I Can Afford This Much Per Month.

 2. "I can afford this much per month."

"Don't tell the dealer what you're willing to pay per month. This is the biggest mistake a shopper can make. Often the dealer will focus on a monthly payment scheme, insisting you are receiving a great deal, but at the end of the day you won't really know what you paid, advises Gentile.
 
If the dealer can get a number out of you, a common trick is to ask if you can squeeze out a slightly higher monthly payment, then raise the bottom-line price accordingly by hundreds or even thousands. Avoid this by insisting that you focus only on the purchase price. Walk away if the salesperson only wants to talk in monthly payments.

Published on 6/10/2005