I can second this. I had a trade in, and a $ figure in my head of what I would be willing to spend per month based on some rough calculations that assumed a decent value for the trade in, money factors I saw on the internet, etc. I had a price on the car I wanted from an internet ad that was discounting it a bit (from another dealer) and started from that, but in my mind, I wanted a certain lease $/month. $300.
So, I got the quote on my trade in which was low as expected, got the price matched to the advertised discount, and asked them to work the lease numbers with no additional down payment. They came back with something like $280/month.
Hmm. I thought... not bad (but didn't show it of course). I was still a little disappointed in the trade in, so decided to shoot for $250. The question came, "what would it take for you to take this car today?". I said... "Get the monthly payment down to $250". I didn't care if they changed the money factor, dropped capitalization cost or gave me more for the trade in. I just focussed on what I wanted to pay monthly.
They bumped up the trade in, got me to $246/month and we made the deal. Since I know I am going to lease it for 3 years and move on, I wasn't concerned about residuals, which would to me be the other factor to consider if you weren't just thinking short term.
Originally Posted by bonaire
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