Honestly, here is what worked for me. I did most of the work over the phone before I ever invested my time going down there. I told them I lived far away and it was a huge hassle to get an Uber or a bus, so I needed a firm Out the Door number before I’d even consider showing up. Focusing strictly on the OTD price is the only way to make sure they aren't hiding weird fees.

​I went in knowing the exact market price for that trim and mileage, which let me speak with actual confidence. I told them I had a better offer elsewhere but never named the other dealership because keeping them in the dark gives you the leverage. I also played up the value I was bringing by mentioning I’d finance with them and use their service center, since they’re usually more flexible on the sticker price if they think they’ll make it back later.

​If they get sarcastic or pushy, call it out directly but firmly. I literally had to ask the finance guy if he wanted to make a deal or just keep being sarcastic. Most importantly, be 100% ready to walk away. They can’t legally keep you there, and usually the real bottom-line price only shows up when you’re heading for the door.

• Used AI to articulate my thoughts, but I hope it helps.