[Pilot-lite]

Agreed, just like a Boy Scout; Be Prepared. I did the same thing as you with my last two cars. I went at 8PM on the last day of the month. I found the car I wanted and told the salesman I was ready to deal.

Show them you are ready, and you know your stuff and you will get a better deal. The salesman's job is to wear you down so you will take the deal that is best for them. If they know up front you are not going to play that game then they wont even try, if they do, walk out. I did that a few cars back and before we got to the car the salesman came running out to get us to make the deal.

This was actually funny, we were dealing with the sales manager before we walked out and had him so flustered by our tactics that he screwed up and gave us a better deal then we asked for. We actually took the deal into negative territory for the dealer.

It was great fun.