At the end of 2018, I purchased a same-year Canyon Ultimate CF SLX with fewer than 500 miles, a month or two of usage, for a little over $3K, representing a discount of about 35% from its new retail price if you count sales tax. Originally, the seller was on eBay, but I noticed they lived in the same general area as me. I thought if I could safely move the transaction to a physical meetup, they’d be more open to discounting. I was able to do so, and here’s the main message I shared with the seller – I’ll break down each paragraph with commentary on the approach.
Original Message
“Thanks for the extra info. I’ve been tracking market prices for higher-end, lower usage second-hand bikes for a while – it feels like 30-45% off retail is the normal range, depreciation is really high. I admittedly could be wrong in this case – it’s not often Canyons go on sale.
$3,600 is about 20% off from original build retail. Your build is slightly different from stock, so it’s not a perfect comparison, but I find that the market does not value premium add-ons like wheels very well. It’s usually much better to piece them out. I think it’s because everything is so subjective based on the rider for things like wheels, handlebars, saddles. For example, I am familiar with the wheels and like them.
Selling in winter when there’s less demand (hard to get excited for a new bike if you’re in the snow) but more supply (lots of off-season sales) makes this more difficult as well.
My budget is $3K. Using the $3,600 as a starting point, with 10% of fees going to eBay, if we could do something direct with local pickup, there would still a difference of $240. To help bridge that gap, would it be of value if you kept the pedals and/or mount? I am not sure I can use the mount – I have a Wahoo Elemnt.
If you wanted more time to see how eBay reacts to the listing, I could wait over the weekend too. Open to your thoughts.
Thanks again for the consideration,
Michael
Breakdown and Analysis
Opening Gratitude and Market Reference:
“Thanks for the extra info. I’ve been tracking market prices for higher-end, lower usage second-hand bikes for a while – it feels like 30-45% off retail is the normal range, depreciation is really high.”
Analysis: Starting with a thank you sets a cooperative tone. Mentioning market research establishes that my offer is informed and reasonable, setting the stage for a rational negotiation based on data rather than just haggling.
Acknowledgment of Uncertainty and Appeal to Fair Comparison:
“I admittedly could be wrong in this case – it’s not often Canyons go on sale.”
Analysis: By admitting potential error, I position myself as reasonable and open, which can encourage the seller to also be flexible and fair. It subtly invites the seller to correct me if I’m wrong, fostering a dialogue rather than a confrontation.
Pointing Out Specifics About the Bike and Market Valuation:
“$3,600 is about 20% off from original build retail. Your build is slightly different from stock, so it’s not a perfect comparison, but I find that the market does not value premium add-ons like wheels very well.”
Analysis: Here, I’m making a case for my proposed price by highlighting the differences in the bike’s configuration and how these are generally valued in the market. This educates the seller on why my offer is fair given these factors.
Seasonal Timing:
“Selling in winter when there’s less demand (hard to get excited for a new bike if you’re in the snow) but more supply (lots of off-season sales) makes this more difficult as well.”
Analysis: I leverage external factors such as seasonal demand, which are beyond our control, to justify a lower price, suggesting that waiting might not be in the seller’s best interest.
Direct Negotiation and Closing the Gap:
“My budget is $3K. Using the $3,600 as a starting point, with 10% of fees going to eBay, if we could do something direct with local pickup, there would still a difference of $240. To help bridge that gap, would it be of value if you kept the pedals and/or mount? I am not sure I can use the mount – I have a Wahoo Elemnt.”
Analysis: I present my budget transparently, showing how close I am to their asking price and suggesting practical ways to bridge this gap without affecting the perceived value of the offer. Offering to forgo accessories like the pedals and mount simplifies the negotiation by reducing complexities and potential objections.
Flexibility and Encouraging Decision Making:
“If you wanted more time to see how eBay reacts to the listing, I could wait over the weekend too. Open to your thoughts.”
Analysis: This shows flexibility and respects the seller’s autonomy, making it clear that I’m not pressuring for an immediate decision, which can build goodwill and increase the likelihood of them considering my offer seriously.
By dissecting this negotiation, you can see how combining empathy with a strategic approach creates a compelling case for your proposal. This method not only increases the chances of a favorable outcome but also maintains a positive relationship with the seller, regardless of the result.
I Spit Hot Fire 