How to get the best price when you sell a car to a dealer?

By Martin Pretorius 

It's human nature to place a higher value on one's own car than it is really worth. After all, it's your hard-earned money which paid for it, and that immediately increases the value perception in your own mind. But the marketplace won't agree with your assessment, because there are hordes of other, similar cars out there, and they're all worth a lot less. Don't let that keep you from getting the most money for your car, though – applying some simple tricks will maximise the price you can get for your car. It probably won't be as much as you'd like, but still...

Presentation is key

The most important factor when selling your car is convincing the buyer that you took great care of it. This applies to dealerships as much as to private buyers, because the dealer would really want to make a quick profit from selling it, without having to spend much on preparing it for resale.

Take some time to clean your car properly: mud, dirt, grime and cookie crumbs do not shout that you loved your car, and signs of fluid leaks inside the engine compartment or underneath the car will immediately signal that your car isn't in a great condition. For this reason, it's worthwhile having the engine and chassis pressure-washed, and minor defects attended to before you bring it anywhere near a dealer.

If possible, polish the paintwork: yes, it takes some elbow grease, but the improvement in appearance will definitely increase its value. Clean the seats, carpets and roof lining as well, because a car which looks clean and smells fresh inside will create a good impression with the buyer. Even something as silly as tyre polish will improve the buyer's perception of your car.

Service it and fix some small problems.

Chances are very high that the person in charge of purchases will inspect the car before deciding on an offer, and this is where you can really score some extra money. They will probably want to pull the dipstick and check the coolant, as the condition of these two say a lot about the condition of the engine, so if the car is fresh from an oil change, it will reflect well on the mechanical health of your car.

And while you're at it, spend a little time and money to replace small wear items, such as remote entry batteries which run down with age, or worn-through rubber pads on the pedals. These small bugbears will have a definite effect on the perception formed by the buyer. The same applies to non-structural body damage: a small dent may only cost a few hundred Rands to repair, but could knock thousands off the offer you'll eventually receive.

Return the car to standard condition.

You may like the large-bore exhaust tail piece and big boot spoiler, but a potential buyer would look at them and immediately form an image of a “Fast and Furious” history for your car. The same applies to dropped suspension and oversized wheels, as these items shout “wannabe racer” more than “high performance upgrade”, with some obvious implications for the perceived value of your car. 

Fact is that very, very few dealers have any interest in putting a modified car on their floors, and if they do, they understand that the car's value will be negatively affected. This means lower profits for them, which means that they'll offer you less for a modified car, no matter how nicely the modifications may have been performed. Also remember that it will take added investment for the dealer to return your car to standard, so they will keep that cost in mind when making you a (reduced) offer.

Show all the records.

If you've spent a lot on the upkeep of your car, be prepared to produce proof of such expenses. As an example, cambelt replacements are an expensive and often-overlooked part of the maintenance schedule for many cars, and proving that your car is up to date in this regard will improve its desirability in the eyes of the buyer.

The same applies to other repairs and maintenance items: if you've already replaced some parts or had work performed, it means that the dealer won't have to. You may not get back all the money you've poured into your car, but you will at least get some of it.

Following these simple instructions should result in you receiving top dollar for your car from a dealership. Sure, it will still be less than you'd get in a private sale, but it will be far less stressful. Incidentally, these hints apply equally to private car sales, perhaps even more so, as private buyers are likely to be even more circumspect with their purchases. For this reason, it's important for you to present your car in the best possible light. It still won't approach the value your car holds in your mind, but it will come a whole lot closer.