Negotiate the car price first, in isolation
Agree the cash price of the car before finance or part-ex is discussed. Any "discount" offered only if you finance is really just a lower headline that hides margin somewhere else.
Bring your own finance offer
Get a soft-search quote from an independent broker before you walk in. Dealer finance may still beat it — but only if they know you have an alternative. Walking in with your own approval genuinely shifts the dynamic.
Value your part-exchange separately
Get two Motorway/We Buy Any Car valuations before the dealership sees the car. That's your floor. Any dealer offer below that means you're better off selling privately or to a car-buying service.
Ignore the monthly payment
Sales staff are trained to steer conversations to monthlies. Always compare the Total Amount Payable across offers — that's the real cost of credit, not the payment size.
