Typical problems with selling trucks and what you can do!

“Last price?! “— Anyone who has ever tried to sell their commercial vehicle knows this annoying question all too well. Whether via online platforms or in personal contact: Time and again, you meet interested parties who want to lower the price immediately — often without even taking a closer look at the vehicle. But what is the best way to deal with it? In this article, we will show you specific strategies on how to avoid or answer such inquiries confidently, how to recognize real potential buyers and what is important to find the right buyer — including tips for realistically determining the value of your truck.

Gabriel Böhm

Gabriel Böhm is Director Strategy & Operations at truckoo, the digital platform that is redefining commercial vehicle trade in Europe. With a passion for innovation and efficiency, he shapes the strategic direction and drives operational excellence to connect sellers and buyers smarter, faster and more transparently.

LAST PRICE?! The annoying question when selling trucks

Anyone who has ever wanted to sell their commercial vehicle knows the annoying problem and the question of the last price. So what to do? We give four specific options to avoid or answer inquiries about the “last price”:

Provide a fixed price on your sales page or ad instead of using “negotiable” or “price on request.” This can discourage potential buyers from asking for a discount or a lower price.
Be clear and concise when describing the condition and equipment of the truck. When potential buyers know the condition and equipment of the truck, they can better assess whether the price is reasonable or not.
Explain in a friendly and professional manner that you are unwilling to negotiate the price. You can say this politely and professionally, for example by saying, “Our price is fixed and we're not willing to negotiate it. However, we are ready to answer any questions you may have about the condition and equipment of the truck.”
Refer potential buyers to similar trucks in similar condition and with similar equipment sold at similar prices. This can help buyers get a better idea of the price and prevent them from asking for a lower price.

It's important to remain friendly and professional when responding to “last price” inquiries, as this can deter potential buyers from losing interest in your truck.

TRUCK BUYERS DON'T SHOW UP

There are several ways to find out if a potential buyer is really interested in buying:

Ask specific questions: Ask the potential buyer about their requirements and preferences with regard to the vehicle. A serious buyer will usually readily provide information and provide detailed answers to your questions.
Schedule a viewing: A buyer who is really interested in your truck will usually arrange a viewing to personally inspect the vehicle and take a test drive. A buyer who is unwilling to arrange a viewing may not be seriously interested in buying.
Check the contact history: Check whether the potential buyer has already made contact several times and whether they have asked questions about the vehicle. A serious buyer will usually ask several questions and may also offer a basis for negotiation.
Check the buyer's purchase history: When you sell on an online platform, you can usually check the buyer's profile and view their purchase history. If the buyer has already purchased several commercial vehicles, this is a good sign that he is seriously interested in buying.

It is important to note that none of these methods provide a 100% guarantee that the buyer is really interested in buying. However, by using several of these methods, you can minimize the risk of wasted time and disappointment.

FIND THE RIGHT BUYER

Without the right network, it is not so easy to find the right buyer. But there are several options:

Use online platforms: There are various online marketplaces where you can advertise your truck. These include mobile.de, truckscout24.de or autoscout24.de.
In some cases, advertising on social media can also work: Use Facebook or Instagram to advertise your truck and reach potential buyers.
Talk to a dealer: Some truck dealers also offer the purchase of used vehicles. Contact these dealers to find out if they're interested in your vehicle.
A fourth option is online auctions: Here you can sell vehicles in an online auction.

KNOW TRUCK VALUE

There are several ways to find out the value of your truck:

Online assessment tools: Unfortunately, we have to disappoint you. You cannot use traditional online assessment tools. Not even to just get an estimate for your truck. But there are websites where you can find comparable or identical vehicles, such as mobile.de, autoscout24.de. Unfortunately, the search is limited to a few pieces of information: e.g. brand, model, mileage, year of construction and condition and is typically not sufficient to make a serious estimate.
Truck dealer: You can also visit a specialist dealer and request an evaluation of your truck. A dealer can assess the condition of your truck better than an online tool and can give you a more accurate value.
Appraiser: An independent appraiser can also help determine the value of your truck. An appraiser can accurately assess the condition of your vehicle and determine an accurate value. In case of doubt, however, experts are less informed than truck dealers.

It's important to note that the value of your truck depends on various factors, such as age, mileage, condition, and equipment. It may therefore be advisable to obtain several reviews to determine a realistic selling price for your vehicle.

Want to know more about selling trucks? In our comprehensive guide, you will learn how to optimally prepare, value and sell your used truck — step by step.📘 To the truck sales guide

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