Here is a script you can use:
The “Private Vehicle For Sale” Call
“Is (customer’s first name) there?” OR “Is the owner of the (year, make, model) there?”
“I hope I am not getting you at a bad time?”
“This is (your full name) from (your dealership name) and there are two reasons for my call. First, I wanted to find out if your (year, make, model) is still available for sale?”
[if vehicle still available for sale, continue with the following]
“That’s great news. Now the second reason I am calling is to inform you that our Pre-owned Director is currently looking for good quality pre-owned vehicles, cars just like yours. The demand for pre-owned like yours is very high right now.”
“Normally we have to shop the local and national markets have to pay above market value for these vehicles. As a member of our local community, we would much rather offer you above market value. Is this something you might be interested in?”
[customer will usually respond with one of four responses]
“Yes”
“No”
“Maybe”
“How much is my vehicle worth?”
[respond with the following]
“That’s a great question, when is the last time you had your vehicle professionally appraised?”
[wait for response]
“That’s probably where we should start. We have a team standing by available and exclusively for this effort. Speaking of availability, when are you more available? Now or later today?”
[continue with selling the appointment, handling objections, driving towards closure and directions to the dealership]