Long winded but my tactic. I went to 4 dealerships before purchasing. I was honest with the sales people. Told them the following true story:
"It takes me about 6 months to buy a new vehicle. This past summer I needed to borrow my daughter's Expedition to drive 400 miles to Los Angeles. I normally drive my 1990 Suburban (last new vehicle I bought) but cicumstances prevented it. The Sub was top of the line every option when I bought it, but after driving the 2008 Expedition I fell in love with seperate a/c zones and heated and cooled seats. The wife and I did not have A/C tempature wars on the drive. This past October I got stuck in a snow storm in Utah and good thing I had my Jeep Cherokee with it's 4wd. I want a 4x4 Tahoe or Suburban that can seat up to seven (Me, Bride, M-I-L and three daughters still living at home) and can tow my trail Jeep, has hot and cooled seats and leather."
Now the tactics. When I bought that 90 Sub it was a lot queen, It was delivered to the dealer in november and now it was April. $24K on the window, they wouldn't budge. I went in very month and talked to the sdame saleman, each time he said $24K I would drop the price of my counter $500 less than the previous month. I was prepared to do that again this transactyion, but maybe $1K instaed of $500. I studied Chevy's website and knew I wanted the fancy interior, the options (preferred no sunroof) desired esp towing for the larger capacity cooling and located the color. I went to my credit union and got pre-approved for a substantial amount.
Then started the dealership pub crawl. When I found a vehicle that met my needs I asked, "What's the best deal you can make me?" I want a military discount and I'll pay cash.
Dealership 1. The saleman really didn't listen to what my desires were even saying "I can put a hitch on for you" $43K
Dealership 2. Drove into a Ford dealership and priced a Flex, got a copy of the offer. Drove directly across the street to the Chevy dealer and told my story and said, can you beat this Ford deal. Short answer, No. Their best price was $41.2 better no cigar. When asked what would it take for you to drive home, I told him my suburban purchaing story & I responded $40K out the door. He said no. I said Ok see you in a month.
Dealership 3. "We have a loyal customer incentive, but you don't qualify"...I responded well the incentive isn't working I am the only customer here. Can you work the loyal incentive for me..No, factory won't let us.
Dealership 4. There are 20 Traverse's on the lot in stock, every concievable mix of colors and options. From the inventory search I know which one I want. I walk in tell the salesman my story, told him about the other dealerships (without naming them) they work some numbers, call the factory and get me the loyal customer incentive, military discount, cash discount. What's the best price you can give me. $38K and some change + tx, license. Thanks. We negotiate an extended warranty for 7yrs/100K miles. Shake hands and my wife is happy.
I think the key was. Financing pre-approval with the credit union, the wife is an employee so the percentage rate is better. Knowing what I wanted and the general feel/price the other dealers were offering. Saying "Get me the incentive! I'm the only customer that has been through your doors in the last 2 hours!" and not being afraid to say no thanks and going somehwere else.