Selling a car can be a stressful situation for both buyers and sellers, and the uncomfortable sales process can keep some customers at bay. When a salesperson knows what to ask during that process though, he can ease the buyer's mind while gleaning important information that will help close the deal.
Selling a car is, above all, a financial transaction. To close the deal, the buyer must either hand over cash or agree to certain payment terms, and a salesperson can use information on the customer's pricing expectations to negotiate a deal. As an Edmunds writer discovered while working undercover as a car salesman, many customers negotiate based solely on monthly payment amounts. For these customers, salespeople can extend the payment terms, adjust the interest rate and use other financing tricks to sell the car for a higher price while still keeping monthly payments lower. Other customers have a basic expectation of the final sales price and may attempt to negotiate that amount. An effective salesperson can use extra features or available discounts as bargaining tools to move the final sales price up or down on new cars, and an individual can pitch specifics like mileage, accident history, recent repairs and aftermarket features to control the final sales price on used vehicles. Be sure to thoroughly negotiate the final sales price; the automotive website DMV.org points out that both buyers and sellers expect to negotiate during the sales process.
Buyers typically spend thousands of dollars on a vehicle and commit to it for a number of years, so the car should meet the customer's needs. When selling a car, ask the buyer what she wants from the vehicle and expects it to do. A salesperson can then use this information to more effectively close the sale. If a customer wants performance, for example, point out the car's engine, displacement, exhaust and zero to 60 times. If a customer wants safety, in contrast, discuss the vehicle's antilock brakes, airbags and any collision avoidance features. These discussions do require an intimate familiarity with the vehicle's equipment and performance, so be sure to know all about the car before going on a test drive.
Many buyers shop for a new car after experiencing problems with their old vehicle, and some salespeople can use information about the old car to close a sale. If the buyer notes that the old car used a lot of gas, for example, a salesperson can pitch the new vehicle's fuel economy and money-saving technology; by comparison, if the buyer has recently paid for repairs on the old vehicle, a salesperson use the new car's warranty and technological improvements to build confidence. Learning all about the old car can serve as an advantage, too, if the buyer wants to trade it in to help pay for the new one.
