Why comparable listings are only a starting point
Online asking prices show what sellers hope to achieve, not always what a car sells for. They are still useful when read carefully: compare like-for-like year, specification, mileage, condition and whether the listing looks fresh or has been sitting for a long time.
History can change the discussion materially. A documented service record, sensible ownership story and clear condition presentation can support confidence. Accident history, warning lights, modifications or missing paperwork can affect the buyer pool and negotiation.