OVER-ALLOW AND DISCOUNT AT THE SAME TIME
Should a Buyer ask your opinion or evaluation of their trade, do not try to be a fountain of knowledge and give an opinion of the vehicle's value.
Should this be unacceptable, it will place doubt, fear, distrust and even a possible argument that will break your line of communication and credibility.
Simply say, "Frankly, I could cost you money and myself a sale. Allow me to check your vehicle and get some information for our "Used Car Buyer", then we can both be sure.
" Used car guidebooks, as well as finance rate charts, should not be displayed to the Buyer. NEVER LOCK IN PRICES by using these materials.
During the Trade-in Evaluation and driving the buyer's vehicle with the buyer, continue to determine needs in order to find the "Hot Buttons" and motive for their purchase.
YOU HAVE THE BUYER IN THEIR "COMFORT ZONE"
ELIMINATE FEAR OF LOSS, CREATE HOPE FOR GAIN.
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