School me "buying a new car"

The only car experience I ever bought was through private party.
Pay cash, sign paper and take car home. Price is usually pretty good. 

I have an immediate need to help a family member buying a new 2017 Toyota Sienna paying cash.
How do I negotiate to get the best price? I would hate getting burned by a car salesman.
I need your help, if you happen to work at a Toyota dealer that would be great too.

The only car experience I ever bought was through private party.
Pay cash, sign paper and take car home. Price is usually pretty good. 

I have an immediate need to help a family member buying a new 2017 Toyota Sienna paying cash.
How do I negotiate to get the best price? I would hate getting burned by a car salesman.
I need your help, if you happen to work at a Toyota dealer that would be great too.

Why new?  30,000 miles or a lease return drops the price immensely. Carintelligent, no negotiating, just best national price.

I have used the Costco program for my last 3 cars and wouldn't do it any other way.  No haggling and dealing with pressure tactics.  You will see the invoice and pay an amount less than that since the invoice isn't really the net cost to the dealership.  I bought a Tacoma last year for $500 under invoice.  Tacomas are pretty hard to negotiate since they sell so well. You also get some sort of gift certificate for a hundred or two good for parts and accessories.

Martin 

He is looking to get new, but he would also look at something less than 20K(2015-2016) miles if the price is right.

try working with the "Fleet Dealer" at the dealership (although they primarily deal with companies/corporations, they always manage to find time for me), I always do and usually get alot better deal the the lot rats trying to push a car onto you...

Certified pre owned, knock off a few k's off their price and work ur way up.  Try not too accept some of the BS warranty they offer, know what warranty the factory already offers.  It's the art of bullshiting ... seriously.

.  It's the art of bullshiting ... seriously.

I have a Masters Degree in this art!

+1 for the Costco buying service.

try working with the "Fleet Dealer" at the dealership (although they primarily deal with companies/corporations, they always manage to find time for me), I always do and usually get alot better deal the the lot rats trying to push a car onto you...

What's fleet dealer?

I've used the Fleet dealer for company and Internet quotes. No salesman on the lot involved.

Figure out the price you want to pay, hand the salesman a business card and walk away if they don't meet our price. They will call, sometimes before you get home. Although it did take me 2 days of salesman calling me, but they eventually gave it to me for what I asked.

Shop online. Haggle with the Internet sales guys. You can contact multiple dealers this way. Some will be straightforward, some just want you to come in. You can get decent pricing this way and haggle via email.

Once you agree on a price, you can go to the dealer. Just triple check all the numbers. The shady types will play with the numbers. Bring a calculator (they hate that). If they play any number games, just walk away.

Another trick to get a lower final price is to let them finance the car.  Just make sure there's no prepayment penalty. You can then payoff the van at the first payment. Just triple check the "payoff" amount. If the numbers don't jive, cancel the deal and ask for a cash price. If they give you problems, walk away.

Remember, it's your money... they're trying to make a living too, but they aren't ever going to sell you a car at a loss (even if they tell you they are). So, if you don't like anything about the deal or dealers, just walk away. You can save thousands of you walk. Their game is to wear you down.

Also, try dealers that are further out of the bay area too.

Research online. There was a writer that went "undercover" and worked as a car salesman for different companies to learn the tricks. His articles are online. He details a lot of the high-priced sales tactics still used these days. It's all psychological warfare.

But, if you recognize the games... you'll know what kind of dealership you're dealing with. Good luck.

I've bought a couple of Toyotas from Hertz over the past 15 years, both in great shape and have lasted well.

The took out door dings and provided service records. Pricing was good, IMO.

If he's willing to go with 40k-50k miles, there are three available now.

https://www.hertzcarsales.com/Search?Distance=100mi&MapLat=39.1633631&MapLong=-123.26701600000001&Makes=toyota&Models=sienna&SORTER=MakeModel&SORTORDER=Ascending&BUCKETPAGE=1&pageSize=35&pageNumber=1

You might check this or a similar site. You are supposed to see how much the dealer paid for the car. It helps you know about the BS fees. Start with a bid a little over their cost.


http://invoice-pricing.com/?ENGINE=google&gclid=Cj0KEQjwnKzABRDy2pb7nPSazdsBEiQAI4lZQP-UKeiWk229aNwMbXXqjHCWZGhCWu-hvil2NPPkINIaAlZ08P8HAQ

Or this one.

https://help.edmunds.com/hc/en-us/articles/206102377-Invoice-Price-or-Dealer-Cost-