Skip ‘Car Staging’ and It Could Cost You Over £1,000 When You Sell
Autotrader reveals the “car staging” tweaks that make the biggest difference when selling a used car
New research from car selling expert Autotrader has revealed how powerful the “staging effect” is when it comes to selling used cars. Similar to how homeowners stage their property for viewings, the way sellers stage their car can have a massive impact on how successful the sale would be.
Autotrader’s survey of over 2,000 UK motorists found that car buyers are quick to ask for money off if a car looks poorly presented, even when there’s nothing wrong with the car mechanically.
The most common discount sellers can expect to receive for a poorly presented car sits in the 6–10% range, according to 35% of respondents. This is closely followed by the 11–20% range, cited by 33% of people, showing that presentation alone can have a major impact on perceived value.
In total, 70% of buyers say they would expect at least 6% off the asking price if a used car looks scruffy, and only 9% would pay the full asking price for a mechanically sound car that was poorly staged.
With the average used car now priced at £17,1031, even a modest 6–10% discount could knock roughly £1,000 to £1,700 off a sale, simply due to poor staging.
The “Staging Effect” Checklist: What Buyers Notice Most
When car buyers were asked what would most increase their likelihood of buying a used car, Autotrader’s research shows that the biggest presentation “wins” were overwhelmingly visual, immediate, and relatively low-cost to fix.
The Regions and Cities Where Scruffy Cars Get Hit Hardest
The 'staging effect’ for cars varies across the UK. The Northeast expects the biggest average price drop when presentation is poor, with a mean expected discount of 11%, nearly double the national average.
At city level, Newcastle is the toughest place to sell a scruffy-looking car, with the highest mean expected discount, equivalent to around £1,860 on a £17,103 car, followed closely by Glasgow (10.4%), which equates to around £1,779.
The Clean-Car Effect
Autotrader’s research also found that presentation doesn’t just affect aesthetics, it shapes what buyers assume about the car’s condition under the bonnet.
More than three quarters (77%) agree that a clean car suggests the owner has looked after it mechanically.
And crucially, 75% say they would pay more for a well-presented car compared to a scruffy one, showing that good presentation isn’t just about avoiding negotiation, it can actively lift perceived value.
Older Drivers Negotiate Harder
While expectations of a discount are widespread across all age groups, older buyers tend to push hardest when a car is presented poorly.
Drivers aged 55 and over show the strongest appetite for a significant reduction, with 42% expecting an 11–20% discount, and the highest mean expected discount of 10%.
Erin Baker, a car selling expert at Autotrader, said:
We often talk about staging when it comes to selling houses, but the same psychology applies to used cars. Buyers make a judgement in seconds, and if a car looks unloved, they immediately start negotiating, even if it’s mechanically sound. That means sellers can lose hundreds of pounds simply because of dents, scratches, tired interiors or a car that hasn’t been properly cleaned.
“The good news is that many of the biggest ‘value signals’ are fixable without huge spend, a deep clean, removing clutter, addressing minor cosmetic damage and improving the first impression can make a genuine difference to what buyers are willing to pay.”
Methodology
The research was conducted by Censuswide, among a sample of 2,002 17+ UK drivers. The data was collected between 26.08.2025 - 01.09.2025.
Censuswide abides by and employs members of the Market Research Society and follows the MRS code of conduct and ESOMAR principles.
Censuswide is also a member of the British Polling Council.
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