|
Selling Your Car Tips on Taking the
Phone Calls
Be interested in the buyer not his money
- When you get a telephone call be interested and open. It is not the
time to start acting cagily or even think about negotiating. Your
purpose is just to get the person to come and see the car.
Say your name – this makes you more real.
Volunteer information
Don’t wait for the person to drag the information out of you.
Volunteer all the basic information about the vehicle. If you can’t
remember it, have it on a piece of paper. Don’t talk about price. This
shows him that you are open and not cagey. If he has to pump you for
the basic info on your car it looks like you are hiding something.
If he has any more questions I answer them. The buyer usually
appreciates it. The information may already be in your advertisement
buy by going over it again you are confirming in his mind that it is
real. He may have been looking at other cars and it will also remind
him of your car.
He will appreciate your helpfulness.
Don’t 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 him to 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 at it at 4pm. This makes it seem more
desirable and will increase the persons perception of the value.
People rightly or wrongly follow the pack to some degree.
Never Discuss Price
Avoid discussing price over the phone. Buyers will sometimes ask you
what is your lowest price. Never answer this question. Don’t be afraid
to waste the buyer rather than state a price before he has seen the
car. Instead turn it around and start asking him about himself and his
needs. Is he looking for this type of car?
How has he been going in his search? You will find that he starts
communicating to you information so you can understand what problems
he is trying to solve by purchasing your car. By asking him open
questions his interest 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
this feature that is the answer to his problem – don’t over sell it –
just let him know. He will usually want to come and see your car. If
his problem is money then he is not someone you want to see your car –
he will only be focused on money...
|