Last updated on Oct 6, 2024

How can you overcome customer skepticism about a vehicle's mileage accuracy?

When shopping for a vehicle, one of the major concerns you might have is whether the mileage on the odometer is accurate. After all, a car's mileage can significantly impact its value and potential lifespan. As an automotive sales professional, it's crucial to understand how to alleviate these concerns and ensure that customers feel confident in their purchase.

1 Verify Records

To address concerns about a vehicle's mileage accuracy, the first step is to provide verifiable records. Service history and maintenance records can be a treasure trove of information, indicating the vehicle's consistent care and corroborating the mileage. As a salesperson, encourage customers to review these documents thoroughly. They often include dates and mileages of services, which should align with the current odometer reading. Transparency in providing these records can significantly reduce skepticism and build trust.

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Jayesh Patel

Premium Car Dealership Turn Around Specialist | Entrepreneur | International Trade Risk Consultant | Upcoming Author | Professional Speaker - PSAI | Owner of 2 Companies
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Here are some ways to overcome vehicle Mileage accuracy : 1. Create a reputation that we dont accept mileage tampered cars 2. Avoid purchasing fleet cars 3. Provide Service History Records 4. Give customer warranty for 90 days if they find it's tampered with, they would be additional compensated

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Edunet De Beer

Group Product Manager | Product Strategy, Leadership | Workshop Manager | Business Development Manager | Key Accounts Manager
(edited)
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First and foremost start with a printout from your local licensing department which provides the vehicles Title Holders from date of manufacturing/importing.

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Max Nelson

Student at The Max M. Fisher College of Business at The Ohio State University
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With the advent of digitally recorded service records, this can be easily determined for most regularly serviced vehicles simply by reviewing records and applying common sense. Often, odometer readings are stored in the BCM/PCM in addition to the gauge cluster. In a situation of doubt, have a technician connect an OBDII scan tool and show the customer. Your average swindler won't go through the trouble of replacing and reprograming the cluster AND the BCM/PCM.

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2 Odometer Check

Another effective way to overcome skepticism is to explain the process of an odometer check. Let your customers know that modern vehicles have digital odometers that are difficult to tamper with. However, for older models with mechanical odometers, suggest a professional inspection. A certified mechanic can assess whether the odometer has been tampered with by looking for misaligned digits or signs of dashboard disassembly. Assure your customers that you support such inspections for their peace of mind.

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Edunet De Beer

Group Product Manager | Product Strategy, Leadership | Workshop Manager | Business Development Manager | Key Accounts Manager
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Agreed. However: New technology = New Ways of changing the Odometer regardless of the year model. The vehicles manufacturer will be able to detect any changes made to the vehicles Odometer or ECU.

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3 Wear and Tear

Discussing the vehicle's wear and tear can also offer clues about its mileage accuracy. Invite your customers to examine the car's interior, the driver's seat, pedals, and steering wheel for signs of excessive use. These areas tend to show wear proportionate to the vehicle's age and reported mileage. If the wear seems inconsistent with the odometer reading, it may raise valid questions. However, if everything appears congruent, it can reassure the customer about the mileage's legitimacy.

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Edunet De Beer

Group Product Manager | Product Strategy, Leadership | Workshop Manager | Business Development Manager | Key Accounts Manager
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Actually I disagree with this. “Wear and Tear” - comes naturally to any vehicle. Excessive visible signs of the vehicle being used does not always = incorrect mileage. View of Vehicles Engine Bay? Does the Vehicle have the original spare tire and jack? Any changes electronically = Are wires exposed? Is the electrical loom tape still from factory?

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4 CarFax Report

Providing a CarFax report is another layer of reassurance you can offer. This report will detail the vehicle's history, including any accidents, title issues, and previous ownership. It also reports odometer readings at various service intervals and transactions. Explain to your customers how to interpret this report and how it can serve as an additional verification method to ensure the mileage shown is accurate.

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5 Expert Validation

Sometimes, the most convincing evidence comes from an unbiased expert. Offer your customers the option to have the vehicle inspected by an independent mechanic or a third-party inspection service. This professional evaluation can provide an objective assessment of the vehicle's condition, including verification of the mileage. Knowing that an expert has validated the odometer reading can greatly diminish any lingering doubts.

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Corey Chapman

Strategic & Results-driven Sales Manager | Driving Automotive Success via Sales Forecasting Excellence and Inventory Optimization
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It's also helpful to explain how certified experts verify mileage accuracy, such as by checking engine hours, diagnostic reports, or maintenance records. Providing customers with details about the expert’s process helps demystify the validation and reinforces transparency. Additionally, consider sharing examples of past inspections where the mileage was confirmed accurate, giving customers real-world context and boosting confidence. Offering to accompany them during the inspection further demonstrates your commitment to transparency and trustworthiness.

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6 Trust Building

Finally, building a relationship based on trust is perhaps the most important step in overcoming skepticism. Engage in open communication, be willing to answer all questions honestly, and provide as much information as possible about the vehicle's history and condition. When customers see that you're not withholding information and are actively helping them to verify mileage accuracy, they're more likely to trust in the vehicle you're selling.

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How can you overcome customer skepticism about a vehicle's mileage accuracy?

1

2

3

4

5

6

1 Verify Records

2 Odometer Check

3 Wear and Tear

4 CarFax Report

5 Expert Validation

6 Trust Building

Automotive Sales

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How can you overcome customer skepticism about a vehicle's mileage accuracy?

1

2

3

4

5

6

1 Verify Records

2 Odometer Check

3 Wear and Tear

4 CarFax Report

5 Expert Validation

6 Trust Building

Automotive Sales

Rate this article

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