If you are interested in hearing about their financing options, tell thatm that you might finance. If not, tell them cash. They only want to know if you are interested in their financing options. One of the regulars here got better financing through the dealer than through any bank in his area. If you are financing, you can ask. If the salesman tells you that the terms might change tomorrow, he is correct. But then again, they might not, and they are unlikely to change much.