Welcome to Sales Manager Success Tips.
This is PART II of 8 Ways to WIN MORE TRADE-INS. This will be numbers 2 through 5.
2 - Review the Vehicle Inspection Checklist.
If (as part of your used vehicle reconditioning process) you have a 90, 120, 150- point Vehicle Inspection, have your Sales Consultants show a laminated version of the checklist to every customer prior to the vehicle appraisal. This will inform customers as to how thorough your appraisal process is and specifically what the Appraiser will be assessing.
3 - Have the Appraiser Meet the Customer Before Appraising the Vehicle.
In most dealerships the customer never meets the Appraiser. Hence, having the Appraiser meet every customer prior to the trade-in appraisal will have your dealership stand out amongst the competitors – a competitive advantage. Customers are also more accepting of the trade-in value because they have met the Appraiser and trust and likeability has been established.
4 - Allow the Customer to Join the Appraiser During the Appraisal.
Allow the customer the choice of continuing on with the sale with their Sales Consultant or joining the Appraiser while they examine and road test the trade-in vehicle. This builds a relationship with the Appraiser and establishes both rapport and trust in the appraisal process.
5 - Introduce Your Appraisal and Auction Technology.
If your dealership employs tools such as vAuto®, CARFAX Vehicle Valuation Reports®, EBlock® or TradeRev® introduce customers to your technology. If your dealership has an open concept tower (a SUPERdesk) where the Sales Managers work, invite customers to sit behind the tower to see the impressive bank of computer screens and software utilized to establish the market value of their vehicle. Otherwise, simply show customers how you upload their vehicle information into cell phones and launch them onto nation-wide auctions.
Join me for PART III for more Success Tips to WIN MORE TRADE-INS!
Also join us for our next 3-day Sales Manager Academy and 1-day SUPERdesking Workshop - both LIVE and ONLINE.
I’m Chris Schulthies
Chris Schulthies is the president of Toronto-based Wye Management. Wye Management provides sales and management training (showroom and digital) for dealerships, dealer groups, OEMs and industry suppliers in Canada and the U.S.
E-mail: cschulthies@wyemanagement.com
Cell: 416.908.6346
