How to handle trade-in appraisal requests via phone or email
Goals to strive for:
“Can you give me a number on what your dealership will give me for my trade?”
“We’d be happy to. We have access to a fantastic online trade appraisal tool, and it’s right there on our website. Using this tool allows us to provide you an excellent idea of where you stand regarding your trade.
“Here’s some more good news. Our experience with this customer trade appraisal tool is that it’s spot on regarding a fair, actually aggressive bid on your vehicle. However, there is one issue we at [dealership] have with it. It does not take into consideration our dealership’s current and extreme need for local vehicles, especially when they have service records, or at least some customer story behind it.
“We have actually seen the tool come up with very strong numbers, yet when we get the chance to look at the vehicle, we have put anywhere from an additional $1,000 to $1,500 (pick your numbers, or generalize i.e. “a good bit more”). We just ask for the opportunity to look more closely at your vehicle and, of course, take it for a brief road test. Doing this will most likely result in an even more aggressive purchase bid for you.
“I’d like to offer you 2 choices and you simply let me know which approach you are most comfortable with. We can utilize the online appraisal tool in order to get a preliminary number to work with, or what most people have been pleased with is option number 2. We cut to the chase and let [dealership] see the vehicle and get really aggressive on a purchase bid as early as today. Which option would you like to proceed with?”
The Mar-Kee Group are leaders in Automotive, Boat and RV sales training, The Mar-Kee Group takes every effort to ensure our clients and their employees are confident and empowered by the tools we offer. Ultimately, it means happier customers that return time and again to your dealership, increased overall sales, and boosted morale for your sales team. A win-win-win for everyone involved! Contact us with any questions or for more information on our sales training courses and strategies.
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