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Thanks for the comment Justin Bulla.
I never advocate lying to the customer. Most smart dealerships wont just have one price on a trade in, instead call at least 2 or 3 wholesalers.
I do however think that you should never give the customer what is given to you by the wholesaler or buyer.
Let me give you the example...
I make 3 calls and get $7,000, $7,500 and $8,000. Obviously I then have the highest to work with.
I would then go back to the customer and say I have $6,000, $6,500 and $6,650. That leaves me with negotiation room as well as gross profit in the trade in.
Why if we got $8,000 would we give them $8,000? Are we running a not for profit?
Hope this clarifies.
Great questions!
Excellent video tip!
When you talk about packaging it by saying three buyers, are you casually suggesting lying to the customer or do you hope that your highest buyer puts it at a $650 point? Is telling a story about having made three phone calls without actually doing so something you are advocating? What if the highest buyer doesn't put it at $**650
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