You set the rules of the game in the first 60 seconds. If you start by talking monthly payments or how much you can “put down,” you hand the dealer the steering wheel. If you lead with an out-the-door price and your data, you control the conversation.
Dealers negotiate all day. You don’t. That’s why your opener must be tight, simple, and focused on a single number: the out-the-door (OTD) price, which includes the selling price plus taxes, fees, and add-ons. Once you frame it that way, there’s less room for “payment math” magic.
Come in prepared, set your anchor, and make them react to your number. Do this, and you’ll chop hours off the process and hundreds (often thousands) off the price.
You don’t need a spreadsheet. You need three numbers and a plan. Here’s a quick checklist you can do the night before or in the parking lot.
Pro tip: If you have a trade-in or plan to finance, keep them separate from the price conversation. Get the selling price (or OTD) nailed down first, then talk trade, then financing. One box at a time.
Tool tip: MMELEMENT can scan a listing or VIN and flag hidden risks, plus show market comps and pricing pressure. Use it to set a confident anchor and avoid cars that look good but hide expensive problems.
The first 60 seconds should be simple, specific, and calm. You’re not picking a fight; you’re defining the game.
In-person script (after you’ve seen and driven the car): - “I like the car. If we can agree on an out-the-door price of $22,200 including all taxes and fees, I’m ready to move forward today.” - If they ask where that number came from: “I’m basing it on comparable vehicles and expected fees. If you can meet $22,200 OTD, we can wrap it up.”
Phone script: - “I’m calling about the 2019 CR-V EX-L, stock 12345. Can you email me an itemized out-the-door quote? If you can do $22,200 OTD including all dealer fees, I can leave a deposit today.”
Email script: - Subject: OTD Quote Request – 2019 CR-V EX-L (Stock 12345) - Body: “Hi [Name], I’m a serious buyer. Please send an itemized out-the-door quote (selling price, doc fee, taxes, title, tags). If you can do $22,200 OTD, I can provide a deposit and pick up this week.”
If you’re not 100% sure about the car: - “If the inspection checks out, I can do $22,200 out-the-door.” - That gives you leverage to get the car inspected and keeps them chasing your number.
How to set your anchor: - If the list price is $22,995 and market comps support $20,800–$21,400 selling price, open with an OTD that assumes a $20,200–$20,400 selling price. - Example: “I’m at $22,200 OTD.” That implies your selling price anchor is around $20,400 with typical taxes and fees baked in.
How to handle the deposit ask (without losing leverage): - “I’m happy to leave a fully refundable deposit contingent on us agreeing to $22,200 OTD and the car passing a pre-purchase inspection.”
Certain phrases give the dealer a road map to your wallet. Cut them from your first-minute vocabulary. Here’s what to skip—and what to say instead.
Don’t: “I’m looking for a $350 monthly payment.” - Do: “Let’s focus on the out-the-door price. Once we agree on OTD, we can talk payment options.”
Don’t: “I can put $3,000 down.” - Do: “Price first. I’ll decide financing after we agree on OTD.”
Don’t: “I need a car today.” - Do: “I’m ready to buy if we can agree on the right OTD number.”
Don’t: “I’m trading my car, it’s out front.” - Do: “Let’s finalize the selling price first, then I’m happy to get a firm offer on my trade.”
Don’t: “I’m preapproved at 6.9%, can you beat it?” - Do: “Please quote your best cash or same-as-cash price. We’ll review financing after price.”
Don’t: “The price seems high.” - Do: “I’m at $22,200 out-the-door based on market comps and typical fees.”
Don’t: “What’s the best you can do?” - Do: “If you can do $22,200 OTD, I can move forward now. If not, please send your best itemized OTD so I can compare.”
Don’t: “I love this car.” - Do: “I like it. If the numbers make sense, I’m ready.”
Don’t: “Can you throw in all-weather mats and tint?” - Do: “Let’s get the OTD where it needs to be first. Accessories are secondary.”
Don’t: “I’m paying cash, what’s the cash price?” - Do: “Please quote your best out-the-door price. If there’s a ‘with dealer financing’ incentive, show both OTDs.”
Add-on traps to reject in the first minute: - Paint protection, VIN etching, nitrogen, LoJack subscriptions, “reconditioning,” “market adjustment.” Your line: “Please remove any add-ons I didn’t request. I’m negotiating the OTD price without those.”
Fee reality check: - Doc fees are usually non-negotiable but the selling price is. If their doc fee is $799 and your state average is $200, say: “I understand the doc fee is fixed. Please reduce the selling price so the OTD matches $22,200.”
You’ll hear the same lines everywhere. Here’s how to parry each one without derailing the conversation.
“We price aggressively; that’s already our best price.” - “Great, then meeting $22,200 OTD should be quick. Can you itemize the quote so we’re talking about the same number?”
“What monthly payment are you trying to be at?” - “I don’t negotiate payments. Let’s agree on the out-the-door price first.”
“How much are you putting down?” - “We’ll handle financing after price. What’s your OTD with no add-ons?”
“What do you want to pay for the car?” - “I’m focused on the out-the-door total. I’m at $22,200 OTD including all taxes and fees.”
“We can’t give an OTD until you’re in the store.” - “I buy based on written OTD quotes. If you email it, I can leave a deposit today.”
“That number isn’t realistic.” - “It’s based on comparable vehicles in the area and typical fees. If you can’t meet $22,200 OTD, what’s your best itemized OTD so I can compare fairly?”
“Prices are non-negotiable.” - “Understood. Please send your itemized OTD. If the total makes sense, I’ll move forward.”
“You need to start the credit app first.” - “Once we agree on the OTD, I’m happy to do the app. Quote your best cash or same-as-cash OTD first.”
“We need to appraise your trade to give a real number.” - “I’m open to that after we settle the selling price. Let’s finalize OTD, then we can value my trade.”
“This price is only if you finance with us.” - “Please show both OTDs: with financing and cash/same-as-cash. If there’s a finance rebate, note the terms, APR, and any prepayment penalties.”
“Leave a non-refundable deposit to hold it.” - “I’m comfortable with a fully refundable deposit contingent on the agreed OTD and a satisfactory inspection. If that works, send the agreement in writing.”
How to counter an add-on stuffed quote: - “Thanks for the quote. Please remove the $399 nitrogen, $299 VIN etch, and $995 ‘pro pack.’ I didn’t request those. What’s your OTD without them?” - If they insist: “If those are mandatory, reduce the selling price to keep the OTD at $22,200.”
How to nudge them with time pressure (without bluffing): - “I’m comparing itemized OTD quotes from three dealers today. If you can meet $22,200 OTD, I’ll choose yours and leave a deposit now.”
If they’re close but not there yet: - “You’re at $22,680 OTD. If you can meet me in the middle at $22,440 OTD, I’ll wrap this up right now.” - Or hold the line: “I’m firm at $22,200 OTD, but I can pick up this week and handle paperwork today.”
How to use days-on-lot to your advantage: - “I see it’s been on the lot for 54 days. I’m at $22,200 OTD and can finalize today. That moves a unit now.”
Example with real numbers: - Listing: $22,995 for a 2019 Honda CR‑V EX-L, 45k miles. - Market comps: $20,800–$21,400 selling price. - Your anchor: $22,200 OTD (assumes ~$20,400 selling price + fees/tax). - They come back at $23,100 OTD. - Your reply: “Remove the $995 appearance package and $399 nitrogen to get to $22,200 OTD, or reduce the selling price to offset those. I can leave a deposit if we’re there.”
What if the car is underpriced and you just want to lock it down? - “I’ll take it at your listed OTD if we can make the deposit fully refundable pending an independent inspection within 48 hours. Please send the itemized OTD now.”
What to do if they won’t budge at all: - “I appreciate the time. I’m at $22,200 OTD. If something changes, email me. My offer is good for 48 hours.” Then walk. You just became their strongest “be-back.”
Financing jiu-jitsu: - “Please quote your best out-the-door price. If there’s a lower OTD with financing, show the APR, term, and any product requirements. I’ll choose whichever total cost is lower.” - If they pitch a warranty to “make the bank approve”: “Warranty decisions come after we finalize price and rate. Quote the OTD without products first.”
Trade-in jiu-jitsu: - “Price first, then trade. Once we agree on OTD, I’ll get a buy offer from CarMax/Carvana to compare. If you can beat it, I’m all yours.”
Inspection and reconditioning: - If they tout a big “reconditioning fee”: “Reconditioning is the cost of doing business. Please remove that line item and adjust the selling price so the OTD stays at $22,200.” - For private sellers: “I’m at $18,700 if it passes inspection. If it needs brakes or tires, we adjust the price by the estimate.”
The polite no to pressure: - “I don’t decide numbers in the F&I office. If we agree on OTD here, the rest is paperwork.”
Open with your number and your rules. Ask for the out-the-door price, not the monthly payment. Keep financing and trade-in separate until you’ve locked the OTD. Use specific scripts, stay calm, and let silence work. If they can’t meet your number, you leave your offer and walk—confident you’ll win the next one.
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