The Selling Challenge
General Selling Tips
Vehicle Selling Tips
Real Estate Selling Tips

THE SELLING CHALLENGE

Sales and marketing is a very involved subject. Colleges offer degrees in the field, and you could read volumes on techniques and theory. It all boils down to getting a buyer and a seller together, in agreement, about exchanging something of value. The challenge is to make the exchange happen with minimal effort and expense, with satisfying results, and with no regrets for either the buyer or the seller.

Whether selling full time professionally as in retail sales, as a real estate agent, a car dealer, etc., or an individual selling a car or outgrown clothing, you should let as many people as possible know what you have to sell, let them see it in detail, and give them the information they need to make a decision to buy.

Keep in mind that no sale will take place until the buyer agrees to buy. That may sound obvious, but many sellers seem to forget that. To get a buyer to agree to buy, the seller must first create an interest, then provide information to affirm the desire to buy, and finally convince the potential buyer that a fair exchange is being offered. Most sales involve as much or more effort on the part of the buyer as on the seller, and therefore buyers should be given all the help they need to make a decision. Sellers should realize that the buyer is not going to be happy, and probably not buy, if not well informed. It is very important to be accurate and honest in your sales presentation. Nothing will kill a sale faster than to have an interested potential buyer find out that the item is not actually as described!

SaleToSee.com offers an exceptional marketing tool for you whether you are an individual seller, or a sales professional. With an accurate description and photos, and the convenience and accessibility of the web, your sale will be presented to a mass market, and you will meet the selling challenge by offering your listing to thousands of people, with the details the buyer needs to make a decision.

GENERAL SELLING TIPS

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VEHICLE SELLING TIPS

These tips are specifically for the sale of a car or light truck, but they could apply generally to other vehicles (or vessels).

First Things First: Locate the title to the vehicle, if there is one. In most cases you will need the title to transfer ownership to the buyer, and if you have to apply for a duplicate title, it will take some time. If there is a lien on the title, it will make the transaction easier if you could clear it. If the loan has been paid, make sure you have the title with lien removal indicated. If it is not possible to pay off the loan before selling the vehicle, be prepared by contacting the lender and getting information on the payoff. You will have to check on the exact amount at the time of sale, but it is helpful to have the basic information available. While you are at it, locate any other documents or records such as the Owner's Manual, Warranty information, repair and maintenance records, and receipts for any extra equipment or accessories that may have a warranty, such as electronics or tires.

Fix it Up: Give the vehicle a good inspection, just as if you were buying it. Replace any burned out lights or cracked lenses. Check all fluids (oil, radiator, transmission, power, steering, brake fluid), and if change is due, have that taken care of. Give it a test run and check for engine performance, handling, braking and any unusual noise, vibration, or odors. Repair or replace, if possible, anything that you find not in good condition or working properly. If you cannot make it right, make note of the defect and include that in the description.

Clean & Polish: Make the vehicle look as tempting as possible with a good cleaning inside and out. A good wax job well worth the effort. A touch up or complete paint job may be helpful, but be careful not to hide damage or defects that the buyer should know about. Honesty is always the best policy, and the hint of a cover-up will scare off most buyers. Clean around the doors on the inside, with them open, a place often overlooked in the normal washing, but this will go a long way to make a good impression. Clean the floor mats and carpet, upholstery, trim and headliner. Clean all glass, inside and out, including the instruments and rear view mirrors. Don't forget the trunk! While cleaning, you may want to remove anything that is not going to be included in the sale. Clean the engine and the area under the hood using a degreaser if necessary. Wipe the rubber and vinyl trim and seals with a protectant. Clean tires and wheels, and polish any chrome.

Take Photos: Immediately after cleaning (before it gets dirty again!) take your photos. Use a digital camera if possible. Take the photos in good light, but not bright sun if possible to avoid deep shadows and glare. Do not use a flash unless necessary. You should take dozens of photos so you can select the best to use on your ad. When uploading your photos, make the first one an overall photo, representing the vehicle generally, because this is the photo that will be displayed as a thumbnail on the listing and also used in the sign & flyer printout. Your photos should show the good and the bad of the vehicle. After all, when a prospective buyer arrives, they will be giving it a close look, and nothing is more of a deal killer than a defect not mentioned, or “left out” of the photos or description. See How to Take Good Photos for more information.

Write a good description: Photos can’t say it all, so tell about the item in a concise, but detailed manner. The vehicle listing form has questions for you to answer with fill in boxes, drop down selections, and radio buttons, so you do not have to put the same information in the written description. Think of what you would want to know about the vehicle if you were the buyer. What makes this vehicle unique? Has it been modified, or does it have any accessories not listed in the form? Has it had more than the usual care and maintenance? As with photos, tell about the good and the bad. If the vehicle needs repairs or maintenance is due, you should include this information.

Include a phone number: Often buyers will want to actually talk to the seller before coming to look. They may have a few more questions, or just want to discuss a time and place to see the vehicle, and find it easier than emailing back and forth. You may put your phone contact number in the listing, or email it to someone who has inquired. Usually there is no problem giving out a phone number, as the scam artists tend to avoid calling, however always use caution. See Avoiding Scams.

Post Signs & Flyers: Use our easy sign & flyer creation software to print signs and flyers for your vehicle and post them wherever permitted. The primary photo from your ad will be automatically imported to the sign and flyer, so as mentioned earlier, this should be a good overall representation of the vehicle. The text may be edited as you like, so you may delete contact information and just have the SaleToSee.com and Item # displayed if you prefer not to get calls before they actually see the complete details.

Classified Newspaper Advertising: With your SaleToSee.com posting, your ad with a good description and many photos, will provide most of the information a buyer needs to know. This is a great advantage over newspaper advertising because the same information published in a paper would cost hundreds of dollars. Another advantage to the seller is that they do not have to take calls with the many questions that are not answered by a short newspaper classified ad. However, to get the best exposure, since many buyers are looking in the paper, it may help to run a classified ad along with your listing. This can be a very short and inexpensive ad, with just brief description, and a reference to the item # and the SaleToSee.com web site. You do not need a phone number, so you could run the ad “anonymously” to avoid calls before the photos and information are viewed online.

REAL ESTATE SELLING TIPS

Selling real estate is one of the most complicated sales challenges. Even when it is a "Seller's Market" and demand is great, there is much involved in a real estate transaction. Both the buyer and the seller want to get the best possible deal, and have their own interests to protect. Since a real estate transaction often involves a place to live, there may be many issues beside just the price and quality that other transactions are centered on. Of course a real estate sale usually involves a very large amount of money, and lawsuits are often the result of misrepresentation, omissions or misunderstandings.

The first decision that a seller should make is whether to "hire" a professional to help. If a real estate agent is involved, you will be relieved of some of the selling challenges, depending on your arrangement with the agent. Today there are many variations of "Listing Agreements" ranging from the traditional full service listing and marketing, to an arrangement where the seller does most of the work and the broker just places the home in the "Multiple Listing Service" (MLS) for a fee. It is not possible to cover here all the details of a real estate transaction and the seller's options, or even provide all the information needed to make this first important decision. We have included at the bottom of this section links to some very helpful websites. You will also find several books available in bookstores, online, and at the library. Do some research to be well informed regardless of how you decide to sell.

A few things to keep in mind:

Whether you sell property through an agent or by yourself, as a "For Sale By Owner" (FSBO), you must comply with certain legal requirements, such as disclosure and Fair Housing. A real estate attorney would be helpful by providing guidance in preparation for the sale, as well as during the actual transaction.

As a FSBO, you will save the cost of the commission fee, but will have expenses for marketing on your own. Your selling price may be lower if the buyer expects to "share" in your savings.

As a FSBO you may want to consider letting agents show your property, if they have a buying prospect, and offering a commission for a successful sale. This would normally be just the "selling side" or half of the commission for a listing and sale. Agents are in touch with many potential buyers, who often feel more comfortable working with an agent than directly with sellers.

Be accurate in your description. Insist on accuracy from your agent as well. For example, if a property has 1.95 acres, do not advertise it as "Two Acres!"

If you list a property with an agent, the listing agreement is usually a binding contract, with many details, and you should be sure you understand your obligations, and what the agent is providing. Do not sign an agreement that you do not understand, and do not assume anything.

You may negotiate details in a listing agreement, including the amount of commission, the term of the agreement, and how the property is to be shown.

When presented with an offer to purchase, get it in writing and look it over very carefully before accepting it. Don't be pressured to accept an offer you are not sure about. Once you sign it, the purchase offer becomes a contract that you may not be able to get out of if you change your mind. You may want to have an attorney look it over before signing.

Before marketing your property, make it look its best, inside and outside. Hiring a professional cleaning company and a landscaping service may be well worth the cost. Pick up all clutter from the yard and remove excess items from inside the home. Your agent may have suggestions on the "staging" of the home, and there are professional services for this also. Paint or touch up will also go a long way, but don't invest in major upgrades that may not return the investment with an increased sale price. Often it is better to let the buyers make the improvements at their expense, and the way they would like.

Listing on SaleToSee.com is an excellent way to promote your property, whether you are on your own, or have an agent. As part of your listing agreement, you could require your agent to list your property on SaleToSee.com.

More Information:

Virginia Association of Realtors

National Association of Realtors

U. S. Dept. of Housing and Urban Development (HUD)

Owners.com (Click on "Free Seller Checklist")

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