Hi all

We're thinking of making a move to a Disco Sport as our finance agreement had came to an end.

I've never part exchanged a car so not sure what to expect, other than the dealer trying it on with a silly offer?

Our FL2 is a 10 plate XS, excellent condition with 47K on the clock, service history is dealer/specialist garages

above standard it has: Rear privacy glass and fixed side steps.

I've looked at auto trader for the same spec and mileage and they start around 15K up to 17K

I know the dealer wants to make a profit so I'm taking they may offer around 13k?

What would you think would be reasonable to accept?

Thanks

If you go to Fords of Winsfords website www.fow.co.uk there is a car valuation link on theere. I have sold 2 cars to them directly for cash, they tend to be a lot better than the we buy any car type websites and have never haggled or tried to knock me down on the price quoted on the website.

Have a look it may give you an idea what you could achieve. Current 2008 Freel2 HSE
Prev 2010 Freel2 GS & 57 Disco3 HSE

Try he website above, we buy any car etc and even local car dealers for cash sales

Try the local LR dealers and even ones further afield, it's all about getting a good deal your happy with, one dealer might give free mats others will make you pay for them but offer the same trade in value

Try forum sponsors, I did previously and had a nice trip home from London getting to know the new car Former Mod/Member, with the most post & Chicken George Arch nemesis

Thanks for the replies guys.

Just back from the dealer, they came in with an offer just over 11K, I had printed off some cars for sale on autotrader which managed to get them up to 12500 not a massive jump but a jump none the less.

Definitely going to try and sell privately a few months before the car is due, hopefully it shouldn't take too long to sell if its priced properly.

N

As I understand it, for p/x with a main dealer you basically only *ever* really get the book price (dealers use either CAP guide or www.glass.co.uk - £4 to get the value your dealer has).

The haggling over p/x value of your current car is just a technique they use to draw you in. They're focused on the total price, so you're not really getting any more for your car, they're just discounting the new one.

But of course (a) it evokes positive emotion when you get a higher value for your car that you're attached to and (b) 'winning' the first negotiation feels good. Both influencing how you perceive them and increasing chance you'll do business with them. Also activates reciprocity effect: tendency to feel an urge to repay a positive action or kindness (which they'll effectively 'call in' when you negotiate new car price).

Plus the more numbers you're haggling around the more confused you're likely to be, and they're most definitely not confused and are using that to their advantage (especially true when buying on finance etc. and they insist on focusing on monthly payments ).

If you get to see their paperwork at the end, you'll see they often account for it in the way I describe.

The mistake people make is thinking they're immune to these techniques...trust me, you're almost definitely not Fore warned is somewhat fore armed though!

You could argue that it makes no difference...and it doesn't if you know how they do this and keep focused on the total price and not the p/x value. Don't get emotionally attached to a value for your car!

Takeaway: haggle on total price not p/x value! Or sell privately as the OP is planning to do  FL2 2011 SD4 XS in Galway Green

When I've bought a couple of brand new cars in the past, I negotiated the best price for the car I was buying as if I was a cash buyer. I then enquired about the p/x price for my old car. I got them up to as much as I could and accepted the deal on the basis that if I sold my car before I collected my new one, I would simply revert to the 'cash' price. I had 50/50 success - I sold one car for more than they had offered and I p/x'd one car as I couldn't get as much privately as they had offered me so I suppose I got the best of both deals. I was paying outright though so there was no finance involved.

Thats an excellent post Yanwoo, I had thought as much afterwards but my brain wasn't fully in gear, especially with the P/X has a caveat that the value change will be dependant on when the car is delivered (around October)

We went for the new 2.0 Disco Sport, I rang around the dealers and the all had 0 discounts and 0 dealer contributions on offer at any of them. I figure being the new model and the waiting list is rather long currently they don't need to offer any incentive. Did manage to wangle a few extras (fuel+mats etc) but nothing massive

N

Expect prices to fall quite steeply over the summer, 4x4 also harder to shift around this time. But if you can get it sold private for more than 12.5K it's a bonus.

Another trick dealers have is to say price of their car is rigid and haggle on p/ex price but when you read the small print the extra has come off the dealer car price. This covers them in case you reject the car, they don't have as much to pay back.

I usually pay cash rather than use finance but last time my LR dealer asked if I was interested in a 2.5% finance deal. I decided to go along with it as it meant that I was only paying about 1% above inflation at the time. The salesman asked if I would make at least 6 payments for him to get his bonus, then they threw in a 2nd year warranty for £290 instead of £790 if I also went for the "paint protection", I also got a set of mats, an extra £500 off and a half price next service . I walked away with a deal that I was happy with and presumably he got a number of add on bonuses so he was happy.
I went on a number of negotiating courses when I was working and the general rule is to ask for things that are of more value to you than to them (warranties, servicing, mats etc) and to major on what incentives the salesman is likely to be getting. 3 x FL1 2 manual + 1 auto
5 x FL2 4 manual + 1 auto
Now Discovery Sport P250 MHEV SE