Many buyers are not aware, but the finance guy makes commission on the loans, extended warranties, fabric protection, and all of the other crap they try to push at close. Actually, just about everyone at the dealership is on commission, maybe not the janitor.
My last purchase went like this:
I sent an email to three dealers, told them that I was looking for the out the door price for a 2014 Altima S brown, charcoal interior, no extended warranties or protections. Trading in a 08 Rabbit with xxx miles, 5 speed, no dents or scratches, clean interior. Any replies along the lines of $xxx less than any other offer will be ignored.
One dealer replied not interested, the other two were within $200 of each other. I called the one that was lower and scheduled a time to come in and close. Got to the finance office and he brought up the extended warranty. I said that I understand that he is required to push those, but let's pretend that I sat through all of the sales pitch, I'm not interested. He said "I understand, but let me explain the benefits" and pulled out a brochure. I picked up the keys to my trade in and left.
I called the next dealer and scheduled a time to come in and close. Got to the finance office and he said that he understands that I don't want to purchase any extras, but his price included a $2000 rebate for financing through Nissan Motor Credit, do I have a problem carrying a note for a minimum of 3 months to get the rebate? I had to finance at least $7k for 90 days at 1.5% to get the $2000 rebate, done.
Frugal people are the outliers, not the norm. We have to keep in mind that most sales people do not really know how to handle a frugal customer. They just don't see us very often. So I will tell them up front what I expect, and will allow them to blow me off once before I walk out on the deal.