Selling Your Car: The Video Walk Around--A Secret Weapon

November 22, 2010
I used a secret weapon when I was Internet Manager for a major car dealer. Good news: it’s the same technique I teach private sellers to use when they post their used car ads to Craigslist,, or AutoTrader.  

The secret weapon that helps buyers decide which vehicle is right for them--and sells cars--is the video walk around. It’s simple to record and will set you apart from the hundreds of other online sellers who are vying for the attention of potential buyers. The video walk around not only helps buyers determine if this is the vehicle for them, but it helps them connect with you the seller--all without having to be there in person. They can see for themselves what’s wrong with the vehicle--from scrapes, scratches and dents--to what’s great about it, including the luxuriousness of the leather seats, the bling of the chrome wheels, and the exact hue of the exterior color.

An Effective Tool
It was my experience that potential buyers who came to inspect a car in person after watching a video walk around almost always bought the car. The video walk around and an informative Q & A session on the telephone, chat or Skype did the actual selling. Potential buyers simply confirmed the vehicle’s condition in person and took it for a test drive before moving onto the paperwork to complete the deal.

The other benefit of the walk around centered on the unspoken rapport it created between buyer and seller. This sense of trust and connection often had a direct impact on how price was negotiated. In short, a video walk around usually made price negotiations easier and less traumatic. It’s the difference between negotiating with someone you know versus a stranger. It’s many times easier with someone you feel you know.

Shifting Into Reverse
Oddly enough, another benefit of the video walk is a capacity to elicit a "no thanks" from potential buyers. The author explains in this video:

Those are some of the benefits of a video walk around. Tomorrow we look at how you can engage in the New Rules of selling your vehicle online by recording your own video walk around.


L. James Johnson is the guy who wrote the book on how to sell your vehicle online. HELP! I Gotta Sell My Car NOW! New Rules for Selling Your Vehicle Online! is available on

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