A SELLING MATTER.

Otago Daily Times, Issue 19737, 13 March 1926, Page 13

A SELLING MATTER.

When the four-year-old car came to us by way of bequest from a distant rela--tive 'who thought we could do with something to go with the garage, I said (1) that I would not drive it, (2) that cha Jeurs were expensive, and (3) that I would sell it. I put the matter to a friend of mine, Helsby by name. I said I felt that car sellers were born and not made. I said I knew nothing about cars. “ Neither do I,” said Helsby, “ but the same rules apply whether you are selling a car or a whale. There are certain principles to observe. You observe them and you sell.” “ You've’ got your car,” said Helsby. “You've advertised it. Your prospective buyer turns up. Before he knows where he is you have started talking. Don’t let him talk at all. If he makes objections treat them courteously, but give him to understand that you think them pretty small beer. As like as not he won’t know anything about cars himself.” “ Ah! ” I said hopefully. Helsby was continuing. “ First the question of price. You have, say, fixed on your rock-bottom price of 50. Well, when he asks the price you say quietly and finally—finally—£Bs. Eighty-five pounds is’a good sounding price. It suggests you thought of asking £9O Or even £IOO. Whereas if you say £7O he will know at once that you are willing to take £50.” “ Ah, of course,” said I. “Well, then. The next thing that will happen is that he will go all round the car, return to you, and say, ‘>l didn’t want to go to as much as that.’ You then ask him point blank—point blankwhat he was prepared to offer. He will then say £4O. “ He will ? ” “He will. Yon will "immediately thank him very much for calling, say it’s a nice day, and look at your watch.” “ He tlien goes home to dinner ? ” “No. He walks round the car twice, looks inside, tries the brake, looks at tha gear, and then asks you what you are asking.” “ But we’ve been into all that. “ WeTe starting again now,” said Helshv firmly. “ When he says that you look at him’for a fraction of a second. You read his character and his possible bank balance.” “Ah!” „ « You tlien say, ‘ Look here, Mr Smith, I tell you what I’ll do. I’m rather a busy man. I’ve got & new car on order ” But I haven’t.” “You then say,” he continued, "giving weight to each word, * I’ll take £7O for the damn thing —to get it out of the wav.’ ” “ Good! ” I said, relieved that the tension was now over. “ He tlien,” said Helsby, “ walks round the car, and has a look at the gears. “Oil, lord! ” I groaned ‘“He will then change the subject," continued Helsby, “ and ask about the registration, or say, ‘Well, what about a spin, Mr Jones?’ Tou look at your watch and say, ‘Yes, certainly,’ and then you add gently, ‘I take it you’re agreAble to that figure, Mr Brown?’” “ Smith,” I corrected. “Mr Smith. He hums and ha’s a bit, and ” “Then walks round the car? “ Ha says, ‘ I can’t go beyond £45, old man, real'y,’ whereupon you shake your head. You are very sorry, out you’re afraid you can’t discuss that price; the best oi ’friends must part; time flies, and all that sort of thing.” “ And that’s that,” I suggested. “Not a bit of it. He hasn't gone vet. There is a silence. He is thinking. You are thinking. He likes the car.” ‘“Good.” “ You can see from his attitude that he likes the car. He wants it.” “ Splendid.” “ Then you do the generous thing. You say ” garage marked <f £7s; in excellent running order ” “Nothing of the sort, ion say, ‘ Look here, Mr Brown. If you can only put £45 down, let’s make it an instalment.’ Then while he is shaking his head vou add quickly, ‘ In that case, how much' beyond £45 are you prepared to S °“ And then,” said Helsby, “he responds to your gesture. He says, ‘ Well, sir, I’m prepared to meet yoit. I’ll give you mV cheque for £so, subject to the car running satisfactorily.” “ Do I take that ? ” I asked rather indignantly. “ After frowning thoughtfully, said Helsby, “you do. You’re five quid in, remember, on your rock bottom price.” I must sav I felt rather elated on the whole at tins satisfactory conclusion, but as we walked from our station to our road I became more than ever convinced that I could never remember all of Helsby’s instructions. I therefore said to Helsby; Its no rmod, old man, I couldn’t do it. Would vou care to take on the job? It’ll take up your time, of course, but suppose we put it on a commission basis? Ten per cent.” Helsby stroked his chin. All’right, old man” he said; “I’ll do it.” Helsby did. He sold the car in a week for £25 (less £2 10s), and the week after that it was on sale at our local “ Fifty.”