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Don't Take the Blame for Your Prospect's Trade-in Value!

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Don't Take the Blame for Your Prospect's Trade-in Value!
Загружен 29 июля 2012
Here is a bulletin; your used car manager or whomever appraises customer trade-ins don't determine what a car is worth. They only decide what your store will ...

When Your Prospect Tells YOU What Their Trade is Worth...
Загружен 29 июля 2012
This video illustrates how to communicate in a non-confrontational manner when they object to the trade value by volunteering their number. Asking the ...

Defusing Your Prospect's "Shop Around Threat"
Загружен 30 июля 2012
Prospects do this every day; we're taught them and anyone who "advises" consumers how to buy a car teach them every day. They work (grind) the sales person ...

Presenting the Numbers and Defending the Trade-in Value
Загружен 21 января 2014
Telling the Fix & Clean Story Most sales people use some sort of reconditioning defense of the trade number; most of the time this sales strategy presented in a ...

The Trade Walk - Critical if You Want to Know Your Customer
Загружен 2 октября 2014
This is NOT the archaic "silent walk-around". This is the opposite. Though this video doesn't have the customer with us, they really should be. The early trade ...

Helping the Customer Understand the Trade-in Value
Загружен 25 июля 2012
This video illustrates how to communicate more efficiently with the prospective customer. Telling the prospect how much we have to spend to recondition the ...

Defending the Trade Value - Using a Proven Strategy, Not BS
Загружен 7 февраля 2013

Overcoming Objections: What's My Trade-In Worth?
Загружен 29 января 2015
What's My Trade-In Worth? is another one of those questions that we need to handle like an objection - especially when we're asked this over the phone. In this ...

When Your Customer Says They "need to shop around"
Загружен 28 июля 2012
Consumers have learned to use this as their last negotiating ploy and, because most retail sales processes prevent the prospect from easily determining when ...

Returning to the Sales Desk Without Losing Your Negotiating Credibility
Загружен 19 августа 2013
This video illustrates how to use a better organized, kinder, and gentler "take-away" strategy to handle the trade objection.

How to Stop the "Shopper"!
Загружен 29 октября 2013
Consumer are MISINFORMED about how much bigger a discount they can get by shopping. Consumers don't believe us when we tell them they are getting "a ...

Defending the Trade-Retail Life Miles
Загружен 12 сентября 2011
This is a factual and logical justification strategy, that once mastered, will provide your prospect the best explanation of why their trade is worth what it's worth.

Defending the Trade - Retail Life, Miles
Загружен 12 сентября 2011
This is yet another rendition of a powerfully effective trade justification strategy.

Steve Richards Presents and Sells the Numbers and Justifies the Trade Value
Загружен 11 июля 2013
Notice the "split the difference" or "meet me halfway" tactics are NEVER used. This type of negotiation tactic is what gives sales their buffoonish reputation and ...

Defending the Trade, Using the Retail Life (Years version) Strategy
Загружен 29 мая 2012
The customer is going to object to the trade-in value, almost every time. Most sales people, if they defend the number at all, use sales strategies that are forty ...

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