Here it is:
Me: Hi, Graeme speaking.
Inquirer (Bob): Hi, Iím calling about the Ford. Do you still have it?
Me: Hi Bob. Yes, I do. Iíve only just advertised it. Iíve been getting a lot of calls. Itís a 98 Ford Falcon Auto. Itís done 40000 miles. The body is perfect. Itís got no rust and 12 months registration. Does that sound like what you are looking for?
Bob: It could be.
Me: Ok. Is there a particular reason you are looking for a Ford Falcon?
Bob: Well, yes. Itís big enough for my family. Plus Iíve heard parts are cheap.
Me: Ok. Yes, Iíve heard that parts are cheap, though I havenít needed any, luckily enough. And there is plenty of room for my kids.
Bob: Sounds all right. When can I take a look at it?
Me: Gee, well Ė it will have to be 5pm or 7pm because I need to go out for a bit. Which one suits you best?
Me: Ok, Bob see you then. Iím at (my address). Do you know how to get there?
Bob: Yes, I know it.
Me: Ok Bob, see you then.
You have acted politely, identified yourself and also found out why he wants your particular car. You have also made a time and by choosing the time to suit you, you demonstrate that you are NOT desperate to sell it but that it is just a routine thing you are doing while getting on with your life. I have not discussed price at all. I definitely did not bring it up myself. I closed the conversation in a friendly manner but with an expectation that I would see him at a certain time. That is a complete job and the purpose has been achieved.
It is important to sound completely natural Ė so if you have to make a choice between sounding natural and including one of these techniques, choose being natural every time.
The buyers mind set when he telephones
I will tell you what is going through the buyerís mind when he calls you. And this should give you an insight into how to act. You should never reveal that you know what is going on in his head because it ruins the whole game and the buyer doesnít like it. Just act like a real person but keep in mind what is going on at this stage.
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