How To Overcome Resistance From Private Car Sellers?
April 29, 2021
Purchasing used cars from private sellers is a common practice. However, you should be ready to encounter phrases such as 'I'll need to think about it,' 'Allow me to consult with my friend on that price,' and more. Learning how to overcome the resistance from your prospects will help you close more deals when buying private party vehicles. Besides, car sales objections are part of the job, so you will need the following tips to overcome them.
1. Acknowledge Objection When Buying Vehicles Private Party
If you encounter objections from a prospect, treat it as a step in the purchasing process since these scenarios happen all the time. Acceptance helps you to get comfortable and have good body language towards the seller. Additionally, it prevents your emotions from getting over you, which helps you respond positively with lots of composure.
2. Have a Clear Understanding of the Seller
Note that people don't always mean what they say, and you can easily misinterpret them. Try to paraphrase your prospect's concerns to show that you understand their objection. In case the seller had other underlying complaints, they may avoid bringing them up. At this point, you have a chance to respond effectively and get a good deal with less resistance.
3. Respond to Objections
When dealing with objections from a private car seller, make sure you respond to their concerns. Besides, some of their concerns might be something that you can quickly resolve and close the deal. In case it's not possible to agree, you can decide when you can get back for more negotiations.
4. Avoid Giving Price Ranges When Buying Vehicles Private Party
Some used car buyers prefer to give a price range to private car sellers rather than a specific amount. However, you should agree on a particular price. Even after validating the condition of the vehicle, stick to the agreed amount. In case some parts do not meet your expectations or don't match what you discussed, let it not be a license for you to pay less than what you offered initially. Remember, the seller can also choose to walk away. Yet, the customer took the time out of their busy schedule to meet you at the bank, fill out the paperwork, and get the deal done. It also increases the chances of making more future transactions with the same client because you demonstrated professionalism and didn't waste their time.
5. Do a Follow-Up
When you contact a prospective private car seller, they will probably think you want to offer a low ball. It's also hard for them to validate your contacts, so they will naturally be defensive. It's your responsibility to put the seller in a comfortable situation to get past their emotions. With a strong follow-up procedure in place, you can continue persuading the seller. Let them know you are a dealership to increase their trust and also give you a boost towards a successful acquisition. Also, make sure you are disciplined and consistent in your follow-up.
It’s Not Over Until It’s Over!
Buying used cars from private sellers is an entirely different ballgame. If you are facing resistance from a seller, use the tips outlined above to overcome it. And don’t forget about tools like VETTX that can help you find motivated sellers in your local area. Download our free guide below to learn how easy to use our platform is.
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