Selling vehicle
Negotiating tips on how to sell your own car If you aren't a car salesman by vocation, the whole process of how to sellyour own car can be intimidating, but if you follow a few simple guidelines,almost anyone can do it and do just fine. Selling your own car is a wise moveas you can often save several thousand dollars over just trading it in instead,as most people do. But you have to be prepared to show what your vehicle isworth and know how to get the price you want. Here are some negotiating tips onhow to sell your own car quickly and easily: * Before you even put your first ad out there, get to know exactly what yourcurrent vehicle is worth.
This is very important as many buyers are going totry to convince you that your car is worth less than it really is, and that'sbecause they want the best deal possible. But if you have done your homeworkyou will know what a fair price is and you won't have to waste time oninsufficient offers. So go to kbb.com and nadaguides.com and find out what theysay your car's "Market Value" is, not the trade-in vale. Market valueis what you can expect to sell the car for on the open market as a straightsale. It's also a good idea to print out these pages that list the car's marketvalue so you can show them as proof to prospective buyers. This validates yourasking price. * Another great way to build value in your vehicle is to run a Carfax reporton it to show the vehicle history and offer outside proof that the odometer hasnot been tampered with and that it is has not been in a major wreck in the pastwhere it was junked. It's a good idea to also have a copy of this report toprovide to each person who tests drives the car.
This will help the buyer feelmore confident in buying your car and all of this available research shows thatyou know your car very well. * If someone just wants to steal your car at a value that is ridiculouslylow, let them walk. Tell them that you have plenty of other people coming tolook at the vehicle and they ask them where they got the idea that your car wasnot worth what you are asking Obviously you will have proof that your car isworth what you say it is, so it puts you in the position of authority in thesituation . You don't have to lose money just because someone tells you thatyour car isn't worth what your research tells you it is. * If you have kept maintenance records for the car, it's a good thing tomake them available to show that you have been caring for it while you ownedit. If you don't have the records themselves, go back and get the receipts fromthe work you have done instead.
All of this shows that you have not just beenignoring the vehicle's maintenance and that can certainly build more confidenceand more value in the vehicle in the minds of many buyers. If you want to sell your own car, it's not as difficult as you may think.Especially, if you have done some advance work beforehand, you can bargain froma position of strength and quickly and easily sell your car for a nice profit. Appointments - How to take the phone calls Now that you have advertised you should soon start to get some calls as soonas your ad hits the media. Its not just a matter of making a time to see the car. This is a turning point and where you start to locate your buyer. A lot of the time I can tell that the person is going to buy my car evenbefore he comes to see it.
Pre-selling
You can look at this step as pre-selling. If you do a good job here you willhave buyers who are warmed to your car before they arrive. Which leads me to the purpose of the appointment stage.
Purpose: The purpose of the appointment step is to pre-sell the customeron the car and yourself
Secondary Purpose: To make a time for him to see the car.
What do I mean by pre-sell I mean giving the buyer his chance to pick youout of the bunch as someone he wants to deal with. You only need to be slightly more friendly, on the ball and helpful to winhim over. You can bet that the average person selling a car is completelyunprepared. I know because I have bought cars from them. If they are not rude they arecertainly off-putting. You have to drag the information out of them even ifthey have a perfectly good vehicle for sale. The little bit of thought you put into your presentation is time well spent.
Here is an example of one of my calls
My purpose is only to get the person to come and see my car. I want him to be qualified which means that my car is something he maywant not necessarily that he has enough money. If someone wants something they usually find the money. I dont want to say anything on the phone that will reduce or minimize myfinal selling price. I want to know his needs and wants and communicate to him that my car willsatisfy them. If you can manage to do this you have virtually secured an offer(when he comes to see it.)
Here it isRing Ring! Me:
Hi, Graeme speaking. Inquirer (Bob): Hi, Im calling about the Ford. Do you still have it Me: Hi Bob. Yes, I do. Ive only just advertised it. Ive been getting a lotof calls. Its a 98 Ford Falcon Auto. Its done 40000 miles. The body isperfect. Its got no rust and 12 months registration. Does that sound like whatyou are looking for Bob: It could be. Me: Ok. Is there a particular reason you are looking for a Ford Falcon Bob: Well, yes. Its big enough for my family. Plus Ive heard parts arecheap. Me: Ok. Yes, Ive heard that parts are cheap, though I havent needed any,luckily enough. And there is plenty of room for my kids. Bob: Sounds all right. When can I take a look at it Me: Gee, well it will have to be 5pm or 7pm because I need to go out for abit. Which one suits you best Bob: 7pm Me: Ok, Bob see you then. Im at (my address). Do you know how to get there Bob: Yes, I know it. Me: Ok Bob, see you then. You have acted politely, identified yourself and also found out why he wantsyour particular car. You have also made a time and by choosing the time to suityou, you demonstrate that you are NOT desperate to sell it but that it is justa routine thing you are doing while getting on with your life. I have notdiscussed price at all. I definitely did not bring it up myself. I closed theconversation in a friendly manner but with an expectation that I would see himat a certain time. That is a complete job and the purpose has been achieved. It is important to sound completely natural so if you have to make a choicebetween sounding natural and including one of these techniques, choose beingnatural every time.
The buyers mind set when he telephones
I will tell you what is going through the buyers mind when he calls you.And this should give you an insight into how to act. You should never revealthat you know what is going on in his head because it ruins the whole game andthe buyer doesnt like it. Just act like a real person but keep in mind what isgoing on at this stage. The buyer has found your car and has some slight hope that this might be thecar that he is looking for. The hope is only very slight. What you are going todo is increase that hope until he asks to come and see your car. Let him ask; and he will if you do this properly. He is going to telephone you and ask you some questions. He is mainly notlistening to the answers to these questions. He is listening to you and your tone of voice. He is feeling your voice andgetting an impression of the car through the way you communicate to him. He islooking for chinks or glitches that show whether you are: - Honest / Dishonest - Open / Cagey - Responsible / Irresponsible - Look after your possessions / Treat them badly - Are desperate to sell / merely doing a transaction because you havesomething better. He will also be listening to the information you give him but this is ofsecondary importance. If he likes the way you conduct yourself AND he likesyour answers then you have almost certainly found a buyer.
Buyers have a sixth sense
Buyers have a sixth sense a BS meter a funny feeling what ever youwant to call it. I have no trouble at all selling cars. I dont really evenconsider that I sell them. I just people to buy it by doing everything right.Their sixth sense can work for you if you are giving them good value. Theywont get into a lot of detail and will just buy your car. This is beautifulwhen it happens. If you are trying to rip them off it can definitely workagainst you. Create a positive impression from the first phone call Now if you do this well you will create such an impression in the mind ofthe buyer that he will come and buy your car even though there is a newer oneat a lower price. He wont trust that lower priced car he will trust your carand he may be right you will never know.
Be interested in the buyer not his money -
When you get a telephonecall be interested and open. It is not the time to start acting cagily or eventhink about negotiating. Your purpose is just to get the person to come and seethe car. Say your name this makes you more real.
Volunteer information
Dont wait for the person to drag the information out of you. Volunteer allthe basic information about the vehicle. If you cant remember it, have it on apiece of paper. Dont talk about price. This shows him that you are open andnot cagey. If he has to pump you for the basic info on your car it looks likeyou are hiding something. If he has any more questions I answer them. The buyer usually appreciatesit. The information may already be in your advertisement buy by going over itagain you are confirming in his mind that it is real. He may have been lookingat other cars and it will also remind him of your car. He will appreciate your helpfulness. Dont sound desperate for him to see your car ham it up the other way. He will usually ask to make a time to see it. Do not act too keenly for himto come. I often tell the buyer something like after 7:30 pm, which is my dinnertime. Or it will have to be after 5pm because someone is coming to look atit at 4pm. This makes it seem more desirable and will increase the personsperception of the value. People rightly or wrongly follow the pack to somedegree.
Never Discuss Price
Avoid discussing price over the phone. Buyers will sometimes ask you what yourlowest price is. Never answer this question. Dont be afraid to waste the buyerrather than state a price before he has seen the car. Instead turn it aroundand start asking him about himself and his needs. Is he looking for this typeof car How has he been going in his search You will find that he startscommunicating to you information so you can understand what problems he istrying to solve by purchasing your car. By asking him open questions hisinterest may come up and he will want to see your car. What if his main focus is money and he never talks about anything else Once you understand his problem then let him know that your car has thisfeature that is the answer to his problem dont over sell it just let himknow. He will usually want to come and see your car. If his problem is moneythen he is not someone you want to see your car he will only be focused onmoney.
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