Comments - The Art of the Trade-in Walkaround - DealerELITE.net2024-03-29T09:13:48Zhttps://www.dealerelite.net/profiles/comment/feed?attachedTo=5283893%3ABlogPost%3A2376&xn_auth=no@ Steve - Excellent point! -…tag:www.dealerelite.net,2015-07-13:5283893:Comment:4590772015-07-13T14:40:33.044ZDavid Ruggleshttps://www.dealerelite.net/profile/DavidRuggles
<p>@ Steve - Excellent point! - Early on, many of us were taught to hangout in the service department in the morning, and perhaps supplement the shuttle driver when needed. We were taught, "You'd be interested in a new one, wouldn't you, if we could get you into one for about what you're paying now?" That's pretty compelling to someone looking at a significant repair bill. Even if they aren't, it is significant.</p>
<p>@ Steve - Excellent point! - Early on, many of us were taught to hangout in the service department in the morning, and perhaps supplement the shuttle driver when needed. We were taught, "You'd be interested in a new one, wouldn't you, if we could get you into one for about what you're paying now?" That's pretty compelling to someone looking at a significant repair bill. Even if they aren't, it is significant.</p> There's something else I want…tag:www.dealerelite.net,2015-07-12:5283893:Comment:4592232015-07-12T00:38:58.471Zsteven chessinhttps://www.dealerelite.net/profile/stevenchessin
<p>There's something else I want to mention about placing value on a trade a few steps higher in the sales funnel.</p>
<p>The trade often begins when our retention manager calls one of our service or "positive equity" customers to investigate the possibility of getting them into a new car "near their current payment". And of course we have an on-line appraisal which is something most dealers can utilize far better. We have to put more attention on being pro-active rather than simply waiting for…</p>
<p>There's something else I want to mention about placing value on a trade a few steps higher in the sales funnel.</p>
<p>The trade often begins when our retention manager calls one of our service or "positive equity" customers to investigate the possibility of getting them into a new car "near their current payment". And of course we have an on-line appraisal which is something most dealers can utilize far better. We have to put more attention on being pro-active rather than simply waiting for trade opportunities to magically appear. </p>
<p>My dad bought a new car every year and it always began with the phone call from "Mr D" that he just got-in the special-order he knew my dad would want. "Old-school" salesmen knew their customers' needs and wants better with their Rolodexes and file-folders than we do with our CRMs. They had prospects waiting for the trade before it arrived. </p> Vinnie,Russ, Rafeal, Manny,Jo…tag:www.dealerelite.net,2015-07-10:5283893:Comment:4591422015-07-10T15:04:36.672ZChris Saracenohttps://www.dealerelite.net/profile/ChrisSaraceno
<p>Vinnie,Russ, Rafeal, Manny,Joe,Steven,Brian and David Thank you for sharing your thoughts and opinions of the Trade Evaluation. dE appreciates All of your contribution and knowledge.<br/>The best part of dE is our members. Keep On Sharing!</p>
<p>Vinnie,Russ, Rafeal, Manny,Joe,Steven,Brian and David Thank you for sharing your thoughts and opinions of the Trade Evaluation. dE appreciates All of your contribution and knowledge.<br/>The best part of dE is our members. Keep On Sharing!</p> Often forgotten in the Trade…tag:www.dealerelite.net,2015-07-09:5283893:Comment:4587832015-07-09T02:48:40.496ZDavid Ruggleshttps://www.dealerelite.net/profile/DavidRuggles
<p>Often forgotten in the Trade Evaluation is the primary objective in selling big ticket items. That is initiating, developing, and strengthening the relationship with your prospect. Yes, we want to notice flaws in the trade without running it down verbally. But we are looking for golf clubs in the trunk, a spare that's never been down, a new battery, a baby seat, a baseball glove, running shoes, bowling balls, logo hats and jackets, etc. etc. Do you do your own maintenance elicits a…</p>
<p>Often forgotten in the Trade Evaluation is the primary objective in selling big ticket items. That is initiating, developing, and strengthening the relationship with your prospect. Yes, we want to notice flaws in the trade without running it down verbally. But we are looking for golf clubs in the trunk, a spare that's never been down, a new battery, a baby seat, a baseball glove, running shoes, bowling balls, logo hats and jackets, etc. etc. Do you do your own maintenance elicits a variety of answers a sales person can do well with. </p>
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<p>Throw your buyer a curve ball. Don't act like a sales person. Go to the customers trade first. Show interest in it. After all, chances are, you or a fellow sales person could have a possible buyer for that trade. Turn your customer into the sales person, and you into the "buyer." The psychology of the situation turns in your favor quickly based on the consumer's hope for gain. Combine your meet and greet with the Trade Evaluation. What's the worst your customer can say? "I'm not trading in?" That's no disaster. You can still show interest in it and use it as a relationship builder. </p>
<p>Including the trade early makes it more difficult to withhold their trade, then "spring it" later.</p>
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<p>Now if you really want to make this work for you, call the desk and describe the trade to your manager over the phone with your customer present. OR, you could be brilliant and LEAVE your customer to go "conspire" with the manager. You tell me. Which works better? What is the consumer's perception when their sales person leaves them.</p>
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<p>"Will you be using your next vehicle for the same purposes as you used this one?" This is a much more artful way of gaining valuable info than other methods. Always make sure your buyer is with you when you do the Trade Evaluation. Its a waste of time if they aren't. You can't build the relationship, for starters. </p> Good Afternoon Mr. Saraceno,…tag:www.dealerelite.net,2015-07-09:5283893:Comment:4587802015-07-09T01:59:20.226ZBrian Benningtonhttps://www.dealerelite.net/profile/BrianBennington
<p>Good Afternoon Mr. Saraceno, Before I express my admiration for this excellent post, I want to send a greeting out to a friend from our "Rock" days, Vinnie Torrente, who I'm sure remembers "Brian & Pegi with Archer-Profit." He's not only a top-notch "car guy," he has a truly entertaining one-of-a-kind personality that neither of us have forgotten. (Seeing an old friend is just another great benefit of a DE membership.)</p>
<p>Anyway Chris, as outstanding and educational as your "Art…</p>
<p>Good Afternoon Mr. Saraceno, Before I express my admiration for this excellent post, I want to send a greeting out to a friend from our "Rock" days, Vinnie Torrente, who I'm sure remembers "Brian & Pegi with Archer-Profit." He's not only a top-notch "car guy," he has a truly entertaining one-of-a-kind personality that neither of us have forgotten. (Seeing an old friend is just another great benefit of a DE membership.)</p>
<p>Anyway Chris, as outstanding and educational as your "Art of the Trade-in Walkaround" is, it wasn't too surprising as I've learned to expect "cut-above" observations and thought-out suggestions in everything you post. You're definitely a "must read." As to the above, I'd think the adoption of this particular process would help to improve the reputation (and closing expertise) of every car salesperson who utilized it. Now, if only those who could implement it were as serious about it as you.... </p> Cris - "My car has a "little…tag:www.dealerelite.net,2015-07-08:5283893:Comment:4590292015-07-08T23:33:00.077Zsteven chessinhttps://www.dealerelite.net/profile/stevenchessin
<p>Cris - <em><strong>"My car has a "little scratch". (keyed West-to-East) Some touch-up paint took care so it is hard to see .... except really up-close.That isn't going to effect the trade value too much .... will it ?" </strong></em></p>
<p><span>"being overly critical of the trade-in car will offend most customers." They are going to be excessively critical about whatever they are buying so it seems to be fair. If you brought a car to a nice restaurant you can be sure the valet would make…</span></p>
<p>Cris - <em><strong>"My car has a "little scratch". (keyed West-to-East) Some touch-up paint took care so it is hard to see .... except really up-close.That isn't going to effect the trade value too much .... will it ?" </strong></em></p>
<p><span>"being overly critical of the trade-in car will offend most customers." They are going to be excessively critical about whatever they are buying so it seems to be fair. If you brought a car to a nice restaurant you can be sure the valet would make note of every flaw. Possibly even with pictures. One ding on a high-end car and they can expect be sued for thousands. There's no such thing as a "little scratch". </span></p> Thanks for posting this artic…tag:www.dealerelite.net,2014-03-01:5283893:Comment:4122232014-03-01T19:10:10.467ZJoe Clementihttps://www.dealerelite.net/profile/JoeClementi
<p>Thanks for posting this article Chris! There have been a lot of very good idea's that have come out of the discussions. </p>
<p> </p>
<p>Thanks for posting this article Chris! There have been a lot of very good idea's that have come out of the discussions. </p>
<p> </p> Usage Value Technique
http://…tag:www.dealerelite.net,2010-11-06:5283893:Comment:387332010-11-06T09:58:03.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
Usage Value Technique<br />
<a href="http://www.youtube.com/watch?v=eGwqQKzA5b8" target="_blank">http://www.youtube.com/watch?v=eGwqQKzA5b8</a> .
Usage Value Technique<br />
<a href="http://www.youtube.com/watch?v=eGwqQKzA5b8" target="_blank">http://www.youtube.com/watch?v=eGwqQKzA5b8</a> . Working on the Usage Value cl…tag:www.dealerelite.net,2010-11-02:5283893:Comment:376172010-11-02T03:40:55.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
Working on the Usage Value close will have it up ASAP!<br />
<br />
<br />
The secret to the Usage Value coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer! . coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer! .
Working on the Usage Value close will have it up ASAP!<br />
<br />
<br />
The secret to the Usage Value coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer! . coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer! . The secret to the Usage Value…tag:www.dealerelite.net,2010-11-01:5283893:Comment:372732010-11-01T12:14:00.000ZMANNY LUNAhttps://www.dealerelite.net/profile/manny
The secret to the Usage Value coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer!
The secret to the Usage Value coming tonight!<br />
Can anyone share with us your best Idea on how to use this powerful close?<br />
When you learn the powerful technique you should never have any problems with trade difference with a customer!