The customer wants to wait to sell outright. Which two questions does the salesperson say they have for the customer?

The customer wants to wait to sell outright. Which two questions does the salesperson say they have for the customer?

• A. Have you sold a vehicle outright on our own lately? And what's more important to you, a little more money for our trade or safety?
• B. Do you plan to lease the vehicle or finance it?
• C. Would you like to test drive the car again?
• D. Can you provide your credit score now?

Answer: (A)

When someone says they want to wait to sell outright, the best move is to ask questions that uncover what they've done before and what matters most to them. The two questions do exactly that: they quickly reveal their past behavior and their top priority, so you can tailor your response. First, asking if they’ve sold a vehicle outright on their own lately checks their experience with private sales. If they’ve done it before, you can acknowledge that process, discuss market value, and position the dealership’s offer as a safer, smoother alternative. If they haven’t, you can guide them through why selling through you might still be advantageous and address any privacy or effort concerns they have. Then, asking what’s more important to them—getting a little more money for the trade or prioritizing safety—pulls out their true motivation. If money is the priority, you can focus on fair trade values and appraisal detail. If safety or ease is the priority, you can emphasize a straightforward, risk-free process, warranties, and the convenience of handling everything through the dealership. This framing moves the conversation from a simple stall to concrete trade-offs that you can address. The other options don’t fit because they don’t directly address the objection or reveal the customer’s motivation and experience with selling a car. Lease or finance plans, a test drive, or asking for a credit score don’t target the customer’s plan to wait or uncover what drives their decision between trading with you versus selling privately.

When someone says they want to wait to sell outright, the best move is to ask questions that uncover what they've done before and what matters most to them. The two questions do exactly that: they quickly reveal their past behavior and their top priority, so you can tailor your response.

First, asking if they’ve sold a vehicle outright on their own lately checks their experience with private sales. If they’ve done it before, you can acknowledge that process, discuss market value, and position the dealership’s offer as a safer, smoother alternative. If they haven’t, you can guide them through why selling through you might still be advantageous and address any privacy or effort concerns they have.

Then, asking what’s more important to them—getting a little more money for the trade or prioritizing safety—pulls out their true motivation. If money is the priority, you can focus on fair trade values and appraisal detail. If safety or ease is the priority, you can emphasize a straightforward, risk-free process, warranties, and the convenience of handling everything through the dealership. This framing moves the conversation from a simple stall to concrete trade-offs that you can address.

The other options don’t fit because they don’t directly address the objection or reveal the customer’s motivation and experience with selling a car. Lease or finance plans, a test drive, or asking for a credit score don’t target the customer’s plan to wait or uncover what drives their decision between trading with you versus selling privately.