Trouble landing the sale?

Well, lots of us have that problem. I’ve been buying, and selling cars personally, and professionally since I was twelve. In that time, I’ve learned a lot about the sales process, and I wanted to share my wealth of knowledge with the readers of PipeTale! This guide is designed to help you half the number of no-shows, and triple your chances of closing at the price you wanted!

Tip 1) Book on the 1/4 Hour.

A really stupid tip, am I right? Well, no. In fact, this little tidbit of information has landed me more appointments then I care to count. When I started training with Applied Concepts, a phone sales training company, they told me I was 6x more likely to have the appointment show if I booked on the quarter-hour, instead of the half. (2:15 instead of 2:30, for example)

Crazy enough, it worked. It also worked for the private sales I was lining up, too! I would tell people to meet up with me after work at 5:45, and in fact, they would be early. You come off as more professional, and in control of your time when you schedule this way, I’ve found. People want to buy off of someone who is put together, and trustworthy, after all!

Tip 2) When Negotiating, Use EXACT Numbers

In the book Never Split The Difference by Chris Voss, he explains that using exact numbers makes the buyer feel like they are squeezing every single penny out of you. It might sound silly, but if you’re listing a vehicle for $2500, and someone shoots you an offer of $1500, would you take it? No. Would you bite the bullet and meet in the middle, taking a $500 hit? No. That means groceries for the month for a lot of people! So you re-establish the value (i.e, it just had fluids flushed, no accidents, etc), and then hit them with something like “The best I can do is $2375, as I just had X, X, and X done to the vehicle in preparation for sale” Trust me, this tactic works. If it doesn’t, seek a new buyer.

Tip 3) Ask Them: “What Are You Using This For?”

This is a sales trick that professionals use to help people envision themselves owning the car. As you are (More than likely) not a professional, your customer will let you know why they are looking at your car specifically, and in the meantime, they will picture themselves using it for exactly that. This one line alone packs an incredible amount of value, as it also builds value, and lowers the chance of you getting lowballed.

I hope this brings an incredible amount of value to you! Did this guide help you sell your car? Comment below!

Trouble landing the sale?

Well, lots of us have that problem. I’ve been buying, and selling cars personally, and professionally since I was twelve. In that time, I’ve learned a lot about the sales process, and I wanted to share my wealth of knowledge with the readers of PipeTale! This guide is designed to help you half the number of no-shows, and triple your chances of closing at the price you wanted!

Tip 1) Book on the 1/4 Hour.

A really stupid tip, am I right? Well, no. In fact, this little tidbit of information has landed me more appointments then I care to count. When I started training with Applied Concepts, a phone sales training company, they told me I was 6x more likely to have the appointment show if I booked on the quarter-hour, instead of the half. (2:15 instead of 2:30, for example)

Crazy enough, it worked. It also worked for the private sales I was lining up, too! I would tell people to meet up with me after work at 5:45, and in fact, they would be early. You come off as more professional, and in control of your time when you schedule this way, I’ve found. People want to buy off of someone who is put together, and trustworthy, after all!

Tip 2) When Negotiating, Use EXACT Numbers

In the book Never Split The Difference by Chris Voss, he explains that using exact numbers makes the buyer feel like they are squeezing every single penny out of you. It might sound silly, but if you’re listing a vehicle for $2500, and someone shoots you an offer of $1500, would you take it? No. Would you bite the bullet and meet in the middle, taking a $500 hit? No. That means groceries for the month for a lot of people! So you re-establish the value (i.e, it just had fluids flushed, no accidents, etc), and then hit them with something like “The best I can do is $2375, as I just had X, X, and X done to the vehicle in preparation for sale” Trust me, this tactic works. If it doesn’t, seek a new buyer.

Tip 3) Ask Them: “What Are You Using This For?”

This is a sales trick that professionals use to help people envision themselves owning the car. As you are (More than likely) not a professional, your customer will let you know why they are looking at your car specifically, and in the meantime, they will picture themselves using it for exactly that. This one line alone packs an incredible amount of value, as it also builds value, and lowers the chance of you getting lowballed.

I hope this brings an incredible amount of value to you! Did this guide help you sell your car? Comment below!

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