7 Deadly Haggling Mistakes at Coin Shows (And Exactly How to Avoid Them)
November 26, 2025How I Mastered Show Negotiations: 6 Months of Battling Hagglers and Winning
November 26, 2025Ready to level up your coin show game? Let’s talk real dealer tactics.
Fifteen years of hustling at coin shows taught me something surprising: negotiation isn’t about price tags. It’s a subtle dance where every word matters. While weekend collectors sweat over dollars, pros use invisible levers to control deals. Want to know what the veterans won’t tell you over coffee?
Power Plays That Win Deals
Never Give Your Number First
When someone asks “What’s your best price?”, most sellers panic and spill their target. Don’t. Try this instead: “For serious collectors like you, this piece usually trades between $X and $Y. Where would you feel comfortable starting?” You’ve set boundaries while making them show their hand.
The Magic of Echoing
Facing a lowball offer? Just repeat their number like you’re surprised: “$8500?” Then stay quiet. I’ve watched seasoned dealers use this simple trick to recover hundreds – sometimes thousands – as buyers rush to fill the silence with better offers.
When Numbers Become Weapons
Your Secret Walk-Away Formula
function calculateWalkAway(minProfit, marketVolatility, showDaysRemaining) {
return minProfit * (1 + (0.15 * marketVolatility)) / (showDaysRemaining * 0.33);
}
Here’s how I decide my absolute bottom line: this formula balances your minimum profit, how crazy the market’s been lately (check PCGS/NGC certs), and how desperate you are as the show winds down. Your “best price” Friday afternoon? It’s softer than Sunday morning’s.
Outsmarting the Screen Warriors
Don’t panic when someone whips out their iPad showing auction prices. Arm yourself with:
- Survival rates from PCGS CoinFacts
- Heritage’s price-per-point breakdowns
- Recent private sales between big dealers
Counter their surface-level data with deeper market insights – and keep smiling while you do it.
Bulk Buying Psychology
The real money’s in multiple sales. Try this pitch:
“For this 1881-S Morgan in MS65, I could do $2,800. But take all five Morgans as a set, and I’ll make it $12,100 – basically giving you the 1881-S at $2,600 with the others at my cost.”
Why this works magic:
- Boosts your sale size 3-5x instantly
- Secures their commitment to several coins
- Makes them feel they’re getting insider access
Turning Annoyances Into Profit
For those pesky buyers who keep coming back to chip away at your price:
- First return: Hold firm
- Third visit: Add 3-5% (“New offers came in”)
- Fifth try: Jack it up 8-10% (“We’re considering auction now”)
Suddenly they’re chasing your coin instead of grinding you down.
Dealer-Only Maneuvers
Creating False Urgency
When another dealer asks your price, try: “For you, $X – but only if we deal in the next 10 minutes before I show it to [Major Collector Name].” Suddenly your common Morgan becomes a hot ticket.
Playing the Floor
Here’s how pros work the whole room:
- Get a soft offer from Dealer A
- Ask Dealer B: “Can you beat $X by 5% right now?”
- Circle back to Dealer A with competition
You’ve just created your own secret auction.
Online Offer Chess
For those eBay lowball messages, use this template:
“Thanks for your offer on the 1862-S Seated Dollar. While $8,500 won’t work, I can do:
1) $9,750 with first dibs on future finds
2) $9,250 bundled with anything else
3) $8,950 if paid by wire today (saves us both fees)”
This does triple duty – saves your pricing, spots serious buyers, and plants seeds for future sales.
When Standing Firm Pays
Smart dealers know when not to budge:
- Hot Market Items: “This price reflects today’s market – check back in a few months”
- Fresh Provenance Pieces: “Just came from the [Famous Collection] – priced for exhibition value”
- Institutional Interest: “We’ve got museum interest at this price – can you match it?”
Let market forces do the heavy lifting for you.
The Real Negotiation Secret
Top dealers don’t argue – they guide conversations using:
- Psychological framing that steers decisions
- Data deeper than auction listings
- Package deals that create mutual wins
- Rules that turn pests into paydays
Remember: every ethical deal builds your reputation. That’s worth more than any single markup. Now get out there – the coin show floor is your proving ground.
Related Resources
You might also find these related articles helpful:
- 7 Deadly Haggling Mistakes at Coin Shows (And Exactly How to Avoid Them) – I’ve Seen These Haggling Mistakes Destroy Dealer Relationships After 15 years working coin shows as both collector…
- Shut Down Hagglers in 60 Seconds Flat: My 3-Step Negotiation Kill Switch – Tired of Endless Haggling? Shut It Down Fast Hagglers draining your time? I get it. After 15 years at coin shows watchin…
- Haggling at Coin Shows: I Tested 7 Negotiation Strategies to Reveal What Actually Works – I Tried 7 Coin Show Haggling Strategies – Here’s What Actually Worked After nearly 50 hours at coin shows te…