Last updated: October 2026
Most people lose money on a car sale in the first five minutes of the conversation, not at the end. They name a number too early, they apologise for the car, or they accept the first figure because they want it over. After more than 20 years of buying cars across Melbourne and Victoria, here is what actually moves the price, whoever you end up selling to.
Know Your Number Before Anyone Calls
Work out two figures before you talk to a single buyer. The first is a realistic market price. Look at cars on Carsales that match your make, model, year and kilometres, and remember those are asking prices, not sale prices. The second is your walk away figure, the lowest amount you would accept today. If you skip this step, the buyer sets the range for you.
It also helps to understand what a buyer looks at when they price a car. We explain our own checklist in how we value your car.
Let the Car Speak for Itself
You do not need to spend big to get a better price, but small things change how a buyer feels about the car:
- Clean the inside and remove personal items.
- Have the service book, registration papers and spare key ready.
- Write down any known faults so you are not caught off guard.
Major repairs rarely pay for themselves before a sale. Our guide on what is worth fixing before you sell shows where the money is better left in your pocket.
Be Honest About Faults
Hiding a problem feels like it protects the price. In practice it does the opposite. A buyer who finds an undeclared fault at inspection will cut the price hard and stop trusting everything else you said. Tell them upfront and the fault gets priced fairly, once. With us, the price we give from your photos does not change unless a major fault was not mentioned.
Let the Buyer Make the First Offer
If someone asks what you want for the car, it is fine to say you are waiting to hear their offer. Once a number is on the table, counter with a reason, not just a higher figure. “Similar cars with full service history are listed at this price” works far better than “can you do a bit more?”
Keep the conversation on the car. Buyers often push for a quick discount by pointing at small marks or tyre wear. Agree where it is fair and hold firm where it is not.
Compare Offers on the Same Terms
Two offers are only comparable if the conditions match. Check each one for:
- Whether the price can change at pickup.
- Any towing, pickup or admin fee taken off the top.
- How and when you get paid.
- Whether a roadworthy certificate is needed.
A higher private offer can end up lower once you pay for a roadworthy and wait weeks for a buyer. We cover the full picture in private sale vs selling to a car buyer and the costs to watch for in hidden fees when selling your car.
Know When to Stop Negotiating
Once an offer reaches your walk away figure and the terms are clean, it is usually time to accept. Dragging it out for another fifty dollars can lose you the buyer, and every extra week costs you insurance, registration and depreciation.
Close the Deal Properly
Get paid before the keys and papers change hands. Cash, a bank transfer you can see in your account, or a bank cheque are the safe options, as we explain in the safest way to get paid. Then make sure the transfer paperwork is done so tolls and fines stop coming to you.
If you would rather skip the haggling, send us a few photos. We give you a price straight away, there is no pickup fee, and we pay on the spot. You can see how it works on our sell my car page.
For a fair starting point, a free quote from our cash for cars in Melbourne service gives you a real number to compare.
Frequently Asked Questions
How do I know what my car is worth before I negotiate?
Compare similar cars on Carsales by make, model, year and kilometres, and treat those as asking prices. You can also send us photos for a free price straight away.
Should I tell a buyer about faults in my car?
Yes. Declared faults get priced fairly once. Undeclared faults found at inspection usually lead to a much bigger price cut and a buyer who no longer trusts the sale.
How much room should I leave for negotiation?
Set your asking price a little above your walk away figure so you can come down and still reach a price you are happy with.
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About the author: Written by Steve, owner of Victorian Car Buyers, a licensed motor car trader (LMCT 12395) based in Delahey, Melbourne.