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Let
the selling Begin!
If they ask the price,
just answer $9,700. And say no more. You may be greeted by
a long silence. The clever caller will know that "he/she
who talks first loses." If you're greeted with silence,
you might be tempted to say, "Of course, I'm prepared
to negotiate" or "That's what I'd like to get"
or "That's what I'm told it's worth. " If you say
anything like that, you've lost round one.
If
you have a knowledgeable car buyer on the phone who says nothing
after you state your price, it could be that he or she is
trying to induce you, via the silence, into talking first
and revealing some clue as to how anxious you are to sell
the car. To break the silence without compromising your price
position, simply ask, "Do you have any more questions?"
or "Would you like to make an appointment to see the
car?"
Again,
keep in mind your objective: To get qualified buyers to come
look at your car. Don't try to sell the car on the phone.
It won't work. As we say in the car business, "The only
way to sell a car is to put them behind the wheel."
What
Should You Ask?
While
you want to motivate people to come see your car, you don't
want everyone to come. The phone call is an opportunity for
you to sort the tire kickers from the buyers. Here are some
tips:
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