CARY, N.C. -

There’s one thing in particular that Will Amiri notices about buyers of certified pre-owned vehicles that may make them different than most used-car buyers.

As part of our annual “Best CPO Dealers in the United States” special edition this winter, Auto Remarketing asked Amiri — the used-car director of Longo Toyota & Lexus — what he considered to be some of the biggest differences he has seen between CPO customers and other types of shoppers.

“The biggest difference I find with CPO buyers is that there is a much higher level of trust in the car. The salesmen don’t have to overcome some of the typical objections you normally get with used cars, so the sales process is much closer to that of a new car,” said Amiri, whose Toyota store ranked No. 3 on the brand’s list of top 2014 CPO sellers with 2,883 units sold.

“The quality/reliability of the car is taken out of the equation, so the focus goes back to having the right car/color at the right price, like new cars,” he added.

What else do these shoppers value? For some, it may be the value proposition of the car itself.

Also as part of that feature this winter, we asked Rich Matthews, the president of Red Bank Volvo, how his store  — Volvo’s No. 7 CPO seller last year with 218 sales — presents the value of a certified car.

“We sell the value of the following touch points that start on the Web listing, including:  A better shopping experience, because the customer knows what they’ll be getting from the beginning; no added hassle of purchasing extended warranties at time of sale; access to more competitive interest rates;  and nationwide manufacturer warranty that offers no hassle coverage,” Matthews said. 

For more insight from top-selling CPO store, see our Best CPO Dealers issue. Staff Writers Josh Hyatt and Nick Zulovich contributed to this report.