TRADE EVALUATION IN ECAR SALES PORTAL
Your success is based on controlling your buyer, who has been searching for a better price or over-allowance on his/her present vehicle. The Trade-in Evaluation-Step Four, is the effort of the professional sales associate to aid and assist the Buyer in making the decision that these factors don't necessarily mean a better deal. There could be hidden details that have not been exposed to him. It is vital that you as a PROFESSIONAL use this step with the ASSUMPTION the buyer has a trade. Be aware that Buyers will seek a discount without his/her trade only to "SPRING" it on you after securing a deal without his/her trade. The Trade-in Evaluation procedure is designed to slow down the Buyer, as well as the sales associate and assist in fact-finding (Step Two). In addition, it exposes the sales associate to the condition of the Buyer's trade-in, in order to justify the price and trading allowance, better control the Buyer and obtain more information to allow for a better gross profit at closing time. Assume every Buyer has a trade. Invite them to "trade cars, not seek a discount and then seek an over-allowance. Step Four will help you work toward a satisfactory gross profit. In this step, you are not doing a formal appraisal of your Buyer's vehicle, you are simply creating a "vehicle condition report" for our Buyer to help him in placing a fair market value on the traded vehicle. When you ask your buyer about trading his present vehicle and he says he will sell it privately or plans on giving it to a child or relative - have some reservations. He may be planning on working the purchase first, then throwing the trade into the deal after he obtains a satisfactory selling price. Whatever he's driving, invite him to trade it. You will always have a buyer looking for just that kind of vehicle. Give him/her hope for gain.
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