Dealers are very pragmatic about sales tactics. They absolutely stereotype people walking in off the street vs online, and among the people that do walk in they stereotype based on gender and race. They will use different tactics with Mexicans, blacks, whites, etc. Effective dealers (going to avoid using 'good' in this case) realized pretty quickly that the folks who work the deal online will just walk instantly if you feed them the usual line of crap. The best shot at closing the deal is to go directly to the best price and be done with it, because they probably won't wait around for a second shot.