Informing Aircraft Owners They’re Asking Too Much Money

Regardless what’s being sold, a seller will always want the highest price. However, asking for the highest price may prolong an aircraft sale and lead to a lower sales price being accepted. Telling a seller they’re asking for too much money is a delicate task and the subject needs to be approached using market data, to back-up your point. Conduct thorough market research to gather as much data as you can on similar aircraft models, showing a variety of ages and conditions, as this will enable you to demonstrate the current market availability along with pricing. Create a detailed analysis showing the asking price of the owner’s aircraft vs the prices of similar aircraft currently on the market. Highlight any older aircraft with higher total times that are listed at a lower asking price. Emphasise the condition and maintenance history in the analysis and discuss the impact of depreciation, should the aircraft be likely to remain on the market for a prolonged period. Acknowledge the owner’s sentimental attachment to the aircraft and their perspective on its value. Explain the advantages of pricing the aircraft competitively – it’ll attract more serious buyers and could lead to a quicker sale. Discuss the current market conditions and factor-in your projections for the market, that may help the owner reconsider their asking price. Express your willingness to negotiate on other terms such as payment terms, financing or other concessions that could make the deal more attractive to a prospective buyer. Building trust is essential and it’s vital they understand that your goal is to help them achieve a successful sale.

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