TRADE-IN EVALUATION PROCEDURE ECAR SALES TRAINING

1.Obtain Vehicle Condition Report from the Desk. Complete the top portion with the buyer and proceed to the vehicle for further evaluation.
2.At the car, ask the Buyer to give you the odometer reading. Make sure they look at the odometer and give you the exact mileage. There's a reason for this that will be discussed ahead.
3.3. Say to Buyer, "let me get some additional information on your car, since I must check with our "Used Car Buyer" for a price.
4.Start going over each question on the trade evaluation form and be specific. (This will aid the used car manager in putting a fair market value on the vehicle.)
5.Check entire vehicle for defects. Do not run it down. DO NOT DISCUSS COST OF REPAIRS! Touch the tires, rust, damaged areas-but don't say anything. The Buyer will tell you about their vehicle without you asking direct questions.
6.Remember to check the operation of all equipment, i.e. power options, stereo, air conditioner, etc. Look the interior over.
7.At the trunk, ask for the keys. Check trunk, hood, glove box and console. Open hood and look over the engine while running.
8.Ask Buyer to get into the passenger seat and say, "I NEED TO CHECK THE ENGINE AND PERFORMANCE." (sales associate drives)
9.As you drive, exchange casual conversation (No Qualifying). Become a friend. Remember, you have him/her in a COMFORT ZONE. Before you return to dealership, turn to Buyer and ask, "YOU HAVE A NICE CAR, ARE YOU WILLING TO GIVE IT UP TODAY? This is a perfect time to "test the water." (Remember to collect YESSES).
10.Upon re-entering the dealership, gather your secondary deciders-LEAVE KEYS AND TRADE EVALUATION FORM AT THE DESK--then proceed to your next step.


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