You are the one in charge. Remember that. It's a piece of cake for you to stand up and walk out at any point. The automotive market is soft right now (at least where I live), so the buyer holds all the cards.
I recently leased a new Subaru for my wife. We went to a couple dealerships, did a couple of test drives. When we found a car we both liked, I let the salesman give me his pitch (obviously after letting him know I had been to other dealerships that day). I then told him the following.
- I want this car (with the premium package heated seats, sunroof, you know...wifey stuff).
- I want this much for my trade in (basically the same as the blue book on a 10 year old car).
- I want this many miles per year.
- I want a lease of this length.
- I will pay you this much per month.
- I won't pay you a dollar more - closing costs, transfer fees or this that or the other.
The bottom line was - you'll trade me your brand new car for my old car, and I'll pay you this much for it. You can take it, or leave it. He took it.
Wife loves the new car. I love the monthly payment. In a year and a half I'll probably do it again, and I'll likely go back to the same guy.
All you have to do is remember you are the one holding all the cards, and the salesman wants your business.