In my brief time as a Car Sales Consultant, I have learned one of the reasons customers don’t commit to a sale is the fear of not getting the best deal. True? So, how do you know if the price you’re contemplating is not only a good one for you, but a fair market price?
The true story below will show one of my proudest accomplishments to date in successfully closing the sale.
The customer and I found the perfect car. No question about it, he loved this car. The test drive went well. Of course we laughed and had a great rapport. The figures were presented. A little tweaking of the numbers and yes, it worked for him. Great!
“Are you ready to own this car today?” I asked….”No, I have to think about it,” he replied.
Hmmm….He loved the car and we came to an agreement on the price, so, what was left to think about? I had no idea, so, I asked him and, his reply was, “Well, I just want to look around some more.”
Really?? He said it was the perfect car. When I asked if he just wanted to make sure he was getting a good deal, he nodded in agreement. “I imagine you’ll go to or call other dealers.” Again, he nodded and said; “yes I was planning to go to a few places.”
I nodded back at him, “Let’s do it, and we can find out right now if the price we gave you is comparatively good. We’ll go to the experts, and find out what the fair market price is. Okay with you?” He nodded somewhat skeptically. I got on the computer and went to Kelly Blue Book, (KBB.com), and entered the exact information for the car he was considering. What do you know!! The exact car was listed with a fair market price higher yes, higher than the quote he received at Volvo of Wellesley.
I looked at him, we both smiled and I asked, “Write it up?” With a satisfied smile he said, “Absolutely!”
The bottom line here is, when in doubt go to the experts and get reassurance on the spot.