Aircraft owners must address a range of factors to maximize the sale price of their asset. From maintenance readiness to the negotiation process itself, industry experts share their sellers’ tips with Gerrard Cowan.
At the most basic level, aircraft readiness plays a key role in terms of aircraft sellers maximizing the value of a transaction to them.
According to Todd Jackson, Senior Vice President of Sales at Elliott Jets, aircraft that are current, well-presented and in turnkey condition tend to move through the process more efficiently and with less pricing pressure. “From the seller’s perspective, many of the costs are tied to how the aircraft is perceived before and during the transaction,” he notes.
Deferred maintenance and overall presentation have a direct impact on value, he warns. “Worn interiors, outdated avionics, or inconsistent records can influence buyer perception early, and create hesitation before the aircraft even reaches inspection.”
It is not uncommon for sellers to receive offers significantly below their asking price for failing to optimize presentation of their aircraft's interior and paint.
“Cosmetic deficiencies such as worn interiors, outdated paint, or malfunctioning cabin systems” all have an adverse impact for the aircraft seller, adds Aurelie Millet, Vice President of Sales at Opus Aero.
She highlights the potential impact of outstanding liens, or expired subscriptions or databases for avionics and connectivity systems as being a problem area. “Even relatively minor issues can reduce buyer confidence and lead to significant price reductions.”
The financial impact of failing to address these areas can be substantial, she says. A cosmetic refurbishment costing tens of thousands of dollars could preserve a much larger amount of value by improving first impressions and reducing buyer objections.
And Millet notes the danger of failing to position the aircraft in a marketable condition due to such factors as overdue inspections or unresolved discrepancies.
A stale listing can be particularly expensive, she says. “When an aircraft remains unsold for months, buyers may perceive it as problematic and become more aggressive in negotiations.”
This article was originally published by AvBuyer on August 3, 2026.