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Never tell a salesman you are paying cash for the whole amount until after you agree on a price and get the papers wrote up. The reason, there is no profit in accepting cash and they are a lot less willing to knock $3,000 off the price if they know you are paying cash then they would if they think you are financing though them.
As for the loan, it shouldn't be a problem. Tell them you are buying a new car and paying cash and only need $4-$6k to pay the rest. You'll get the loan because if you default, the car and your $20k becomes theirs. It's a win-win for the bank.
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