Most people think selling a car is just about picking the right price or finding someone who’s ready to buy. That’s part of it — but the real skill is knowing how to read people.
Buyers bring all kinds of feelings to the table. Some are pumped about upgrading. Others are worried they’ll overpay. A few are just there to test you. Once you spot what’s driving them, you can steer the deal with way more control.
One powerful tactic is anchoring — setting your asking price slightly higher than your bottom line. This figure becomes the benchmark in the buyer’s mind, making any discount feel like a win. If you’re not sure how to set that initial figure, you might want to start by considering whether to get a pre-purchase inspection — it can be a game-changer in proving your car’s value upfront.
On the flip side, some buyers will throw out a low-ball offer just to test your reaction. It’s a mind game. The best response? Stay calm and stand firm. Confidence in your car’s value — and in yourself — is key.
Know Your Car Inside Out
That’s why when people ask me, “What’s the best way to sell my car?”, I tell them this: know your car inside out, and know the person sitting across from you even better.
Highlight what makes your car worth it — low mileage, a full-service history, recent tyres, even how clean it is. The smallest detail can nudge the buyer closer to your price if it’s framed the right way.
Then there’s reciprocity. Make a small concession — like offering delivery or including an extra key — and the buyer may feel compelled to meet you halfway on price.
Timing matters too. End-of-month urgency, upcoming holidays, or even tax time can add pressure that plays in your favour.
And don’t forget body language. A relaxed posture, steady eye contact, and even mirroring your buyer’s tone can help build trust.
Lastly, embrace silence. After you’ve said your price — stop. Let the pause sit. It’s uncomfortable, and buyers will often speak just to break it, sometimes negotiating against themselves without you lifting a finger.
At the end of the day, selling your car isn’t just about money — it’s about reading the room, controlling the pace, and creating the sense that you’re both walking away with a win. By tapping into negotiation psychology, you’re not just making a sale — you’re mastering the art of it.