Let the selling Begin!

Will This Strategy Always Work?
Nothing will always work. Professional automotive sales trainers tell salespeople to think of themselves as improvisational actors. These are actors who are given a scenario by someone in the audience, and the actors are then required to make up their lines as they go along. In this case the potential buyer is creating the scenario, and you. as seller, are going to have to adjust your responses to the buyer's scenario.

Closing the Deal

You and the buyer have agreed on the price. You're ready to close. Here are some tips to keep in mind:

As any car dealer will tell you, the best deals are those that close on the spot. If you agree to a price and the buyer says he or she will be back the next day with the money, there is always the chance that the buyer will decide to keep looking in hopes of finding yet a better deal or that for some other reason he or she will get cold feet.

To help minimize the risk of the deal falling through, you can ask the buyer for a small deposit. Fifty to one hundred dollars will usually assure that the buyer will come back. You might say something like this:

"Wednesday will be fine to close the deal. Now that we've agreed on the price, I'm assuming that the car is sold and I'll take the car off the market and not show it to anyone else. " At that point you might want to produce a form like the one shown on the next page.