Whether you’re a salesman or a vehicle owner handling a private sale yourself, tire kickers are among the people you don’t want to have to deal with. They seem interested in buying something, but they never come to a definite decision to buy. Instead, they drag the sales cycle on and on, hogging both time and resources by asking questions and even objecting to various things.

While other industries have tire kickers, too, the phrase originated in the automotive industry, calling to mind potential buyers who would kick the tires of vehicles they wanted to test or ask about. So whether the long-term commitment to a semi-truck didn’t suit you and now you’re looking to sell it, or you want to sell a used food truck because you’re leaving the industry, here are some red flags to look out for that will hint at you dealing with a tire kicker, and how to handle the whole thing.

They don’t fit your target customer profile

The best way to determine if someone is a tire kicker is to see if they match your target customer, and that can be easy for you to do if you’re selling a vehicle that has limited applications, such as a semi-truck. In that case, if the person expressing interest isn’t in the trucking industry and isn’t considering going into it, then you can be sure they’re a tire kicker.

If you’re selling a van, used food truck, or a bus – any vehicle that can be used in different ways – figuring out that someone isn’t in the target demographic can get a little trickier, but you can still do it. The main thing is to figure out if the vehicle you’re selling can fill a need they have. If it doesn’t, then chances are that’s a tire kicker.

When this happens, don’t be afraid to ask a few probing questions of your own, such as why they’re interested in the vehicle. You want to have this person go through a qualification process of sorts before you even consider them as a prospective buyer. That way, you don’t end up spending a lot of time answering their questions and alleviating perceived problems only for them to not make a purchasing decision.

They don’t have the money

Determining whether or not someone has the budget to pay for the vehicle can be a delicate process, but you have to get that information as soon as possible so you don’t waste time with someone who can’t afford the purchase. Unlike someone not fitting the target buyer profile, however, not having the budget doesn’t automatically stop someone from being a potential buyer. 

To weed out the ones with the intention to buy but are waiting on the means from those who have neither one, just keep an eye out for certain signs. For instance, the individual may say they’re “waiting for the next payday”, or waiting for their bank to approve their loan – but that payday never comes or the loan approval keeps getting delayed. 

In such cases, the best way to deal with a potential tire kicker is to ask outright about their budget and why they ended up looking at your listing. You could be dealing with someone who was only asked to research prices and make a list of potential purchases – in other words, they don’t have the authority to decide whether or not to buy your vehicle.

However, if they can’t give a budget and their reasons for looking at your listing and talking to you are vague, then that’s your cue to turn your attention to other prospective buyers.

They don’t seem in a hurry

In many industries, time is money – even where vehicles are involved. For example, someone looking for a truck to add to their fleet knows that every day that goes by without that extra truck running delivery routes is a day of potential income lost. So even if those thinking of buying a vehicle are advised not to rush into a decision, there’s still a sense of urgency. 

If that potential customer isn’t asking about details like turnaround times, or how soon they can get their hands on your used truck, it’s more likely you’re dealing with a potential tire kicker. If you want to make sure, just ask whether or not they have an ideal timeline, or when they planned to close a deal and acquire a suitable vehicle. 

Don’t mind those who can’t give you a clear answer to that question; instead entertain those who were able to answer. It’s possible that they already have a budget in mind but can see a potential problem stemming from the purchase. In such cases, you’re not dealing with a tire kicker, but someone who just needs a bit more time to work out a good solution to the dilemma they foresee themselves facing.

As you can see, it isn’t very difficult to pinpoint whether or not you’re facing a tire kicker, but it’s not a black-and-white situation, either. That’s why it’s important that you ask questions and probe as much as possible without sounding pushy or suspicious to make sure that you’re really dealing with a prospective buyer of a vehicle, whether it’s a van that was used for a mobile pet grooming business or a semi-truck used for cross-country hauling.