Here's how to pull it off. The Dealerships make the money in three ways.....how much you buy their car for, how much they buy your car for, and when you finance the new car, they get 2% off the interest for the duration of the loan. So, they won't sell to you for below the invoice, but they will go $100 over invoice ( assuming it's a quality car and not a POS). The trick is to show them a down payment. That will get them working with you......and only talk to the manager. Now, the down side. They usually only budge on one car, meaning they'll give you KBB value for your car, but you'll pay closer to MSRP for theirs....or, you take what they give you for yours and pay just over invoice for theirs. That's the tactic they'll use. So, the way to win is have cash...at least 10% of the car....Demand Fair Market Value for your trade, and sell you the car for $100 over invoice.....assuming you have good credit, you should have a car deal.....but remember....when it comes to getting the deal.....only talk to the manager----and he's a silver toungued devil, so be firm, and when he shows you numbers....don't say a word!! I don't care how long it takes. I had 90 minutes of silence with a customer once. He who speaks first loses----old trick in the car buisness....Good luck!!
Former Nissan Sales Rep