Convincing an aircraft owner that they’re asking for too much money when selling their aircraft can be a delicate and challenging task. To approach this situation effectively, it’s important to use a combination of market data, facts, and effective communication.
Conduct thorough market research to gather data on similar aircraft models, ages, and conditions. This will provide you with comparative pricing information. Highlight recent sales of comparable aircraft to demonstrate current market trends and pricing. Create a detailed comparative analysis that shows the asking price of the owner’s aircraft versus the prices of similar aircraft currently on the market. Use this analysis to illustrate how the owner’s price compares to the market average and any notable differences in features or condition. Emphasize the condition and maintenance history of the aircraft. If the aircraft is exceptionally well-maintained or has valuable upgrades, highlight these factors to justify a potentially higher price. Discuss depreciation with the owner. Aircraft typically depreciate over time, and the asking price should reflect the age and usage of the aircraft. Mention that a reasonable asking price can attract more potential buyers, increasing the likelihood of a faster sale. Approach the conversation with diplomacy and respect. Acknowledge the owner’s attachment to the aircraft and their perspective on its value. Use phrases like “I understand that you value the aircraft highly” to empathize with their viewpoint. Explain the advantages of pricing the aircraft competitively. A well-priced aircraft is more likely to attract serious buyers quickly, potentially resulting in a faster sale. A quicker sale can also lead to savings in terms of maintenance, insurance, and other ownership costs. Discuss the current market conditions and any factors that may affect aircraft prices, such as changes in demand or economic conditions. Suggest obtaining a professional aircraft appraisal. An independent appraiser can provide an objective valuation of the aircraft, which may help the owner reconsider their asking price. Express the willingness to negotiate on other terms, such as payment terms, financing options, or other concessions that could make the deal more attractive to buyers. Building trust and rapport with the owner is essential. Assure them that your goal is to help them achieve a successful and fair sale.
Ultimately, it’s the owner’s prerogative to set the asking price. If they choose to maintain a higher price, respect their decision and be prepared to walk away if it doesn’t align with your budget or market expectations.
Remember that negotiations can be sensitive and it may take time for the owner to reconsider their asking price. Be patient, maintain open lines of communication, and approach the conversation with professionalism and respect. Ultimately, the goal is to arrive at a mutually agreeable price that benefits both the owner and potential buyers.