Trade-In Prices

Among the many excellent questions put to me in today's training was "How can you handle it when a client ( through no fault of their own ) has an 'impossible' expectation of what their trade-in should be worth?" ( Ever heard this? ).

I suggested asking the client how they got that expectation for their trade-in price. Some of the most frequent answers that I then provided ideas for answering included:

1. The insurance company ( NRMA, etc. ) valued it at that price.

2. The Red Book/Glass' Guide/ Kelley Blue Book, etc. valued it at this price.

3. You have a car just like mine in your used vehicle stock for that price.

4. I simply want that much for it - that's it.

5. I only budgeted for a change-over of $ XXX.

6. They are advertised in the paper all the time for that price.

7. I can sell it privately for that price.

If you are an Auto Client and would like to know more about the ideas for answering for these situations? Contact us via our Contact Page.