NetForum - Message Replies

Forum: Idea Exchange

Topic: Overcoming Objections

Posted by: Joe Boyer (jboyer@ocslink.com )
Organization:Neil Norton Cadillac/Pontiac
Date posted: Wed Jun 30 3:37:24 EDT 1999
Subject: "I Was Offered More For My Trade At..."
Message:
When discussing trade-in value, the customer frequently acts offended and says "XXX across town already offered me (unrealistic amount) more than that!" or "If I can't get (unrealistic amount) for my car, there's no deal." Any suggestions would be appreciated. Joe Boyer

Subject: Trade Value
Reply Posted by: Randy May (dickscountrydodge@yahoo.com )
Organization: Dick's Country Dodge
Date Posted: Sun Sep 2 14:44:44 2001
Message:
I really like what Paul said about exploring why they did not do business with the dealer that gave them the offer. I have used that many times. Sometimes it is a color, equipment, service issue and that can be used to close the deal. I have also offered to sell them ours and have them go back to the dealer to have them buy theirs. At that point they usually say, "well that was on trade-in". Then I point out that if they are making a lot of money on a vehicle you are buying they will sometimes move the money around and make it appear you are getting much more for your trade-in that you are. Mr. Customer, I do not want earn your business by tricky maneuvers or smoke and mirror tactics. I would like to earn your business by offering you good service, a fair price our and a fair price on your and all the numbers up front and still being here if you have a question next month. Does that sound fair to you? If I get a Yes, go for the close or question why and get another commitment.

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