The content of the article:
- Determine the cost of the car
- We compose an advertisement for the sale
- Preparing the car for sale
- What to look for when selling a car in the car market
- Documenting the transaction
Not everyone is able to sell a car in the car market quickly and at the maximum price. The ability to convince the buyer that a well-worn car is exactly what he needs, like art. Let's figure out how to sell a car in the car market without violating the laws and norms of morality.
Before proceeding, here are a few recommendations from personal experience. Do not enter into a sales contract with friends and loved ones. And perfectly preserved vehicles can suddenly break down, in which case there is a high probability that the sale will be regarded as a deception, and this will lead to a deterioration in relations. For any reason they will pester you with questions. They may even demand to replace something. And it is inconvenient to refuse. The buyer's adequacy in this situation evaporates somewhere.
It is not recommended to sell the car by installments. A notarized receipt and contract will not protect you from the consequences of an “unexpected” buyer's bankruptcy. And while they are looking for money, they will have time to sell your car.
Proxy selling is also a bad idea. After such a sale, from a legal point of view, the car is still yours. Therefore, according to our legislation, you are responsible for all consequences of an accident. It will be very difficult to prove otherwise in court.
Determine the cost
Seasonal fluctuations in prices for used cars have been noticed: in the fall the cost is lower, in the spring it is higher. In the winter and summer months, demand and prices are average. By the fall, the number of offers increases sharply and prices decline. In the spring, before the May holidays, the demand for cars is highest.
The statistically significant difference between spring and autumn prices reaches 10%. Therefore, it is advisable to plan the sale for March-April.
Accordingly, after the sale in the spring, a new car should be purchased in the fall. But in this case, you have to walk all summer, and the pleasure is below average. Nevertheless, it is better to postpone the purchase until the end of May - the beginning of summer.
Traditionally, the sale takes 2-4 weeks. Therefore, if you start the selling process from the beginning of April, then by the end of April it is likely to sell at a still high price.
How to choose a price in order to sell faster and not offend yourself?
Usually, the owner values his “favorite” much more expensive than the buyer. Let's turn to the Internet for help. First, we look at the price tags for similar cars (model, year, equipment) in Moscow. It is in the capital, and not in the hometown. From the resulting range, we will calculate the selling price. To confirm the correctness of the price, let's look at the cost of cars a year older and younger, more intensively equipped and simpler.
The selling price is not always in the middle of the resulting range. A more accurate price is calculated as follows: the range is divided in half, each half is also halved. As a result, we get 4 ranges: the first with the lowest, and the fourth with the most expensive cars.
The first group includes cars with the biggest problems. Most often this is a body with paint chips, scratched, cracked bumpers, skewed doors, hood, trunk. These are all defects that are clearly visible. This also includes high mileage, smoky and dirty, unkempt interior, technical problems: engine defects, transmission defects, etc.
The second range includes cars with minor body defects.
In the third - no visible defects.
Fourthly, cars are in a state of "better than just bought."
Knowing the approximate distribution, you need to really look at your car - decide on the "Moscow price".
In regional regional centers, the "capital price" can be increased by 5-10%. Moreover, the larger the offer of a certain brand, the less you can add. The highest markup is 10%. Another reason to raise the price is if you put up for sale a brand popular in the region. The reasons for regional bias are often not explained. But if you are a happy owner of a "popular" brand, feel free to add another 10%. Owners of cars with high-quality artistic and applied airbrushing can also slightly increase the price.
So, the real price has been calculated. We will sell on it, plus or minus a couple of percent. We will set the initial price higher in order to then allow the buyer to knock it down by 5-10%. We do not suffer, but the buyer is pleased.
Drafting an ad
To sell a car, you will need to make an ad, taking into account important points. We will place a short advertisement on the rear window of the car, and a long one for the car market.
To attract the attention of a casual buyer, we post an ad on the glass of the car, write in large "SELL", year of manufacture, type of checkpoint, phone number, you can specify the price.
Next, we compose a long ad - we will place it on the windshield when we put the car in the car market. You should start with the brand, model, body color, year of manufacture, engine size, type of transmission. In case of an expensive configuration, write it down as well.
In the main section we include everything that is installed on the car. Be sure to indicate all the "tasty little things". A car with a long list looks better than one without a list. Plus, it's a great cheat sheet for building a conversation. Choose a font size of at least 1 cm.
Below, in a separate block, we write "gifts" that are attached to the car. Let's play with the price even lower. We will indicate the cost above the initial one and cross it out. Let's write an overpriced one - the initial one for bargaining. Then the phone number and first name (we do not indicate the last name).
Errors in the declaration are not allowed. They immediately devalue the seller's reputation in the eyes of the buyer, and the car immediately becomes cheaper.
Preparing the car for sale
The purpose of the pre-sale preparation of the car is not to bring the car back to its original form - it is not possible, but to form the opinion of the potential buyer that the car was looked after, followed. For external preparation, there is no need to resort to expensive measures: grinding and salon dry cleaning. You can limit yourself to the following:
- Removing obvious traces of rust and touching up damaged areas;
- Simple thorough washing of the body and interior;
- Replacement of damaged interior elements (covers, braids);
- Removing unnecessary things from the passenger compartment and trunk;
When preparing the technical part of the car, a common mistake made by the seller is a washed engine. It looks aesthetically pleasing, but also suspicious. The engine is washed to hide the leaks of technical fluids. Therefore, it is not worth washing the engine before selling it.
The chassis must be repaired before being sold, but minor non-critical issues can be left behind. Tell the buyer about them and drop the price - it will look natural. When bargaining, stick to the following positions:
- You know the price level to which you can drop;
- All re-registration, except for deregistration - at the expense of the buyer;
- Speak all the advantages of the car to justify the proposed price.
It's not worth cheating with mileage. The twisting of the indicators is easy to determine at the workshop. If the twist is determined, then you can lose the buyer, and diagnostics will become paid for you.
The subtleties of selling a car in the car market
The most efficient day to sell is Saturday. But the entry is also more expensive. On Sunday, entry is cheaper, but there are also noticeably fewer people. There are almost no buyers during the week.In the morning, the car needs to be washed, preferably as close to the car market as possible, so as not to get dirty again.
When preparing to trade, you should pay attention to how you are dressed. The buyer gets only the first impression of the car. Then he evaluates the seller. The owner's appearance should inspire trust, reliability and respect.
We check the order in the cabin and the trunk, unloaded from unnecessary things. The salon should smell like a "new car" or mountain freshness, the aromas of fruits and any food are not recommended - the overwhelming appetite will distract the buyer from buying a car.
It is important to take the best place in the market among the cars of its price category. The best seats are closer to the entrance. A tired customer will simply glance over the car and will not notice it. The very first places are also not the best - only by entering the market, the buyer will find all the shortcomings. In addition, he will definitely want to look at more to compare prices.
The distance between adjacent cars in a shopping lane is calculated taking into account 2 doors open at the same time. To show off nice rims, turn the wheels in the opposite direction of the shoppers' direction.
We place an ad on the windshield, lay out books on the torpedo: service books, instructions, if you are the first or second owner - a copy of the TCP. The surviving documents speak of the careful and attentive attitude of the owner.
When preparing the car, we rub the panel with polish, we polish the disks, with plastic polish - all plastic parts, etc.
To make the chips less noticeable, you can drive through a shallow puddle at high speed in a clean, washed car. Among the droplets of dirt, defects in the varnish-and-paint coating will hide.
It is better to wait for the buyer not in the car, but outside. It is optimal to stand between the rows of cars in such a way that buyers have to bypass you near your car.
You can talk to the buyer when, after reading the ad, he is interested in the car. If a conversation started, do not hesitate to praise the car.
During the conversation, keep your hands so that he can see them, gestures in the horizontal plane with open palms are permissible. This will allow you to subconsciously instill in your interlocutor that you are right.
The day can be considered successful if the car was inspected 5-10 times. On average, after the sixteenth time it should be bought. If after 16 inspections the sale did not take place, then you need to think - something was done wrong.
Registration of the sale of a used car
So, there is a preliminary agreement on the sale. If the registration is planned for the next day, it is worth taking a deposit from the buyer so that he does not change his mind. He should be warned that if he changes his mind, the deposit will remain with you. For the sake of formality, all this can be done in writing in two copies: to him and to you.
When deciding to place a sale on site, there are two options.
- Visit the traffic police with the buyer;
- Only the buyer goes to the traffic police.
In the first case, after standing in line, you submit to the traffic police officer documents for the car, numbers, receipts for payment of state. duties, passports and the buyer. After signing the sales contract prepared by the employees, the rights to the car are transferred to the buyer. Immediately after that, you need to get the money. That's all with the seller. And the buyer needs to get the signature of the traffic police inspector on a piece of paper with "inspection".
In the second case, three copies of the sales contract can be drawn up independently (the text can be found on the Internet) or at a notary. We enter the name and surname in the TCP ourselves. new owner and sign. After receiving the money, we give the buyer a copy of the contract for him and a copy for the traffic police, PTS, registration certificate and car keys. The seller has it all. The buyer goes to the traffic police. This option is much more convenient for a buyer from another region.
The material in this article is enough to sell a car on the market at the best price. Proper preparation of the car and a polite but confident demeanor will help to avoid unnecessary worries and troubles. You can also read how to buy a car in order to know what the buyer will be looking at.
