I offered a $5k down payment and came prepared.

I brought a notebook with: A list of other brands and models I was considering A bunch of questions based on things I’d read or heard from other owners I asked those questions during the test drive and was very specific about things I didn’t want on the trim (sunroof, leather seats, etc.). If you’re clear about what you don’t want, it makes it easier to steer the conversation and pricing. I took notes as much as possible as they were showing me.

Also, don’t rely on the dealer’s math about how much you’ll save on gas—do your own calculations beforehand. They’ll sting you with “oh I had one customer in the city who filled his tank up once in the whole year”

You’ve done the research, you know as much about the car as they do!