It's typical of car dealers and just one of many tactics to part you from your money. My last purchase, a new car for my wife, we decided exactly what we wanted, test drove one then I emailed all the dealers on one email listing what I wanted and that I was willing to buy tomorrow for the right price. I started an instant bidding war and the bid that won out was willing to drive the car to me for signing. I will never set foot on a dealership to haggle again.