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I've been using the KBB value - 2.5% (KBB is unfairly inflated in my estimation). Most dealers seem to price their cars at CPO - $300-$500.
I'm looking at a Certified Pre-Owned 2013 Toyota Camry XLE FWD 4D Sedan with 30,000 miles. It has leather, premium audio and but no navigation. The asking price is $19000. KBB says this car is valued between $17,300 and $19,400. I'm thinking that I will set my offer at $18,000 and ask them to include the navigation upgrade.
Do you think this is too aggressive? Not aggressive enough?
I'm not great at negotiating, but my idea was to go in at $17,500. Negotiate to $18,000. If we can't meet at $18K (I may wiggle to $18250) then I'll walk. If they agree, then I'll ask them to include the Nav on the back end, which only costs them about $250 out of pocket and its unlikely they would let me walk out at that point.
I'm not a very aggressive negotiator if the price is within reason. I'd probably tell them I'll give them the $19,000 if they include the navigation and maybe new tires? Get them to "throw in" about $500 worth of stuff, effectively lowering the price by that much. I'd tell them I want to do a quick sale and not be stuck negotiating all day, which is why I'm not offering less.
Be prepared for them to try to get you to buy other stuff, like extended warranty, etc.
I'm looking at a 2013 XLE that's a V6 with all leather seats and only 15000 miles out of lease with clean carfax (also in one of the two exterior colors I would want).... I'm trying to get them to do $20k certified and they countered with $20500.. not all XLE's are V6 and not XLE's have leather interior... mine originally MSRP around $32K. They are in the ballpark... I'd like to see $19000-19500 but the color I want combined with it being closeby .. I factor in the convenience factor adding $500 at least to it's value over driving 150+ miles to get one.
Without the V6 I think $17000-18000 is more than fair. If it has cloth seats it goes even lower yet... If it's a 4 cylinder without leather, no more than $17K.. look at competing vehicles from competing dealers using search engines like this one..
I found a '12 XLE Hybrid w/15K miles that included leather-heated, premium sound, 7.1" touchscreen and collision avoidance from a non-Toyota dealer for $18K + taxes, title, doc. I'm very happy with the car.
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