Financing:

Financing a car is a large step for a lot of people. It is always better to start the loan process at your bank or credit union. Get a preapproved loan, it will help you with the negotiation at the dealership.

Ask your bank what Tier you qualify for, and what your interest rate is for several time structures.
( 24, 36, 48, or 60 months )

The finance office is equipped with special services to help protect your investment. Ask them to expain what these protection packages are, and how they can best benefit your needs.

Credit:

Knowing what your credit history says is a very useful tool. Finance managers use your credit stability and history to qualify you for a lending Tier. This allows them to manipulate the deal with lending sources to gain points and properly structure your payments.

Tell the finance manager:

I have been preapproved at my lending institution. But, I would be willing to finance with you, if you can save me money on the interest rate and overall cost. Then tell them the deal they need to beat.