Step 7: Get to Know Your Potential Buyer
The main purpose of the test drive is to present your car in the most positive light and to determine if you are dealing with an interested, qualified buyer. If you use this opportunity to get to know the buyer, the process will be relatively comfortable and can save a lot of time.
Make Conversation, Get Information
Try to find out as much as you can about the buyer. Ask him what he is driving now. Find out why she is looking for this type of car. If safety is a concern, point out the airbags, anti-lock brakes and other safety features on your car. Let the buyer do most of the talking. If the prospect really needs a minivan but wants to drive your sports car, ask why; after all, you don't want the buyer to be wasting your time. If the buyer needs to sell a vehicle before buying the next one, you definitely don't want to take a deposit to hold your car while he or she works out a personal financial situation. The other person's financial situation is not your concern.
Uncover the Buyer's Doubts
Let's assume the test drive went well. At this point, the potential buyer may want to make an offer. Although this might seem like the perfect moment to start talking numbers, you still need to establish a few things. Find out if the buyer has any remaining questions. Be as direct as the situation requires, to eliminate problems later, and make certain all possible negotiating points are covered before you start talking about money.
Professional sales people talk about the product first, then the money. If the buyer isn't first interested in the car, talking about the money is pointless.