The less you talk the better. While they will try to mine for information, you should keep it simple and businesslike. Don’t talk about anything except the final purchase price of the car at this point.
Negotiating the Purchase Price
They may want to run a credit check on you while you’re test driving, so they can put a financing package together that is profitable for them. Fortunately, with your financing research, you’re already one step ahead of them. Dealers will want to talk about your monthly payments, trade-in value and financing options – everything other than the true price of the car. Each of those things can obscure the price of the car and make it look like you’re getting a better deal than you are.