The topic we’re going to talk about today
is criteria for selling a used car. Now first off, you obviously have to have a used car.
And you have to have a prospective customer for that car. Remember, you’re not just selling
a car, you’re selling yourself. So first impression is very important. You need to build rapport,
and you need to know what your customer wants and needs. You need to do a tailored walk
around on this vehicle. And what that is this: you do a walk around; you know what your customer
wants and, like I said, his needs. So if he’s a performance-based customer, you’re going
to want to go over engine size, and even RPM, torque, maybe fuel economy, safety- if your
customer is worried about safety. Maybe they’re kids. Obviously you’re going to want work
on airbags, maybe side impact beams. A lot of different things you can work on. But the
criteria, most importantly, is you need to know your inventory. You need to know what
you work with. You need to know exactly what’s going on with that car. You’re going to want
to know the make, model, and even Kelley blue book on it. There’s a lot of different things
that you’re going to need to do, but building value is very important. It’s the most important.
So you need to build value in that car to justify a price.