Once you have the fleet or internet manager on the phone (these positions are sometimes interchangeable), be as specific as possible about what you want to buy. You can say, "I'm looking for the '09 Matsura Accell LX. I have to have the side airbags and I would like the sunroof — but that's not a deal breaker. My first color choice is silver, my second is gold and third is gray. Do you have something like this on your lot?" The manager will either look the car up on their computer while you wait, or they may call you back a short time later.
In your initial phone call, it's OK to probe lightly for the price. You could say, "Can you give me an idea of what you are selling these cars for?" You are likely to get a vague answer, such as, "They go for about $500 over invoice."
If you are serious about buying the car, negotiating on the phone can be relatively painless. Of course, you should already know the Edmunds.com True Market Value (TMV)® price and any incentives that exist. Simply tell the Internet manager you would like to make a deal on their car and ask for a price. When you get this figure, compare it to the TMV price from Edmunds. In most cases, it will be lower than TMV meaning that you are getting the car for less than most people in your area. That's because most people shopped the conventional way. You should also confirm that the incentive is still being offered and that it will be deducted from their price.