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How to field responses to your
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| When someone calls to inquire about your vehicle, as
soon as you pick up the phone you should have two things in mind. |
- You want to weed out those callers who you don't feel are really
serious about buying your vehicle.
- If there is someone who really does sound interested, you want
to do everything you can to get them to come out and see your
vehicle.
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| Listed below is a list of tasks you must complete when
you speak to a prospective buyer. |
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Get the caller's name and address:
- After saying "Hello," the first thing you want to
do is get the prospective buyer's name and phone number. If someone
is a serious buyer, they will give you this information. Having
their name and number will allow you to call them back if they
miss an apointment or to follow up on a good visit. Don't go further
if they won't give you this information.
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Control the conversation:
- When selling your car, you must become a salesperson; don't
allow the customer to interrogate you. You want to be the one
asking the questions and providing the information. Of course,
you shouldn't be untruthful; however, it is entirely appropriate
to hype your car's good points while downplaying it's bad ones.
Continually emphasise that your car is a great one. Save any of
the car's problems for when you meet face-to-face.
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Have a good reason for selling:
- Never indicate that you are selling the car because you think
that your car is of the age when mechanical problems arise. If
need be, create a viable reason for selling the car.
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Discover the buyer's need:
- As you speak to the potential buyer, concentrate on finding
out what his or her needs are. Never forget that you have transformed
into a salesperson; as such, you should always try to sell the
car based on what the buyer is looking for. If she is looking
for an "'old reliable," bill your car as such. If they
are looking for a "fun to drive car," emphasize what
an awesome car you are selling.
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Talk up the car:
- Tell the caller that the ad you placed has recieved a lot of
attention. Implying that the car is a hot item will encourage
the seller to come out as quickly as possible, and will also give
you more strength in your negotiating position.
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Don't discuss pricing:
- If at all possible, don't discuss the car's price over the phone.
Stress that it's a great car and that you are sure you could arrive
at a price reasonable to both of you. Of course, if you are pressed,
say what the price is - but emphasize that you are willing to
negotiate.
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Scheduling:
- Schedule potential buyers close together. Having a lot of people
show up at the same time will give the impression that the car
is in demand.
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