"WHAT WOULD IT TAKE?"

This question alone will get you more negotiating mileage than you could ever dream of.
Sometimes the bank will come back with a flat out DECLINE!  Yuck, that has to bug 'ya!
The next time that happens, after you've had an initial warm and fuzzy chat with the bank's
credit officer to determine where the holes are in the deal and you have taken the opportunity
to present your defense with concrete information, filled in the details of the story and special
circumstances, ask the bank "What would it take to get Mr./Mrs. Customer into this vehicle
today?"  Explain to the credit officer that you want to go back to the customer with some
OPTIONS!  Would cash down help?  How about a co-signor?  In some cases one or the other
will make no difference, depending on the problem with the deal but in many instances
they will offer a conditional approval based on a certain amount of cash down; a qualified
co-signor; a different vehicle; proof of income or other documentation.  The bank may refer
the deal to their sub prime finance source and it may be approved with a much higher rate
than what the customer was expecting, particularly if they are purchasing a brand new car
with subvened interest rates and that was the trigger to purchase the vehicle in the first place. 
When you go back to the prime finance source, be sure to ask "What would it take
to get Mr./Mrs. Customer into this vehicle today?".  Options is the key word here because
it is much more favorable to return to your customer with an unconditional approval at a
high interest rate and a conditional approval at the expected interest rate.  This approach
puts the onus on the customer to decide which option is the better for them and relieves the
business manager of presenting only one solution that may not be well received by the customer.

Give it a try!

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