This is true. The buyer has all the power in a car purchase, especially for a sports car or motorcycle which are nonessential to daily life. I'll tell you two stories of acquaintances. One wanted a Lamborghini, so he researched what he wanted, drew up a letter to the dealer and included a cashier check for the price he was willing to pay, and a return envelope. Initially the dealer responded in the negative, but without returning the check. Six months later his car arrived.
I accompanied another friend to a motorcycle dealer. He had previously negotiated the price of the bike and brought cash in that amount. He puts the cash on the counter, and the salesman starts running this game about how the owner really likes that bike and doesn't want to sell it, except at a higher price, and all this. The buyer reaches into the giant stack of cash -- thousands of dollars in $20 bills always seems like a lot of money -- counts out a thousand dollars, and puts it in his pocket. He says the remaining amount of money is the most he's willing to pay after hearing the salesman's story. The salesman disappears, comes back and desperately tries to close the deal at the original price, but eventually has to settle for the money that's literally on the table.
There is almost nobody more desperate than a car salesman, so dealing with them is actually pretty easy.
I accompanied another friend to a motorcycle dealer. He had previously negotiated the price of the bike and brought cash in that amount. He puts the cash on the counter, and the salesman starts running this game about how the owner really likes that bike and doesn't want to sell it, except at a higher price, and all this. The buyer reaches into the giant stack of cash -- thousands of dollars in $20 bills always seems like a lot of money -- counts out a thousand dollars, and puts it in his pocket. He says the remaining amount of money is the most he's willing to pay after hearing the salesman's story. The salesman disappears, comes back and desperately tries to close the deal at the original price, but eventually has to settle for the money that's literally on the table.
There is almost nobody more desperate than a car salesman, so dealing with them is actually pretty easy.