Let the selling Begin!

When the Prospect arrives
Most people have no idea of how to inspect a used car-unless they're experienced car buffs, mechanics, or have read this book. You'll be able to tell from the outset if the person has experience by both the questions he or she asks and the way they go about the inspection. Their tactic may be to point out and suggest that there are so many things wrong with your car that it's not worth the price. If you've followed all the steps that we've suggested, you'll know exactly what is right and wrong with your car. If they're right, you can acknowledge it and even quote them a price-based on your mechanic's inspection sheet-of what it will take to repair it. If they're wrong, you can calmly suggest that your mechanic might disagree.

If you've got an expert-someone who really knows cars-the best thing is to just let them conduct their inspection and answer their questions directly, simply, and without much amplification. If there are problems with your car, they'll find them without your help.

One potential advantage of dealing with more experienced buyers is that they don't expect a used car to be perfect. They will look at it in terms of what needs to be done to put it into good condition and make reasonable allowances for normal wear and tear.

The Novice
If, as is more likely the case, the buyer is a novice, you may find yourself confronting any number of situations: