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We found a car (Olds Alero) that we would like to buy. We did our homework on the dealer invoice and options. Since we were told it is too late in the year to order a 1999 and too early to order a 2000 we found a couple of 1999 cars on the dealers lot that were close to our specifications.

We then began talking price. We dutifully told the salesman to ignore the trade in and that we already had financing so give us the financing incentives in the form of price reductions. We were eventually quoted a price that was close to our target. Now for the problem.

The salesman told us that there was a $500 rebate, but *only* if we financed through GM. The rate was 3.9% for 36 months which I would assume would also add a few bucks to the sales price. I told the salesman to give us the $500 and a little extra for not taking the 3.9% loan and we had a deal.

To our surprise, they refused and held firm at the last price. We said we would think about it and got up to leave. Also to our surprise, they let us go.

Apparently I do not understand something about the value to GM of us financing the car through them. Is there any way to get the dealer to include this finance incentive in the car price instead of the loan?

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