Everyone likes a good deal but only some people manage to get it. In this article we’ll discuss how you can become the seller that always gets a good deal.
Getting the price you want when selling a used car is never easy – this is because sellers often have high valuations of their own vehicles. However, there are lots of things you can do which ensure you get as much for the car as possible.
Let’s skim over the basics:
Give the car a good wash and wax. No one wants to buy a dirty car. If possible, use a pressure washer and make sure you get all the dirt off before waxing it.
Clean the interior. Remove all your junk and wipe down all the surfaces. Give the seats and floor a good vacuum and make sure it smells nice too. Take the floor mats out – wash and dry them before putting them back in. Don’t forget the boot and the spare. Wipe down all the windows with a glass cleaner so they are free from grease marks and fingerprints.
Tidy the engine bay. Steam cleans are expensive and generally only justified on expensive cars but at least make sure there is no loose debris or dirt visible. Top up (or better change altogether) all basic fluids – coolant, oil, screenwash etc. Inflate the tyres to the correct pressure and make sure all the valve caps are present.
You should consider servicing the car too. A recent oil, pads and plugs change will make a prospective buyer feel more comfortable with paying your higher price – it’s been immaculately maintained after all. If the alloys are good, mention they have been refurbed not too long ago – this phrase is bandied about a lot and no one seems to be able to tell the difference.
If the car has less than 6 months MOT, stick 12 months on it. The cost of getting the car through an MOT should not outweigh the gain you’ll get when selling it, unless you have something to hide of course. Remember to include 6 months tax too even if you just price the car to reflect this. You should price the car 100/$150 more than you think it is worth.
Onto the sale:
When writing up an advert, be it locally or on the internet, you should remember a few basic points. Write clearly but not necessarily concisely. A car is a big investment and a potential buyer will want to know as much as possible. Include the year, manufacturer, model, spec and engine size near the top of the advert and extra features underneath this. Don’t forget to include the mileage too. 10000 miles per year is considered average so anything under this you should claim ‘below average’ mileage for the year.
Don’t try to ‘sell’ the car by spicing an advert up with meaningless superlatives such as “super engine” and “great gearbox”. A good car will sell itself and some buyers will be put off by your enthusiasm. Always include the amount of MOT and Tax remaining as this is usually a good selling point.
A word about photographs. Take many and choose the best ones afterwards. Choose a good background location and use a good quality camera. You would be amazed how much a nice SLR can bring out the paintwork on a buffed up used car. Phone cameras just won’t do. Take pictures of the interior and the boot too. Here is where your creative flair can come in handy; try taking photos as if the car were in a showroom or photoshoot. Ground-up angles often work well.
In general, you are going to get a better price selling your car locally than on the internet. This is because internet buyers are often more knowledgeable about current car values. Your first port of call should be an advert in the car window. Keep it in there parked on the street. People who ring will generally be very interested because they’ve already seen the car in the flesh and want to investigate further. You want your car to win their heart before they have a change to negotiate on a price!
If you can’t sell your car locally, don’t despair – advertising on the internet opens up a massive market of buyers, albeit more informed ones. Try Ebay Motors and Autotrader. I have had more success with Autotrader over the last few years but Ebay definitely has its place too. If your car has a particular following, try advertising on related message boards or sites. These buyer’s are often willing to pay over the odds for a ‘mint’ example of their favourite car.
If a potential buyer comes to look at the car, basic etiquette applies. Offer them a cup of tea and make them feel at ease. Make sure your house is tidy. Perhaps they would like to review the extensive documentation you have for the car before viewing. Do not be pushy. Let them view the car on their own and don’t harass them. Offer helpful advice such as ‘these models have a tendency to do X, but I’ve had that part replaced at because I didn’t want to take the risk’ or ‘Let’s go for a test drive’. The buyer should be allowed to test the engine, within reason, so plan a route with open stretches of road as well as town driving.
Onto negotiation. If you were listening earlier, you will have already advertised your car 100/150 more than you think it’s worth. Of course, a buyer will try to haggle you down. Let them haggle you down (not too easily) to the price you originally wanted. If your still in disagreement, cite the good points of the car again ‘e.g. I can’t let this go for less than X, I’ve just replaced the tyres which cost me Y, and it has 12 months MOT – if we can agree on Z that would be great’. This appeals to the buyers human side too. After all – where’s the harm in a little bit of extra cash for dealing a friendly seller and a well maintained and clean car. You don’t have to sell to the first viewer – sell to the highest bidder. You can always get back in contact with previous viewers if your own estimate was too high and you’re willing to renegotiate.
Always remember to write a receipt stating that the vehicle is ‘sold as seen’. Cash is king but remember to count it!
Once the deal is done, send off the new keeper form at the earliest opportunity. Good luck selling!
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