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One interesting thing that the Lombard chap told me is that tactically the dealer will want to keep talking to you in cost per month terms.
He will try to play down the interest rate being offered - despite the fact that this is probably the key factor - and will take advantage of the fact that it is difficult to get firm offers from a variety of different lenders without ending up with a lot of searches on your credit history.
If the monthly costs are too high - they'll try to tip you toward a cheaper car (which they did with me) that way they make all their potential profit and you think you are getting something within your budget.
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