Sales: "Hello, I'm calling about the (vehicle) in the paper. I haven't caught you at a bad time have I?" 
Customer: "No. Go ahead." 

Sales: "Great, this is (salesperson) from Gresham Toyota's used car department, and the reason I am calling is that because of the recent volume in used car sales our inventory is very low and we are looking at purchasing vehicles similar to yours. Do you mind if I ask you a few questions about your vehicle?" 

Mr Jone: "Sure, go ahead." 

Sales: (QUALIFY: 2dr or 4dr, 5-speed or auto, color miles, options, anything specific to their car, asking price.): "Wow, that sounds like a nice car, how come you're getting rid of it?" 

Mr. Jones Possible Responses: 

1. "We are going to buy a different vehicle or replace it." 

2. "We bought a vehicle, and need to sell this one." 

3. "We have too many vehicles and need to sell this one." 

4. "We need the money." 

Sales if response is #1 or similar to it: "Really, what are you guys looking at getting." 

Mr. Jones: "We are probably going with (New/used Ford/Chevy/Toyota)." 

Qualify your inventory and go through the call as if they called you looking for a vehicle, go for appointment. 

Sales: "I'm glad I got ahold of you Mr. Jones, we do have a vehicle or vehicles similar to what you are looking for, but more importantly we are very interested in the vehicle you are selling. When is a good time for you to make it out so we can appraise your vehicle this afternoon or this evening." 

SET APPT: 

"Great, so we have an appointment on (date/time) and while your waiting for us to appraise your vehicle you are welcome to look over our inventory while you're here. 

SELL NAME, LOCK IN APPOINTMET: 

If no appointment or response #'s 2, 3, or 4 follow script below and go for referrals: 

Sales: "That's okay it's not really too important right now. What's important is the vehicle you're selling. Well, we are looking at a few vehicles similar to this and we will be comparing all the iformation with the others. Your vehicle sounds like one of the nicest we've called on and I will give you a call if it looks like we are ready to make a firm offer, and here is my name and number if you need to get ahold of me." 

SELL NAME AND NUMBER: 

Sales: "Oh by the way, while I've got you on the phone can I ask you a small favor. We get most of our business from repeats and referrals, from people like yourself, who do you know who may be in the market for a new/used vehicle for themselves?" 

GO FOR THE REFERRAL