Get out-the-door quotes by email/text
Remote Shopping Email Template
Subject: Ready to Buy This Week - [Year Make Model]
Body:
Hi [Salesperson Name],
I'm ready to purchase this week and looking for your best out-the-door price on stock #[VIN/Stock Number]:
- • [Year Make Model Trim]
- • [Color preference if any]
- • Include ALL fees, taxes, and doc fees
I'm getting quotes from 3 dealers and will purchase from whoever offers the best OTD price. I have financing pre-approved and don't need any add-on products.
Please reply with your total out-the-door price. I can put a deposit down today if the number works.
Thank you,
[Your name]
[Phone number]
Why This Email Works
Creates urgency: "Ready to buy this week" gets immediate attention
Shows you're serious: Specific stock number proves you've done research
Mentions competition: "Getting quotes from 3 dealers" encourages their best offer
Removes objections: Pre-approved financing and no add-ons simplifies the deal
Requests action: Clear ask for OTD price with ability to move forward quickly
Separate the deal: price, trade-in, financing
Never Mix These Three Elements
Purchase Price
- • Negotiate this FIRST
- • Get OTD written quote
- • Don't discuss monthly payments
- • Focus on total cash price
Trade-in Value
- • Separate negotiation
- • Get written appraisal
- • Compare to Carmax/Carvana
- • Don't mention until price set
Financing
- • Bring pre-approval
- • Let dealer try to beat it
- • Compare APR, not payments
- • Final step only
Script: Keeping Deals Separate
When they ask about payments:
"Let's finalize the out-the-door price first. I'll handle financing separately. What's your best cash price for this vehicle?"
When they ask about trade-in early:
"I might have a trade, but let's agree on the purchase price first. We can evaluate my trade after we settle on your vehicle's price."
When they combine everything:
"I prefer to handle each piece separately so we're both clear on the numbers. Can you break down the vehicle price, trade value, and financing terms individually?"
The "beat my pre-approval" script
Financing Negotiation Template
Opening:
"I have a pre-approval from [Bank/Credit Union] at [X.X]% APR for 60 months. If you can beat that rate without adding any products or fees, I'm happy to finance through you. Otherwise, I'll use my existing approval."
If they counter with a lower rate:
"Great! Please put that [X.X]% rate in writing and show me the monthly payment calculation. I want to make sure we're comparing the same terms."
If they try to add products:
"Remove all optional products from the quote. I only want to compare the base loan terms. If your rate is better without add-ons, we have a deal."
Competing Quote Script
When you have multiple quotes:
"I have quotes from [Dealer A] at $[X] and [Dealer B] at $[Y]. If you can beat [lower amount] by at least $[Z], I'll buy today and put down a deposit right now."
Creating urgency:
"I'm making my decision by [specific day]. Your best price gets my business, but I need to know where you stand by [time/date]."
Price matching request:
"This dealer quoted me $[X] out-the-door. Can you match or beat that price? I'd prefer to buy locally if the numbers work."
Add-on refusal & OTD reconfirmation
Finance Office Scripts
Extended Warranty Refusal
"I appreciate the offer, but I'm not interested in the extended warranty. Please remove it and show me the revised payment without any optional products."
GAP Insurance Refusal
"I'll get GAP coverage through my insurance company for less. Remove it from the contract and stick to our agreed price."
Paint/Interior Protection
"No paint protection, window tinting, or interior protection. These weren't part of our agreed deal. Show me the contract without any add-ons."
Final Confirmation
"Before I sign, let me confirm: This is the $[X] out-the-door price we agreed on, with $[Y] down payment, financed at [Z]% APR for [W] months, correct? No other fees or products added?"
Walk-away psychology
The Power of Walking Away
When to walk: They won't meet your researched fair price, keep adding fees, or pressure you into unwanted products.
How to walk: "I appreciate your time, but this isn't the deal I'm looking for. I'll think it over and get back to you."
What happens: Often they'll call you back within hours with a better offer.
Stay strong: Don't accept the first callback offer—they likely have more room to negotiate.
Professional Walk-Away Scripts
Price too high:
"I understand that's your best price, but it's outside my budget. If anything changes, please call me. I'll continue looking elsewhere."
Too much pressure:
"I need some time to think this through. I don't make financial decisions under pressure. I'll be in touch if I decide to move forward."
Add-ons pushed:
"We agreed on $[X] out-the-door. If that's not possible without add-ons, I'll look elsewhere. Thanks for your time."
Advanced negotiation tactics
End-of-Month/Quarter Timing
Visit the last few days of the month when salespeople need to hit quotas
"I know it's the end of the month. What can you do to make this deal work for both of us today?"
Volume Buying Power
Reference other family members or friends who might buy
"If this goes well, my [spouse/parent/friend] is also looking for a car. Take care of me and you'll likely get more business."
Cash vs Finance Leverage
Sometimes dealers prefer financing (they get kickbacks), sometimes cash
"What's better for you—if I pay cash or finance through you? I'm flexible if it helps with the price."
What not to say
Phrases That Kill Your Negotiating Power
❌ Never Say
- • "I love this car!"
- • "What's your best price?" (too vague)
- • "I need a payment under $X"
- • "I have to buy today"
- • "Money is no object"
- • "I'm not good at negotiating"
✅ Say Instead
- • "This car meets my needs"
- • "What's your out-the-door price?"
- • "I have a specific budget in mind"
- • "I'm looking to buy this week"
- • "I'm price-conscious"
- • "I've done my research"
Closing the deal
Final Agreement Script
Before signing anything:
"Let me review these numbers one more time. We agreed on $[X] out-the-door, minus my trade worth $[Y], for a net price of $[Z]. Financing is [APR]% for [term] months at $[payment] per month. No additional fees or products. Is this correct?"
Document everything:
"Please put all our agreements in writing before we proceed. I want to make sure we're both clear on every detail."
Final confirmation:
"This price is firm, right? No additional fees or surprise charges when I come in to complete the paperwork?"
Frequently Asked Questions
What's the difference between MSRP, invoice, OTD?
MSRP is the sticker price, invoice is what the dealer paid (roughly), and OTD (out-the-door) is your total cost including all taxes, fees, and add-ons. Always negotiate OTD price.
Should I negotiate by monthly payment?
No, never. Dealers can manipulate monthly payments by extending the loan term or adding fees. Always focus on the total out-the-door price first, then work out financing separately.
How do I use competing quotes?
Get written out-the-door quotes from multiple dealers, then use the lowest to negotiate with others. "Dealer X quoted $28,500 OTD. Can you beat that?" Creates real competition.
Can dealers refuse to give OTD by email?
Some will resist to get you in person, but many will provide quotes remotely to compete for your business. Try multiple dealers—someone will usually respond with numbers.