- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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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