[ZTWsquared]

sunny,Oct 18 2008, 09:38 PM Wrote:hey guys we checked out a 2005 Focus SES today and my girlfriend liked it a lot (its for her) .. Its fully loaded with Sunroof, Leather, Mp3/6CD changer etc.. Its in good shape without any major scratches, engine bay looked clean, new tires .. only thing is that it has 75k on it .. now thats pretty average for a 3 year old car and I can tell its been maintained

The dealer is asking $8900 for it .. I checked the black book value and its from $6300 to $7800 .. how much should I offer him ? and what do you think its worth ?

I know its hard for you to tell me how much its worth but I just need a ballpark so that I don't end up paying too much :D ...
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Is this vehicle an ex-daily rental? Find out more about its history ... make sure it wasn't repaired after a collision (probably not, but best to ask) find out when the brakes were last done ... is the dealership offering any kind of warranty ... all these things will (or should) impact how much the car is worth to you ... and in the final analysis that's what you should be for it.

If the answers to all your questions are satisfactory ... here's what I would do:

1. Do the math in advance - set your target high point and do not deviate in the first round of negotiations.

2. Without knowing more about the car my first target number for that car would be 7800 and my first offer would be for 7300.

3. Let them work you up to 7800 (make them work hard) and the press them to make the deal at that point. If they will, great, if not, start asking for things like a brake job and a warranty (or anything else you think the car might need in the short term).

4. Whatever you do, be prepared to go home without the car to "think about it" over night ... they won't show their full hand ever, but the last thing they want you to do is leave the dealership without signing a deal. They will do everything they can to tell you that the car is worth much more and they simply "can't" give you more off ... and they have others interested in the car. The true test of that is if they let you leave ... it's up to you to remain resolute.