Start with cars like yours
Search for cars that match yours as closely as you can: the same make, model and variant, within a year either side, with similar kilometres. Look at listings near you first, then widen the search if there are only a few.
- Match the variant: a top trim level can be worth thousands more than the base model of the same car.
- Write down 5 to 10 prices: one listing is a guess, ten is a picture of the market.
- Ignore the outliers: a price far above the rest is usually a hopeful seller, and one far below usually has a reason.
Asking prices are not sale prices. Many private sellers take a little less than they ask, so the middle of what you find is closer to a real sale price than the top of it.
What pushes the price up
- Low kilometres for the age: around 15,000 km a year is typical, so a car well under that is worth more.
- A full service history: a stamped logbook and receipts make buyers more confident and more willing to pay.
- Recent work: new tyres, a new battery or a recent major service save the buyer money soon after they buy.
- Clean condition: no dents, no stains, no warning lights.
- Registration left: months of registration remaining are worth something to a buyer.
- Wanted extras: a tow bar, roof racks, a second key.
What pulls it down
- High kilometres or a big service due soon: buyers will price in what it costs them.
- Damage or faults: a dent, a cracked windscreen or a noise the buyer will hear on the test drive.
- Missing history: no logbook means the buyer has to take more on trust.
- Modifications: they often appeal to fewer buyers, so they can lower the price instead of raising it.
The right price is the one that brings buyers to look. The condition of the car is what closes the sale.
Set your asking price
Once you have a fair figure, add a small margin for negotiation, then check it against how buyers search. Most buyers set a price range before they look, often in round numbers. A car at $15,500 can miss everyone searching up to $15,000, so if you are close to a round figure, price just under it.
If you need to sell quickly, price toward the lower end of what you found. If you can wait, price toward the middle and be ready to adjust.
When to change the price
If a week passes with few messages, look at your listing next to the others again. A lower price also shows up in searches with a lower price limit, so even a small drop can put the car in front of buyers who could not see it before. The guide to why a car isn’t selling has other things to check first.
Common questions
Is a trade-in price a good guide?
No. A trade-in offer is lower than a private sale price because the dealer has to prepare the car, sell it again and make a margin. See selling privately or trading in.
Should I put “or near offer” in the ad?
You can, but buyers will offer less either way. A clear, fair price usually gets better offers than a vague one.
How much room should I leave to negotiate?
A few hundred dollars on a cheaper car, and a little more on a dearer one. Too much room makes the car look overpriced in search.
