make some finance money while saving you finance money, so that can be a win win. Equipment isn't all that much different.
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