As I travel and talk with managers and dealers I am frequently asked to review and analyze different dealerships sales map's or processes to the sale, it is amazing to me how many overlook the power of the trade in. My opinion is that the trade in is in almost every case the number one secret to the car deal. In all cases, I have always trained sales consultants to look at and review the trade in with the client right after the meet and greet. Now, I am not talking about getting the trade appraised and giving the number up front. All that I want is for the sales consultant to gain some valuable information and build rapport with the client.
Here are a few ideas and suggestions to help you with putting the trade in up front in your sales process:
First, the trade is the one place at your dealership that the client will feel comfortable enough to open up and will allow the sales consultant to start to gain and build rapport.
Secondly, I suggest that the sales consultant always offer the client to take them for a ride in their trade in. This gets the client away from the dealership and will without a doubt allow them to open up to the sales consultant more. This is by far the one way that a sales consultant WILL gain rapport and set themselves apart from most other dealerships.
Thirdly, the sales consultant can ask some key questions that will allow them to add some tools to their tool belt when it comes to the new vehicle. Here are a few sample questions that can be asked.
What is the one reason why you are considering trading in your vehicle?
What do you like most about your trade in?
Is there anything that you would add, change or delete from your trade in?
What was the number one reason why you purchased this particular vehicle?
I see "X" amount of miles on your vehicle, do you anticipate driving about the same amount of miles with your new vehicle?
Since you have now put the trade in first and completed the above areas, now at this point the sales consultant has a clear understanding of what the client likes and dislikes, they have also built the ever so important rapport and have set themselves apart from the competition by showing the client that they do really care about the wants and needs. This is a simple solution that can be implemented into any sales process. As you can see and I firmly believe that the Trade-In is the secret to the sale.
If you have any questions what so ever feel free to comment here on Dealerelite.net, email me at email@example.com or call me directly on my cellular at 419-706-5770. I am here to help you in any way that I can. Happy Selling!!