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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 ...

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 ...

How to determine your vehicle's trade-in value
Загружен 6 апреля 2016
Don knows that, when you're looking for a new car, you typically want to know what your current car is worth. On the Smail Ford website, there's a way to get ...

If Your Prospect Leaves; Make Your Competition Miserable!
Загружен 9 мая 2014
Let's face it; no one can close everyone the first time in. Some people are going to shop regardless of how good a job a sales person does. When the prospect ...

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 ...

Smart Price Justifications
Загружен 29 октября 2013
Consumer are MISINFORMED about how much money car dealers make. Consumers don't believe us when we tell them they are getting "a good deal".

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 ...

Reducing Trade Expectations Without the Normal Trash Talk
Загружен 27 июля 2012
Most sales people trash a customer's trade in a misguided effort to justify the trade value. It is offensive and ineffective, but taught by most trainers. Stop the ...

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

Steve Richards Communicates "As-Is"
Загружен 16 июля 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 ...

Handling the Payment Objection - The "Big Picture" Strategy
Загружен 21 февраля 2014
Using the "Net Payment" or "Big Picture" Strategy to Justify the Monthly Payment. This video gives you a view of how the numbers flow when using this payment ...

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