4 steps to a smooth USED CAR SALE!

EXPERT TIPS ON HOW TO GO ABOUT SELLING YOUR CAR AND INTERACTING WITH POTENTIAL BUYERS

How to deal with used car buyers?

Let’s face it: selling a used car is one of life’s less exciting moments. From preparing the car for sale, to listing it online and then subsequently dealing with prospective buyers: the experience is – more often than not – not only timeconsuming, but can be downright frustrating too.

Dealing with potential buyers can be a real pain – they can be impatient, rude, demanding and sometimes they can even be sketchy. But at the end of the day, generally both sides want the same thing: a fair and amicable deal.

Here are some handy hints at how best to manage the expectations of prospective buyers when selling your used car …

1 DEALING WITH ENQUIRIES

After the first few enquiries you should notice a pattern of the questioning about the car. Do yourself a favour by saving a list of responses in your phone or on your computer that you can quickly cut and paste to address similar leads.

• Have patience when communicating with a potential buyer. They don’t know you’ve had the same conversation over and over. Don’t take out your frustrations on them as it might sour the experience.

• Always keep your identity safe by revealing only what is necessary.

• Make sure to disclose specific details about the condition and details about the car, especially if the potential buyers ask about them, even more so if they live far away. It’s better to be up-front rather than lead someone on, as they’ll get angry that you’ve wasted their time.

• Keep your options open, even if you’ve organised an in-person inspection with someone else. You never know if someone is going to buy a car unless they lay down a deposit. So make sure you keep in contact with other buyers – even if you’re sure that you’re going to get a sale.

2 THE IN-PERSON INSPECTION

• Do your best to position the car in an open space that has good lighting. Don’t try to hide dings and scratches under the cover of darkness.

• Have all service books, manuals and literature that comes with the car handy when showing someone the car.

• Be friendly and attentive. Put your best foot forward and give a positive impression that the vehicle has come from a good home – that could subconsciously

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improve the chances of a sale.

• Weigh up the pros and cons of showing the car on your own property against displaying it in a public space. On the one hand, you could have concerns about your identity and safety by having the inspection at your house. On the other hand, you could look like you’re trying to hide something or preventing recourse if you’re showing it away from home.

3 THE TEST DRIVE

You should always offer up a short drive to those who ask (unless the car isn’t in roadworthy condition of course). Always request they hand over their driver’s licence when handing over the keys to your car. It gives you a bit of insurance that you have the driver’s details should they run off with the car or damage it while on a drive.

• You should also insist on being in the car at the time of the test drive. Not only is it important for keeping potential buyers honest when driving someone else’s car, but you can also answer any questions they have while driving. • Make sure your insurance covers the potential buyer in the

case of an accident. It might be tempting to overlook such a quick drive but you could have no recourse if something goes wrong and they damage your car.

4 NEGOTIATING A DEAL

Be up-front about what kind of deal you’re looking for and make sure the buyer knows about all inclusions, such as extra parts or tools. Don’t feel pressured into doing a deal on the spot. You have control about the sale, so only accept if the conditions are right.

Make it known if the buyer has to get a roadworthy certificate for themselves, and finally, manage expectations about how the deal is going to be done. You can accept payment in any form you want.