How to negotiate a used car



Administrator World Garage

Buying a used car is one of the most serious expenses in the budget, second only to the purchase of real estate.

Suppose you have decided on your desires: what brand of car to choose, what years of production, how the car should look like and in what condition to fit into your budget. Also made a review of the market (car dealerships, online platforms, ads in Newspapers). And even made a test drive of several options and decided on the choice. Now it remains only to give the money to the seller and happy to go home.

So it usually happens, provided that you will overpay!

What discount can I ask for when buying a used car?

Very common question. If you agree on the price of a new rather than a used car in a car dealership, you can usually expect a few percent of the price of the car. Less often - from 5 to 10%. Big discounts are rare exceptions, like the sale of a model leaving the market.
Unfortunately, in the case of buying a used car, it is impossible to predict how the seller will behave and how much you can reduce the price of the car. It depends on many factors. The final price depends largely on your negotiating skills: how well you will be able to point out to the seller the shortcomings of the car and argue to reduce the price for you. And this ability can be slightly developed by reading this article to the end.

Pay less because… Remember that the price of a used car is always flexible? And every opportunity should be used to omit it.

Used car has a rich history of operation, one way or another associated with various breakdowns and defects. And about which the car seller tries to keep silent. But you, on the contrary, to the best of your knowledge should see for yourself the shortcomings of the machine. Anything you find can be used as an argument for a discount.

Car, second hand, definitely is in the worst condition compared to the new, and this does not happen to everything is perfect with him was in order. Maybe the car just need to pass inspection, and the time is right to replace certain expensive parts. Maybe he after the accident, and poorly painted (it is always useful to have a thickness gauge to measure the thickness of the paint, which allows you to determine repair). Perhaps the leather upholstery is damaged, or on the windshield there are cracks and chips. All these points should be used for bargaining.

Find any possible flaws in the purchased car, even those that you personally would not pay attention to, but for someone else it would matter-it can always be used as an excuse to reduce the price or other concessions.

What is very important, the car immediately falls in price after he left the showroom in the status of a new one. (This statement does not apply to vintage cars and antimere, but now not about it). This argument can be used in your favor, as the seller knows that time works against the value of the car. The earlier the car is sold, the higher the price you can get for it. Especially if take in example the end of the year. Because the cost of the car depends on the year of manufacture. And at the beginning of next year it will be respectively a year older, so – cheaper. Carefully study the sources, which placed the advertisement.

Perhaps the owner of the car sells it for a long time, as evidenced by older irrelevant ads for the sale of the same car. And if the end of the year is approaching, or on the basis of the analysis of old ads, it can be concluded that the seller is motivated to sell it as soon as possible, remember that this is the case when a person will make tangible concessions. The same" pressure " on the seller can be exerted if the car is unusual: for example, an unpopular brand or model, non-standard performance (sports version of the popular model, a large engine volume, the original color on the fan). Such copies are usually less popular, and often a long time waiting for the buyer.

This is a good opportunity to benefit. Just remember, with the subsequent sale of such a machine, you can experience similar difficulties.
A used car is sold "as is". In the sense that you can not choose a different color model, additional options, version performance. This is a great opportunity for negotiations. You can tell the seller: "the Car is in good condition, but its pink color does not suit me very much. If it was black or white, I would have paid the asking price. But for this color I can give max so much." Color is just an example. You can fend off the power and volume of the engine (a lot of eating, it is more tax; small too weak; gasoline consumes more than diesel; diesel is more expensive to maintain and noisy to operate; etc.) the type of body that does not suit you (wagon, hatchback, number of doors) type of upholstery (fabric, velour, leather), interior color (for example, light impractical, and it needs to be constantly cared for).

So you have no reason to buy a used car at the original price. Theoretically, this can only happen if a particular instance is so good that at the moment it already has several potential buyers who can compete with each other. But this situation, given the current state of the car market in the country, is extremely rare.

Determine the real price of a used car

Market price. "A product costs as much as customers are willing to pay for it." This expression could not be more suitable for the used car market. Before you bargain with the seller, determine the real market price of the car.
  • First, review all ads for this model. Keep in mind that in most cases they are overstated by 10-20%, as it is the price of "advertising", and not the fact that the transaction will take place for the money.
  • Secondly, use the services of calculating the cost of the car.
Your price range for bidding. That is:
The first price that you offer as a starting price is the price that is 10% lower than the previously established market average or if the requested price is close to the market, lower even more than 10%. The second price is the maximum amount for you that you are willing to pay for this car and for which the seller will be ready to give it, according to your estimates.Come up with your counter offers if the seller refuses to sell at the first price you name. You can make 1-3 concessions, but the price for you should not rise above the maximum you set for yourself. Setting your maximum price threshold, leave the opportunity for 2-3 concessions until you reach it.

Prepare plan B

When you look for cars, choose not one good option, but at least two. To have an alternative. Look at them, check and you should feel that you can buy any of them. It is clear that this is quite a difficult task. However, believe me, if you can do so, then your self-confidence in trading will increase significantly. Since if the seller does not agree to your terms, then you will immediately go to another.

Make an offer

Tell the seller your price, considered in advance. If you buy a car from a dealer or a car sales firm, be vigilant, because if an experienced seller hears a lower price than he offers, he may try to encourage you to take out a loan so that you buy for the price set by him. If you give in, you will not only buy a car for the price you could afford, but also have to pay the loan, which laid the margin of the seller for the mediation of providing you with such a service.Another trick sellers: when he realizes that you are not ready to pay the asking price, then try to convince you to buy a cheaper car: a less prestigious brand, smaller in size, older in the year of manufacture, and so on. If you get caught, then buy not the car that you need, and at an inflated price.Do not give in to attempts to manipulate. Be sure that there are a lot of offers on the used car market.In any case, and in the case of a purchase from a dealer, and from a private seller, your original offer in 90% of cases will be rejected. But you set it so low that there was something to dance from. The show starts).


If you disagree with your first offer, the seller usually starts to praise your product to prove why it costs exactly as much as he asks. Fortunately, by following the tips that got above as well as the following in the article, you are perfectly prepared for this. Tell the seller that you know very well the price of this car, that its market price is X. That you have seen a lot of ads, stopped by the dealers, have tested several options for this brand and model, and most of them have a competitive price compared to this offer. But you like this particular instance. Give the seller to understand, regardless of whether you are bluffing or not, that this offer is not the best in terms of price. And that you have an alternative. After this step, offer the seller a price slightly higher than your original offer. And here you can add (if you have shown your knowledge about the situation on the market) that for the advertised price to sell the car will be difficult: it is clearly overstated.Such a conversation from this moment can have 2 options for development.The seller will soften his rhetoric and begin to reduce the price. Do not immediately agree to his new proposal, even if it is already in the range of your consent (between the original proposal and the set maximum). You have the opportunity to pay even less. You made only one concession, and prepared 2-3. So you still "ready". Even if you can not bargain more, you can always go back to the last offer of the seller. When there are first concessions from the opposite side, there is a temptation not to lose time and quickly complete the transaction. But here it works in the opposite direction. No hurry. The fuss here is your enemy. Who was the first rush, he will lose money. If you already have a concession from the seller, take a step towards it: raise the price a little. When on your offer he again will offer more favorable price which practically coincides with your reasonable maximum, it and is that "Golden moment" when it is possible to shake hands. If after the first assignment to the second seller is not, you can try to use another technique: to divide the remaining difference in half. If, despite your efforts, the seller does not go to the meeting, and the price exceeds your maximum, then inform that you refuse to buy. Do not be afraid of this step – it does not mean that do not buy this car at a bargain price. You can switch to another ad for the sale and there the seller will be more compliant. Refusal to buy is one of the oldest, most effective and somewhat forgotten methods of negotiation. Read on and you will learn how to implement a controlled breakup of negotiations and what to do next.
If, despite the above procedures, you do not receive from the seller discounts and concessions that allow you to buy a car for the desired amount, then do as mentioned above – stop negotiations. Inform that you can not buy a car at this price. Tell the seller that he could think and change his mind about the price (here you need to set a short period of time from 1 to 3 days to put pressure on him), leave your phone number, politely say goodbye, do not hesitate and leave. Leave the seller alone with his own thoughts. Find another option and try to come together at a good price there. And who knows, maybe it will be a much better option than you expected. Do not forget that the seller depends on the sale of the car, and that he was close to the deal – in the end, he may have motivation and interest. There is a high probability that he will call you and say that he agrees with your last offered price.

In conclusion: be vigilant

At the end of this article I would like to draw your attention to some tricks that you can be attacked by cunning sellers.Time pressure. An attempt to convince that the car already has an interested potential buyer who has not yet decided to the end, or that the car after some time for some reason will be removed from sale."How much?" we often hear from sellers who do not install a price tag on their car. On the one hand, it is believed that the first to name his price, reveals the cards and is in a losing position. Since the seller knows immediately that from a stove to dance. But this is no longer a problem for you, as you have already learned to determine the market value and make an adjustment for an inflated price tag. You can use this situation to your advantage. Knowing the market price, do not be afraid to call the numbers. And let it be a very low price, the main thing is not to reach the point of absurdity. Scientific research in the field of negotiations and our observations suggest that the price around which the auction begins and the price of the transaction is close to the first proposal made. So, contrary to popular belief, do not be afraid to take the initiative!A smart seller always puts a price higher than the one for which he is ready to give up.

Suppose you have decided on your desires: what brand of car to choose, what years of production, how the car should look like and in what condition to fit into your budget. Also made a review of the market (car dealerships, online platforms, ads in Newspapers). And even made a test drive of several options and decided on the choice. Now it remains only to give the money to the seller and happy to go home.

Administrator World Garage


Used car contract


VIN number check

Comments 0