man with car

More than 11 million of us will sell or trade-in a car this year, and most of us will lose money on the deal. It’s not that we are actually cheated; we simply fall short in salesmanship. We lack the merchandising know-how to make the best of what we have got to sell. I mention below 6 steps that HOW TO MAKE MOST IN SELLING YOUR CAR.

One day last wife and I traded in our four-year-old sedan on a new station wagon. We went through the paper-singing
blindly as in a trance, and finally emerged from the dealer’s cubbyhole back into the real world. As we drove homeward, we confessed to sharply mixed feeling about what we had just done. We were happy to have a new car. But we felt that in our haste and ignorance we had sold our old car short.

Questions plagued us. Could we have got more for it from a private buyer? Had we traded at the right season? We did recently spent $70 on a valve job. The salesman was unimpressed. Instead, he poked his finger through a hole in the front floor mat and shook his head sadly,
like a television doctor at the bedside of a dying man. It was a hammy act. But really, which was more important to him-the car’s engine, or the $10-floor mat.
there was one way to find out; talk to men who knew the answers. Since then, we have collected a sizable file of facts and tips from dealers, salesmen, loan officers, and others. It boils down to six simple rules.


red car
ferrari car

You have to know its going value before you can size up an offer. Remember, your car has two prices; wholesale and retail. The wholesale price is what a dealer will give you if he buys your car outright, or what he will allow you in trade for another car. The retail price is what he will try to get for it when he puts it out on the used car lote#.

only the going wholesale price is a concern to you when you trade. It’s about all you can expect a dealer to pay, and all will he pay, no matter what the salesman tells you. He can not pay more and stay in business. But he may appear to, by paying a bit more and then making it up on the price of the new car.

The best way to find your car’s wholesale price is simply to drive it a used car lot find a man in charge, and see what he will give you on an outright sale. Visit three lots, including in at least one prepared by a dealer in your makes of car, and average the offers. The result will give you an accurate estimate of your car’s wholesale value. Another way is to ask a dealer to quote you the latest “book” prices on your cars make, model and year. Half dozens of concerns, including the authoritative National automobile dealer’s Association, publish price books.

Some classify cars in three categories according to appearance: fair, nice and beautiful or other similar descriptions the price difference between fair and beautiful can run as high as $400.remember, however, that book prices are only a guide, because actual prices vary with the condition of the car and also can change overnight.

2. Sell when business is good. Is there a “best time” to trade or sell?

Of course, there are .its when people are in a buying moved and used cars are moving swiftly off the lots. For most of the country, the best time is in early fall. “This is when an urge to buy hits a lot of owners,” a dealer explains.”They’ve had another summer’s use out of the old buggy, and cold weather is coming.instated of spending money on the old car, they turn it in for one that will get them through the winter without trouble.” The second best time is late April or early May. Summer vacations and long weekend trips lie ahead, and it’s hard to resist the temptation to trade for a brighter, later model.

Many of us sell or trade only when we buy a new car. But the timing of sale or trade of your old car is more important, financially, than the timing of the new car purchase. You usually can manage favorable new car purchases almost any months of the year. fierce competition amount dealers see to that.

But the price you get for you used car well very with the seasonal market. When business is good, dealers buy high. When it’s slow they buy low.
If you trade for a new car, it also may help to initiate your deal toward the end of the month, when the dealer is facing the critical days of his monthly sales goal.
“This situation has inspired good deals,” a veteran salesman told me.”The dealer will be pushing hard for every sale he can get.”

3. Try selling your car yourself.

There is a sizable spread between the wholesale price a dealer will allow you and the retail price he will get when he sells it. Typically the spread runs from about $200 for a five-year-old car wholesaling at $250, to $400 or more for a two-year-old car wholesaling at $1500.Out of the difference come the dealer’s overhead and profit. You can derive a fair idea of the prevailing retail price through the classified ads in your newspaper, or through a price book. If you bypass the dealer. your car to a private buyer yourself. the dealer’s profit is yours. This is done frequently. But check first to see whether you can get as favorable terms on a new car-cash deal as on a trade-in deal.

A month is a reasonable time to invest in your venture. It gives the car a fair chance to move. During the first two weeks, tell your friends that your car is for sale at the below retail price. Tack notices on any bulletin boards available to you. If these measures bring to results, try a classified ad in the newspapers. Three out of four used car buyers who chek the ads prefer to read that appearing on Sunday. Most buyers, however, shop on the weekend or Monday. To place an ad on Friday and Saturday papers to catch the Saturday shopper, and continue it another day for those who check on Sunday.

Before you dash on an ad, however a word of may receive telephone calls from persons or dealer who have no intention of paying a fair price. You may go out of your way to show the car to someone who, it turns out, is broke. Your prospect may want to take the car out for a test-drive alone. Do not let him do it. If anything happens, you could be responsible. If you are a woman, there are further complications. Going test-driving alone with the stranger is hardly the wise thing to do.

4. Do not overspend in order to sell.

As a rule, money spent on mechanical repairs just before trading or selling your car to a dealer is money wasted. If repairs are necessary before the car goes onto the lot, the dealer can have them made at a cost 30 to 40 percent less than you can.

5. Clean it up before selling your car.

Every authority I talked with agreed on this point: to get the most money for your car, you must have it looking its best. An investment of $25 can add $75 to $100 or more to the price you would otherwise have received. Says a new England dealer who buys and sells more than 100 used cars a month, “The first impression is what counts. If a car shines, I do not care how badly it runs”We can always fix it up in the fact, I know it is not perfect mechanically; no one gets rid of the perfect car.

But what I want is visible proof that the owner has taken good care of it.” Get it washed, vacuumed, polished. Clean out the ashtrays, the glove compartment. If a window(not the windshield) is cracked, and the cost will not carry you above a reconditioning budget of $35, replace it. If a floor mat is damaged, get a new one. Try to have any rips in the upholstery repaired.

Make sure that the trunk compartment is clean. Most car dealers are convinced that a messy trunk compartment is a dead giveaway that the motorist has abused or failed to take good care of his car. Some consider it the most important single factor in considering a used car’s condition. Sweep it out, vacuum it, remove signs of hard use. But do not waste money on tires. The dealer can replace them more cheaply than you can, and would rather do it himself.

6. Start preparing to sell the day you buy.

What dealers look for and hope to find in every car that drives in is evidence of pride-of-ownership.”We will reach any car that has it,” Dealers say.”We will pay top price.” So when you buy a vehicle, think ahead to when you will be selling your car or trading it in. For safe, economical operation, have it serviced according to the schedule recommended by your owner’s manual. Install vinyl or rubber floor mats to protect the carpets from dirt, snow, high heels. Keep the seats, headliner, and rear parcel-shelf clean and grime-free. Have the car thoroughly washed outside and vacuumed inside at least once a month. These six points of car salesmanship provide valuable insights into what a dealer looks for wants in a used car.

Make the most of them. When it comes time to sell your vehicle, you will stand a better chance of selling your car swiftly, at the right price.

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