Some are uninformed, but willing to be educated.
Some are uninformed, and determined to stay that way.
Some are full of wishful thinking, but can be persuaded to see reality.
And still others are fully informed, don't care, and subscribe to the "just one sucker" rule; they're waiting for that one sucker to come along and make them rich.
I see many dealers in that last category. They're the ones who sell the story, instead of the gun.
I don't haggle when I'm buying. I'll usually make a reasonable counter, but if it's rejected, and the asking price is too high for me, then I move on.
I don't know anything about selling guns.
Well, okay, there was that one time that I traded a beater Turkish M1938 mauser and twenty bucks (about $60 total) for a pristine Polish Wz.48 .22 trainer (worth about $125at the time). But other than that, if I buy it, I'm probably going to keep it.
Kevin