Part 2/7:
One of Marco’s key points in his video was that buyers should never reveal their cash payment status during negotiations. While it seems logical that paying cash would put a buyer in a stronger negotiating position, Marco argues that it can actually lead to leaving money on the table. Cash buyers often miss out on advantageous financing opportunities that dealerships utilize to boost their profits.
Most people think that cash as a payment method is a significant bargaining chip, but Marco argues it may inadvertently weaken a buyer's negotiating power. By announcing that they are paying cash upfront, buyers indicate that dealerships can’t earn extra profits via financing options. Thus, they strip themselves of potential leverage during price negotiations.