Hi hlw49,
Most customers have become accustomed to only buying "new" mowing equipment through an inflated retail price structure with their credit card.
Too many box stores are selling mowers that they cannot service and can only steer the warranty claims to a local "authorized shop". The customer has to pay for pick-up and delivery regardless of basic or extended warranty coverage.
Trying to sell used equipment in recent years has become a real challenge for legitimate technicians/ shops due to way too many shady road front DIY sellers who are trying to flip junk.
Then comes the conversation about used equipment "warranty".... I simply tell them "As is" but I have them operate as long as they like on my property before purchase. I will not let anyone purchase without a lengthy "proof" test run and operations. If they are concerned about having any problems, I want to clear up their worries.
I also make it clear that I will be glad to take care of their service needs in the future because I already know the machine they are buying.
If they don't feel confident in their purchase, I will not beg them or lower my price. I have learned over the years not to give in and haggle prices with people to make them feel like they got a steal.
I am also not afraid to tell them to go to a local ranch auction if they want a (cheap) bargain with lots of repair headaches.
As for pricing use equipment sales... It depends on the age of the machine and good judgement.
On average, I will run a used reconditioned machine myself consistently for over a month to work out any kinks before I will consider putting them up for sale.
If one presents too much trouble, I will gradually part it out until it comes a time to haul the carcass to salvage. Some machines are just not worth saving.