Chevy Dude Said Be MEAN to Dealers So I Tried It....

Saying the market is “hot” means demand is strong and buyers are competing for limited inventory. In that situation, dealers often have more leverage to keep prices high or add premiums.

The Lincoln Navigator is a full-size luxury SUV positioned as a premium alternative in the same “big, comfortable, feature-heavy” category. The podcast frames it as being “bar for bar” with another luxury touring SUV, meaning it’s viewed as comparable in overall value and capability for the buyer. It’s mentioned to support the idea that a Navigator can be a strong choice when negotiating for a luxury SUV.

MSRP (Manufacturer’s Suggested Retail Price) is the sticker price automakers publish as the baseline for what a car should cost. When dealers charge above MSRP, it usually means the buyer is paying a premium over the official starting price.

New Jersey is used here as the negotiation context—local dealer behavior and inventory availability can vary by region. That can influence how much discounting is possible and how quickly a dealer can move a specific trim or color.

A “stock number” is the dealer’s internal identifier for a specific vehicle in their inventory. It’s how sales teams pull up the exact car’s details (price, options, availability) in their system.

“Five over” means the dealer is asking $5,000 above MSRP. It’s a common way dealers quote pricing when they’re not advertising a discount.

The host is asking whether the buyer wants to pay for the vehicle outright (cash), borrow money to buy it (finance), or use a monthly payment arrangement where you return or buy out the car later (lease). These three paths change the monthly cost, total cost, and how the deal is structured by the dealer.

“Online sales” in a dealership context usually means the dealer uses web leads, digital listings, and remote communication to sell cars before the customer ever visits. It often changes how appointments are set and how pricing/negotiation happens.

Cold-calling is reaching out to potential customers who haven’t contacted the dealership first, typically by phone. In car sales, it’s a lead-generation tactic used to fill appointments and move inventory.

A trade-in is when you give your current vehicle to the dealer as part of the deal toward the new car. Dealers often use trade-in values to adjust the overall out-the-door price, so it can strongly affect what you actually pay.

A rebate is a manufacturer or brand incentive that reduces the purchase price after the deal is set. It’s different from a dealer discount because it’s typically funded by the automaker and can have eligibility rules (like residency, financing method, or model/trim).

The BMW X5 is a midsize luxury SUV from BMW, known for its comfortable ride and strong engine options. In this segment, it’s mentioned as part of the household’s existing vehicles, which matters because dealers often use your current car to gauge trade-in value and leverage.

The Chevrolet Tahoe is a full-size SUV, and “2018 Tahoe” specifies the exact model year being discussed. Full-size SUVs like the Tahoe often have different pricing dynamics than smaller vehicles, especially if the buyer is considering trade-in or financing.

The out-the-door price is the total amount you pay to drive the car home, including the vehicle price plus taxes, registration, and dealer fees. Negotiating only the sticker price without the out-the-door number can hide the real cost in add-ons and charges.

Air suspension uses air-filled springs (instead of steel coils) to automatically adjust ride height and stiffness. On a luxury SUV like the Cadillac Escalade, it’s often used to smooth out bumps and keep the ride more consistent.

Power running boards are motorized side steps that deploy when you open the door and retract when you drive. They’re a convenience feature common on large luxury SUVs like the Cadillac Escalade.

Soft closing doors use dampers and sensors to pull the door in gently if you close it too lightly. It reduces slamming and helps the door latch smoothly on luxury vehicles.

Super Cruise is General Motors’ hands-free driver-assistance system for certain highways, using cameras and sensors plus a compatible map/road database. The segment frames it as a feature that influences how the buyer should value the car.

Connected services are subscription-based features that use the car’s cellular/Wi‑Fi connection to deliver functions like remote access, navigation services, and vehicle data. In this segment, the dealer claims three years included.

Ceramic coating is a liquid polymer/wax-like protective layer applied to a vehicle’s paint to improve stain resistance and make washing easier. In this segment, the dealer is using it as a priced add-on (and arguing about whether it’s truly discounted vs marked up).

“Charging over sticker” refers to dealers selling a car for more than the MSRP on the window sticker. It’s often driven by demand and limited inventory, and it’s central to the negotiation argument in this segment.

The Cadillac Escalade is a full-size luxury SUV from Cadillac, known for its big dimensions, high-end interior, and strong dealer presence. In this segment, the host is specifically asking whether the listing is the short-body or long-body version, which changes overall length and seating/cargo practicality.

The host is describing a negotiation strategy: using a scripted approach to reduce back-and-forth and aim for a fair price without “negotiating” in the traditional sense. In car buying, this often means pushing for a clear out-the-door number early and limiting the dealer’s ability to change terms later.

A “markup” is an added amount above the car’s baseline price (often above MSRP) that dealers charge when demand is high or supply is limited. In shortages, markups can be a major reason the final “out the door” price climbs.

The “window sticker” (Monroney label) is the official manufacturer pricing sheet for a specific car, listing MSRP and standard equipment. Negotiators use it to verify what the car is supposed to cost before dealer add-ons and fees.

A “touring package” is an equipment bundle offered on some BMW models that typically adds comfort and convenience features (and sometimes appearance items) aimed at long-distance driving. It’s not a single mechanical change—think of it as a specific option set you can check for on the build sheet or listing.

An “out-the-door breakdown” is the full itemized total you’ll pay to drive the car home, including the car price plus taxes, registration, and dealer/administrative fees. It’s the number that matters most in a negotiation because it reflects the final cost after all mandatory charges.

A dock fee is a dealer charge meant to cover costs associated with getting the vehicle from the port/transport point to the dealership. It’s a common line item in dealer pricing and can vary widely by dealer and region.

A tire tax is a state-imposed fee tied to tire disposal or environmental programs. It shows up as a separate line item on dealer paperwork, so it affects the out-the-door total even though it’s not part of the car’s base price.

An “excised tax” (excise tax) is a government tax applied to specific goods or activities, rather than a general sales tax. In car deals, excise taxes can be part of the state’s required charges and therefore impact the final out-the-door price.

In negotiation, “psychological warfare” refers to tactics meant to influence the other side’s emotions or expectations rather than the facts of the deal. In car sales, it can show up as aggressive behavior, pressure, or intentionally confrontational messaging.

An out-the-door breakdown is the full total a buyer pays to take the car home, not just the vehicle price. It typically includes taxes, registration, and dealer fees, so it’s the most comparable number when shopping offers.

Cash price is the purchase price when you’re paying without financing. In negotiations, it’s often quoted separately from the financed price because lenders, interest, and incentives can change the effective total.

Financing is paying for the car through a loan, usually with monthly payments and interest. Negotiation can get tricky because the dealer may focus on monthly payment rather than the total cost, so comparing out-the-door totals matters.