Selling an Expensive Item

Intro (Mpo):

To reiterate, the 5 selling steps: needs id, recognition of importance, search for fulfilment, evaluation of options, d3ecision

Bob gave us an educational about professional selling last month. Now that was all well and nice, but it is based on airy fairy things like trust, so you can’t be sure of success.

Expensive things are hard to sell because of the risk involved. There’s a chance there’s something wrong with the thing and then the financial implications can be enormous. So you have to listen to the buyer carefully and make sure you solve all his worries.

This is the third time I’ve done this speech, but I want to assure you this time I have it right. I have learnt from my previous mistakes. And the main mistake was, I was selling the wrong thing. You’ve got to sell something that people really want.

To Sibongile:

This is my available stock. I know you might be concerned about multiple ownership, but don’t worry, I assure you that here in Africa it’s perfectly legal. Or you can give me a trade in, and I’ll make you a good offer, I’ll need to check the condition though. Can’t be too old and worn out.

I have too much stock at the moment so everything’s on sale until the weekend. I’m actually running out of space. I even Have to keep the older ones outside in the shed. But they’re used to it.

Note that all of these come ready to go, licensing sorted out, full inspection done, and a 1 year guarantee against breakdown. On top of that, I offer a 7 day full swap out option. You can take one and use her for 7 days, then if you aren’t completely satisfied, within seven days you can bring her back and swap her for another one of your choice.

w1 This one is practically new. Even smells new. can’t go wrong with it. And I’ll throw in a service plan. Keep her looking good for years. You’ll need to spend some money on her, but a word of advice. Don’t just get the cheapest accessories, she’ll overheat. She might be unpredictable once a month. I normally just lock her in the garage for a few days, then she’s ok again. She’ll give you years of trouble free service.

w2 This old thing has a few leaks, but still perfectly functional. Looks a lot youger than it really is. I can give you a good price on it. Of course, your maintenance costs will be high, but you can’t avoid that these days. I have to say, though, she has been running a bit rich recently. SO I’ll throw in a free AA membership with her. She’s getting on a bit, but she still works really well.

M1 Indicate a guy. Yes, that’s nice. If you like that kind of thing. A bit esoteric for my tastes. Also, these french makes are a bit unreliable. I’m afraid I can’t give you any warranty on that.

W3 One previous owner, an elderly gentleman. Drove her gently, hardly any mileage, she’s like new. These old guys are a bit slow and can’t see properly. This scratch was when he bashed her into the garden gate. She’s an automatic, so very easy to operate. She never had a breakdown, but you never know, especially with older models. Then you’ve got to get her taken in and serviced. Could do with a respray too. Then she’ll be as Good as new.

Do you want to give her a test run?

Here, let me get her started.

She is immobilised at the momemnt. But look, she starts by remote when you push her hooters. Otherwise I may need to jump start her. She hasn’t been used for a while so is just a bit flat.Let me show you...

There you go. Sounds good, hey? Just watch her clean those dirty dishes tHere.

W4: And this one! This one used to be mine. I really loved her. Had her for six months. Used her extensively. spent a fortune on her. I called her Old Betsy. We used to drive into the country and she would get really dirty.

So what do you think? You could always take two if you have enough space. Or keep one outside, although you might need to protect her from the sun or she’ll fade and crack. Then you can have her as a backup for when the other one stops working.