Second pencil

Chances are, and rightly so, that you will think that the first offer was way too high, and that the dealership can “do better” or “bring the price down a bit”. Your objection is expected.

The salesman will go back to their manager to “see what they can do”. After the manager finishes his sandwich, they will come back to you with their second offer. In some instances, it is the exact same offer, with slightly lower payments spread out over a longer period of time. Or perhaps they did offer you a few thousand dollars off of the first price. Just keep in mind that the discount is probably nowhere near the full rebate that is available to you.

Offers are made in stages, and not all at once, in order to wear you down and accept a higher price.