Guides

How to Negotiate a Used Car Price (With a Script You Can Send)

Negotiating is easier when you replace feelings with numbers. You are not asking for a favor. You are showing why the price should be different.

1. Know what similar cars cost

Search for cars of the same year, trim and similar mileage near you. Note the middle of the range, not the cheapest. Remember that dealer listings show asking prices, which are usually above what cars actually sell for, especially private-party cars. Price guides such as Kelley Blue Book, Edmunds or J.D. Power give another reference point.

2. Add up what the car needs

Check the mileage against the maintenance schedule. A car near 60,000 or 100,000 miles may soon need tires, brakes or a timing belt. Get quotes if you can. Each item is a number you can subtract from the price.

3. Decide your numbers before you talk

• Your opening offer, usually a little below what you think is fair.
• Your target, what you would be happy to pay.
• Your walk-away price, above which you leave. Write it down.

4. Make the first offer, with a reason

State the offer and a short reason. Example message you can send to a private seller:

Hi, I'm interested in the 2018 Camry SE. Similar cars nearby are listed around $17,000, and it will need brakes and tires soon, so I can offer $15,900 if I can see the service records and have my mechanic inspect it. Is that something you'd consider?

Keep it polite and specific. A reason is harder to dismiss than a number alone.

5. At a dealer, negotiate the whole price

• Ask for the out-the-door price: car, taxes, title and registration, and every dealer fee. Documentation, "reconditioning" or "market adjustment" fees are often negotiable.
• Do not start with the monthly payment. It hides the real price and the loan term.
• Arrive with a pre-approved loan from a bank or credit union so you can compare the dealer's financing.
• Decline add-ons you do not want, such as paint protection or extended warranties, or ask for their prices separately.

6. Use the inspection as leverage

An independent inspection that finds a problem is a fair reason to ask for a lower price or for the seller to fix it. If it finds something serious, thank the seller and leave.

7. Be ready to walk away

Your strongest tool is that you can leave. There are many used cars. If the seller will not meet a price you can justify, move on. Sellers often call back.

8. Get it in writing

Before paying, confirm the agreed price, what is included and any promised repairs on the bill of sale or purchase contract.

Let UsedCarVet build the case for you

Every UsedCarVet report includes a fair-price range from live listings, the costs to budget for at that mileage, your case for a lower offer, a suggested opening offer and a ready-to-send message like the one above. Your first check is free.

UsedCarVet gives opinions, not guarantees. Negotiation results depend on the seller and the market.

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