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Handling the aggressive and hard-nosed buyer
Remember one thing. You’ve got the car! If he’s making you any sort of offer – he wants it. Don’t bother defending your car against anything he says. Let him finish his criticism. Find out what his needs and wants are at some appropriate point. This is the main thing you should find out. I’ll cover how to negotiate with someone like this in the negotiating chapter.
Tell a story
Try to tell a story about how you used the car and where you went. It doesn’t matter what you say. It’s good to provide some sort of picture for the buyer of you and the car. He will be listening, not just to the story but also to your emotions as you tell the story. It may be a 2-line story – such as
“I drove it up the coast 2 weeks ago to my sister’s wedding and it didn’t use a drop of oil. It’s a real hassle putting oil in cars – so I was happy with that”
I put a little bit of personal information in – my sister’s wedding – it shows I have family and connections. It just adds more humanity to me – so he can identify with me better.
Don’t just randomly come out with stories. Try to introduce them at appropriate times so it just seems to follow the flow of the conversation or is appropriate to what is going on in the environment.
Put your car into his mind as a solution to his particular needs
He may want a car to drive his family around comfortably. Tell him your car is reliable and it was great for the family. For example that you are purchasing a new model because you got a raise – not because this one is too old. You are not lying here – just presenting things in the best light.
Don’t remind the buyer that it is a used car.
Let him feel good about his purchase
Avoid negative comments.
Follow the flow of the conversation.
This is the key to not being a salesperson – don’t just introduce random comments. If you want to say something to him about a particular aspect try to ask him a question.
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