Buyers sometimes expect to see a steep discount.
Many sellers expect a large profit.
Many people don't plan on a compromise, and expectations are too unrealistic.
That's probably a big part of it. And I will put some of it on the buyers. I think negotiation is a lost art in our "instant gratification" culture today. How many of you have seen someone practically shove other patrons out of the way to get to one particular gun, oogle it, drool all over it with eyes wide and hands trembling? You know the one I'm talking about? I know, because I've seen me do it
! They (I, sometimes) bought the gun even before they/I opened their/my mouth!!! What kind of deal do you think they are going to be able to get? Asking price I bet. Dealers aren't stupid, though I suspect by some prices I see that some may be smoking something.
Go in with a pocket full of twenties. Locate a gun you like, but treat it like a game of poker. Be polite, but try to control the slobbering and excitement (I know, it can be hard)
. Without offering a verbal price, count out the twenties one at a time and put them on the table (you may want to move away from the table to count out the right number before returning). Don't offer an obnoxious price either ($200 for a 2.5" S&W 66 priced at $550 probably won't go over well). Something where you get a good deal and they still make $$$. Keep in mind that the markup on used guns is often quite a bit higher than new ones. Lastly, be willing to scoop up the cash and walk away, no matter how much you want it (not easy, I know).
If you do that, deals
can be had. Particularly if you come upon a dealer who is more desperate to move some old inventory than others. The body language works both ways. They're easy to spot, if you know what to look for.
Big thing is this requires a ton of patience, something I frequently lack, especially if you are looking for a used gun (like an older pre-lock, pre-MIM pinned and recessed S&W revolver). I admit, often times I find the perfect specimen and decide to buy even if the deal isn't fantastic (maybe just fair).