Meeting prospective buyers

Shortly after you start advertising your car, people will be setting up appointments with you to see and inspect it. If you’ve done your homework prepping the car, and putting together ad text that will also serve as your script, showing someone the car should be pretty easy. Apart from the usual politeness and letting your better side come through, you’ll want to keep two things in mind.

Potential buyers are not only evaluating the car, but you as well. Making them feel comfortable that you’ve owned the car they are about to buy is critical. Be open and honest in telling them about the car’s history with you. Be straightforward, convey trustworthiness.

“..justify your price…offer the small discount..”

Next, selling price will be the other main issue to keep in mind. Obviously buyers will want to know your “best” price. Always be ready to justify your price, emphasizing that it is competitive. Once you’ve judged how serious they are, offer the small discount that you factored into your selling price. Remember, the discount is part of making them feel comfortable.

Serious buyers will usually have met with other sellers to look at similar cars. Find out what they’re looking for and how the options and equipment on your car compare. This should give you a sense of whether to stand firm or negotiate your asking price.

Finally, you’ll also want to be gauging their trustworthiness and whether or not they are a “complicated” buyer.  Money will be changing hands,  test-drives are to be expected, independent inspections by a mechanic are reasonable.  Unfortunately, these are all openings for a complicated person, or a scam-artist, to take advantage of.  By the time you reach this stage of the sale, you should have a feeling for whether or not you want to work with this person.