June 16, 2024 • 16 mins
When you meet a buyer who is solely focused on their trade-in value, it's important to understand what's really going on beneath the surface. There's no one-size-fits-all solution for dealing with trade-in valuations. Instead, it's about developing the mindset and skills of a master sales professional who can adapt to any situation. In today's episode, we've got you covered!
Connect with us at https://preparetowin.com
Call or Text David @ 765-560-7338
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All I want is to know how much you're giving me for
my trade.
How many of you heard thatright On today's episode, we're
going to help you overcome thatand close a profitable sale.
Stay tuned Hi.
(00:22):
I'm David Lowe, the AutomotiveSales Coach, and welcome to
Prepare to Win.
This is a podcast that's reallyfocused on helping you live and
work with excellence, right Tocreate that joy, peace and
satisfaction that can only comefrom the pursuit of your best
self right.
Grace is in dealership today, soI'm coming to you alone.
(00:45):
She says hello, this is a bigtopic, by the way, grace, I
coached her on this when she wasselling and she had some great
successes handling this exactproblem we're facing today,
which is what all I want is toknow what my trade's worth,
right?
So I want to take you throughthe thinking behind this,
(01:05):
because I'm going to tell yousomething.
There's a lot of people outthere who tell you this is what
you do when this happens, andthey want check.
I just want to know the onething I can do.
There's no such thing.
You need a set of thinking, youneed to see the situation
correctly and, yes, you need tohave a professional plan, but
(01:27):
it's not about saying one thingor about doing one thing.
It's about becoming a mastersales professional, right?
That acts and reacts accordingto the preparation and training.
And when somebody brings upsomething like this, we're not
worried about it.
As a matter of fact, we expectit and we're prepared.
So I just want you to thinkabout it for a second.
(01:49):
When someone comes in and allthey care about is their trade,
I always think, hey, what'sgoing on here?
You know what it's really aboutthe whole financial package and
what good is a trade number ifthe price is wrong or the
payments are wrong and we don'teven have a car they want?
Right?
That's what goes through mymind, right, it's not what I
(02:13):
discuss with the buyer right now, but I just.
You know why.
What is happening to make thesepeople so adamant and so right?
I this?
Well, I'm gonna tell you what'shappened.
They've been online.
All your buyers have.
They've been the 12 to 14website.
They've ran their trade andthey're not happy with what
(02:33):
they're seeing, right?
Either they think their car'sworth more duh, everybody does
or they owe more.
A lot, do, right.
And so somebody owes this muchand goes online and finds it's
worth.
This much is probably going tobe a little pissed off, right,
they're a little disappointedand that may come out and feel
(02:57):
like an attack on you thatthey're really coming.
I just want this and it almostfeels personal.
Don't let it be right.
Here's what happens.
We don't control the market.
We know that most peoplefinance their cars too long.
We give them shorter terms asan option and they choose the
(03:18):
long term.
Most people don't put enoughdown and so, just by math,
simple interest, when youcalculate it, it's so hard not
to be upside down when you buy acar if you want to trade it in
a year or two or three years,right.
It takes time to build equity,a lot of time, typically four
years, right.
So we know that this is not ourfault, so don't take it
(03:41):
personally.
Right, and we know they'reupset with where they are, not
with us.
So the first thing is I have tohave my thinking right.
This is critical because Ithink most salespeople get on
the defense, and here's whatsalesmen have been doing for
decades.
Who cares what your trade'sworth if I don't have a car you
want to buy?
Right, you know.
(04:01):
Let's not put the cart beforethe horse.
Now, that is a true statement.
And in today's internet drivenmarketplace, we just have to be
better than that.
You know what I mean.
We have to be better than that.
That doesn't feel good.
It's not the best way to handleit.
I'm going to talk about thatwith you.
The best way to handle it.
So buyer comes in.
How can I help you today?
(04:22):
I just want to know what mytrade's worth.
I don't want to do anythinguntil I do that.
Now let me relate.
I've been through this for somany years three decades.
I'm going to relate a couplestories, actually.
Here's one.
Here's a top one.
I've got many stories aboutthis.
Here's a top one, though.
When I had budget, our used carcenter, we had a used car dealer
(04:44):
sale at the local baseballdiamond.
Right, it's kind of cool.
We're in the parking lot.
I don't know.
It was 10 or 12 of us dealersin a U shape there, and so
everybody brought their you knowthe campers or the trailers for
an office and then had alltheir cars there.
You know what an offsite carsale looks like.
It was kind of successful.
But it's funny You're sittingthere and I was almost in the
(05:06):
last spot this year and it'sfunny.
I watched somebody take it.
It was a Bronco, I believe, ifyou don't know what that is,
right there there's the newBroncos.
This was one of the big oldBroncos, a nice one, but I
watched this person go from onedealership to the next and get
an appraisal.
You know what I mean.
I just watched her.
(05:27):
She went in, they went out toher car Some of them drove it,
some of them didn't.
Then she moved to the nextdealer, right.
She eventually got to me.
So I actually went out to talkto her because I was so curious
about it, right, and she waslike I just want a number on my
trade, right, and so she wasvery adamant on a number for a
(05:48):
trade.
Now what did I witness?
She went from dealership todealership and she hasn't
stopped and driven a car orbought a car.
What does that tell you?
She's got unrealisticexpectations.
Let me ask you this how many ofthose dealerships use the same
market results to determine thevalue, right?
(06:10):
I always say, listen, we don'tvalue your car, we appraise the
condition.
The market values your car, andso every dealer she went to
pulled up the same data and,give or take gave her around the
same amount and she wasdissatisfied with all of them.
Now she was coming to me and shewas going to ask me to do what.
(06:33):
Piss me off, tell me whatyou'll give me for my trade.
That's what would have happened, right?
So I stopped her and saidlisten, I know I couldn't help,
but I watched her go fromdealership to dealership.
I know you've got numbers onyour.
I watched her go fromdealership to dealership.
I know you've got numbers onyour trade.
How do you feel about thosenumbers?
So far she goes.
All you guys are cheaters andliars.
My cars were so much more thanthat.
Right, that was her attitude.
(06:54):
And she went from place to placesetting that stage and most
salesmen, unprepared, reacted.
You know what I told her.
I said you know what I get.
That, and I know howfrustrating it is.
A lot of times.
I know I'm that way.
I always want more for my carthan the market eventually says
is worth.
Can I tell you the truth?
Every one of those dealers isgoing to use market data to
(07:14):
determine what your car is worth.
It's really the marketdetermines it.
It's not my emotion or youremotion or your feelings or my
feelings.
It's what people are buying andselling them, for that
determines, and they all use thesame market, so they're all
going to come up with the samenumber.
And guess what?
So why the market?
Is the market.
Now here's what I can do for you.
(07:36):
I can't change the market, butI do.
I can't stretch the market I'mreally good at that.
But what I'm an expert at istaking that market, stretching
it and helping you put it into awhole financial package that
works for it.
In other words, your trade isonly as good as your entire
financial package, your entiredeal, the car you're getting,
(07:57):
the price of the car you'regetting and the payment details
right.
And so, if you would allow me,I'd love to look at your car.
Of course, you already know themarket.
I want to look at the conditionand see how much I can stretch
the market.
But, most importantly, I wantto help you find a car that
works for you.
And if we find that car, I wantto put a financial package that
(08:17):
works.
I may not be able to make youhappy on the trade, but I
guarantee you I can make youhappy on the whole financial
package.
Would you allow me to do that?
She goes, I guess.
So Okay, brought over one of thesalesmen and said let's go find
a car.
While you're doing that, I'mgoing to do a market valuation.
If you find the car you want, Iguarantee you I will work out
the whole financial package andyou'll be happy.
(08:39):
Go ahead and do that, I'll takecare of this.
Anyway, that gives you thethinking behind this, isn't it
true?
Everything I just said is true.
And, by the way, I've handled somany customers exactly like
that.
I had one at the last store.
I was at VW store.
He's like why can't you guysjust give me a number on my car?
The last three dealerships did.
(09:01):
I said we can and we will,that's easy.
And how many of those cars didyou buy?
She goes well, none of them.
Because the trades weren'tright.
Exactly, you see the samescenario setting up Once again.
I used that same pathway and weput her into a car and she was
happy.
Okay.
So listen, when somebody comesin and they hit you with this
(09:22):
right away.
Listen, when somebody comes inand they hit you with this right
away, don't fight them, beexcited.
Do we need trade-ins?
Rock and roll, we needtrade-ins.
Most dealerships I go to arelike we don't get enough
trade-ins.
Okay, so she's got a car shewants.
She doesn't want a buy numberon, she wants to know what
you're going to give her fortrade.
She's buying a car.
What has she just said?
(09:46):
She just said this car nolonger fits my lifestyle and I
want out of it.
And I want out of it today andI'd like to find a car that fits
my lifestyle.
And right now I'm only focusedon one aspect of the deal,
that's the trade, because themarket or other dealers have
pissed me off, and so that'swhat I want to settle first.
You hear what I'm saying.
Here's the good news you have abuyer.
(10:09):
All we have to do is help herthink better so she can act
better.
Isn't that true?
For her to think better, youhave to think better.
I'm going to just tell yousomething You're not going to
win this battle of the tradewithout building value in you
and what you do.
But I'll tell you what.
We train our dealershipplaybook behind me.
(10:29):
If you're a subscriber, youknow that we have on here
exactly how to handle it.
In this situation where a buyercomes in and that's the first
thing you want, right we havethe sound appraisal tool that is
typically step right.
We welcome people, weunderstand goals.
Then we go look at their tradeIn this case, I just want my
trade number, no-transcript andthey tell you oh, that's exactly
(10:58):
the kind of car we're lookingfor.
Is it here?
Well, let's go ahead and get itlooked at right now.
Come on, you and I let's walkout together.
By the way, I'm David and youare fantastic.
Have you ever bought a car fromus?
Well, thank you for coming.
I sure appreciate it.
And how'd you?
On the way to the car, can Istart my welcome step?
You bet I can.
And when I'm walking around thecar, their car, can I not build
relationship with them?
(11:18):
Boy, this is a nice car.
Boy, you kept this car in nicecondition, right, have you
enjoyed the car?
We compliment the trade, right,we praise the trade, not
appraise the trade.
We praise it, which builds themup.
We're not here to nickel anddime you and we walk around the
car with a silent appraisal.
Right now is not the time to sayall right, lady, let me tell
(11:39):
you why you're not going to getwhat you want.
Let me point out all the thingsthat I have to deduct, deduct,
deduct, deduct.
Right now is the time to buildrelationship.
Walk around the car, ask goodquestions, actively listen,
touch and note the areas thatneed reconditioning, but let
your buyer devalue it themselves.
(12:00):
Right now you're trying tobuild relationship and trust in
you so that they will let youhelp them find the right car.
Right now is not a time to goahead and talk about what has to
happen to the car to get itready for sale.
I could say, hey, what'd youlove about this car?
What things would you changeabout this car?
(12:26):
What reconditioning or servicehave you had recently done to
your car?
What repairs, maintenance andso forth?
If you kept the car, whatmaintenance repair would be
coming up in the next year?
Have a great.
Have you ever had an accident?
Have a comfortable conversationabout the car.
That builds trust andrelationship in you because
ultimately that will build trustand relationship in the number.
Does that make sense Now?
(12:47):
I'm going to tell you right nowthat you're going to face this
on the phone.
This is the funniest one.
Somebody calls from an hour anda half away and wants a number
on their trade right and say,okay, let me go get a number.
Well, if we don't give them anumber, they won't buy.
Listen, I'm not trying to getout and giving them a number.
What I want to do is thinkabout why would somebody call
(13:07):
you from an hour and a half awayabout a trade number?
What has occurred before theycall?
Get inside the buyer's head,understand and have some empathy
for what they're going through.
And I guarantee you, if youapply our process with rigid,
flexibility rigid, I do all thesteps Flexibility I may reorder
(13:29):
the steps in order toaccommodate this buyer.
If you do that, I guarantee youwill build value in you and
value in you turns torelationship and trust and they
will begin to accept the thingsthey can't change.
They can't change the market ontheir car.
We need them to accept that byfocusing on what that whole
(13:53):
financial package.
Okay, we're going through theseepisodes.
We're going through some of thetoughest situations that you
encounter and while there's nolike, just say this one sentence
and you're gold.
There's nothing like that.
There's nothing like that.
But what there is is yoursalesmanship and your skill
(14:13):
level, and that all begins inyour mind.
You've got to get your thinkingright and you've got to prepare
to play with action.
Do you know how to do a greatsilent appraisal?
Do you know how to ask thosegood understand goal questions
and good welcome steps so that,wholesale one, you can go ahead
and overcome their fear andconnect and lead and begin to
(14:37):
help them find the car that theywant.
Does that make sense?
Okay, so today's episode what Iwant to talk to you about is how
do you get this out of the way,and that's the way you do it.
Now let me leave you with this.
Most of the time, you bringthem in and you're going to
finish logging them intocomputer.
I'm going to turn this into ourused car appraiser or manager,
whatever language yourdealership uses.
(14:59):
And since we've got some time,why don't we go ahead and pick
out the car so I can make youoffer, not just on your trade,
but on the whole financialpackage by the time you suggest
that you have the relationshipand trust you need for them to
say that makes sense.
All right, I'm hoping that thishas been a benefit to you.
I know that most people haven'tbeen prepared.
(15:21):
Most salespeople haven't beenprepared for these kind of
things, and I'm going to tellyou I've been using this for
over three decades and thisthinking and this process will
work for you too.
Thank you for watching, thankyou for listening.
However, you're doing that andif you're not a subscriber, if
you're not a partner, hit us up.
We'll show you how simple andaffordable it is to become an
(15:42):
ongoing partner.
I have 24-7 access to ourplaybook If you are a partner.
Thank you so much, and rememberyou've got the bike.
Now ride it right.
You have the tool.
Make sure that you commityourself to daily becoming
better today than you wereyesterday by watching one short
five-minute video and thinkingit through and, if needed,
practice and develop that skillset Good selling.
All I want is to know how much you're giving me for
my trade.
How many of you heard thatright On today's episode, we're
going to help you overcome thatand close a profitable sale.
Stay tuned Hi.
(00:22):
I'm David Lowe, the AutomotiveSales Coach, and welcome to
Prepare to Win.
This is a podcast that's reallyfocused on helping you live and
work with excellence, right Tocreate that joy, peace and
satisfaction that can only comefrom the pursuit of your best
self right.
Grace is in dealership today, soI'm coming to you alone.
(00:45):
She says hello, this is a bigtopic, by the way, grace, I
coached her on this when she wasselling and she had some great
successes handling this exactproblem we're facing today,
which is what all I want is toknow what my trade's worth,
right?
So I want to take you throughthe thinking behind this,
(01:05):
because I'm going to tell yousomething.
There's a lot of people outthere who tell you this is what
you do when this happens, andthey want check.
I just want to know the onething I can do.
There's no such thing.
You need a set of thinking, youneed to see the situation
correctly and, yes, you need tohave a professional plan, but
(01:27):
it's not about saying one thingor about doing one thing.
It's about becoming a mastersales professional, right?
That acts and reacts accordingto the preparation and training.
And when somebody brings upsomething like this, we're not
worried about it.
As a matter of fact, we expectit and we're prepared.
So I just want you to thinkabout it for a second.
(01:49):
When someone comes in and allthey care about is their trade,
I always think, hey, what'sgoing on here?
You know what it's really aboutthe whole financial package and
what good is a trade number ifthe price is wrong or the
payments are wrong and we don'teven have a car they want?
Right?
That's what goes through mymind, right, it's not what I
(02:13):
discuss with the buyer right now, but I just.
You know why.
What is happening to make thesepeople so adamant and so right?
I this?
Well, I'm gonna tell you what'shappened.
They've been online.
All your buyers have.
They've been the 12 to 14website.
They've ran their trade andthey're not happy with what
(02:33):
they're seeing, right?
Either they think their car'sworth more duh, everybody does
or they owe more.
A lot, do, right.
And so somebody owes this muchand goes online and finds it's
worth.
This much is probably going tobe a little pissed off, right,
they're a little disappointedand that may come out and feel
(02:57):
like an attack on you thatthey're really coming.
I just want this and it almostfeels personal.
Don't let it be right.
Here's what happens.
We don't control the market.
We know that most peoplefinance their cars too long.
We give them shorter terms asan option and they choose the
(03:18):
long term.
Most people don't put enoughdown and so, just by math,
simple interest, when youcalculate it, it's so hard not
to be upside down when you buy acar if you want to trade it in
a year or two or three years,right.
It takes time to build equity,a lot of time, typically four
years, right.
So we know that this is not ourfault, so don't take it
(03:41):
personally.
Right, and we know they'reupset with where they are, not
with us.
So the first thing is I have tohave my thinking right.
This is critical because Ithink most salespeople get on
the defense, and here's whatsalesmen have been doing for
decades.
Who cares what your trade'sworth if I don't have a car you
want to buy?
Right, you know.
(04:01):
Let's not put the cart beforethe horse.
Now, that is a true statement.
And in today's internet drivenmarketplace, we just have to be
better than that.
You know what I mean.
We have to be better than that.
That doesn't feel good.
It's not the best way to handleit.
I'm going to talk about thatwith you.
The best way to handle it.
So buyer comes in.
How can I help you today?
(04:22):
I just want to know what mytrade's worth.
I don't want to do anythinguntil I do that.
Now let me relate.
I've been through this for somany years three decades.
I'm going to relate a couplestories, actually.
Here's one.
Here's a top one.
I've got many stories aboutthis.
Here's a top one, though.
When I had budget, our used carcenter, we had a used car dealer
(04:44):
sale at the local baseballdiamond.
Right, it's kind of cool.
We're in the parking lot.
I don't know.
It was 10 or 12 of us dealersin a U shape there, and so
everybody brought their you knowthe campers or the trailers for
an office and then had alltheir cars there.
You know what an offsite carsale looks like.
It was kind of successful.
But it's funny You're sittingthere and I was almost in the
(05:06):
last spot this year and it'sfunny.
I watched somebody take it.
It was a Bronco, I believe, ifyou don't know what that is,
right there there's the newBroncos.
This was one of the big oldBroncos, a nice one, but I
watched this person go from onedealership to the next and get
an appraisal.
You know what I mean.
I just watched her.
(05:27):
She went in, they went out toher car Some of them drove it,
some of them didn't.
Then she moved to the nextdealer, right.
She eventually got to me.
So I actually went out to talkto her because I was so curious
about it, right, and she waslike I just want a number on my
trade, right, and so she wasvery adamant on a number for a
(05:48):
trade.
Now what did I witness?
She went from dealership todealership and she hasn't
stopped and driven a car orbought a car.
What does that tell you?
She's got unrealisticexpectations.
Let me ask you this how many ofthose dealerships use the same
market results to determine thevalue, right?
(06:10):
I always say, listen, we don'tvalue your car, we appraise the
condition.
The market values your car, andso every dealer she went to
pulled up the same data and,give or take gave her around the
same amount and she wasdissatisfied with all of them.
Now she was coming to me and shewas going to ask me to do what.
(06:33):
Piss me off, tell me whatyou'll give me for my trade.
That's what would have happened, right?
So I stopped her and saidlisten, I know I couldn't help,
but I watched her go fromdealership to dealership.
I know you've got numbers onyour.
I watched her go fromdealership to dealership.
I know you've got numbers onyour trade.
How do you feel about thosenumbers?
So far she goes.
All you guys are cheaters andliars.
My cars were so much more thanthat.
Right, that was her attitude.
(06:54):
And she went from place to placesetting that stage and most
salesmen, unprepared, reacted.
You know what I told her.
I said you know what I get.
That, and I know howfrustrating it is.
A lot of times.
I know I'm that way.
I always want more for my carthan the market eventually says
is worth.
Can I tell you the truth?
Every one of those dealers isgoing to use market data to
(07:14):
determine what your car is worth.
It's really the marketdetermines it.
It's not my emotion or youremotion or your feelings or my
feelings.
It's what people are buying andselling them, for that
determines, and they all use thesame market, so they're all
going to come up with the samenumber.
And guess what?
So why the market?
Is the market.
Now here's what I can do for you.
(07:36):
I can't change the market, butI do.
I can't stretch the market I'mreally good at that.
But what I'm an expert at istaking that market, stretching
it and helping you put it into awhole financial package that
works for it.
In other words, your trade isonly as good as your entire
financial package, your entiredeal, the car you're getting,
(07:57):
the price of the car you'regetting and the payment details
right.
And so, if you would allow me,I'd love to look at your car.
Of course, you already know themarket.
I want to look at the conditionand see how much I can stretch
the market.
But, most importantly, I wantto help you find a car that
works for you.
And if we find that car, I wantto put a financial package that
(08:17):
works.
I may not be able to make youhappy on the trade, but I
guarantee you I can make youhappy on the whole financial
package.
Would you allow me to do that?
She goes, I guess.
So Okay, brought over one of thesalesmen and said let's go find
a car.
While you're doing that, I'mgoing to do a market valuation.
If you find the car you want, Iguarantee you I will work out
the whole financial package andyou'll be happy.
(08:39):
Go ahead and do that, I'll takecare of this.
Anyway, that gives you thethinking behind this, isn't it
true?
Everything I just said is true.
And, by the way, I've handled somany customers exactly like
that.
I had one at the last store.
I was at VW store.
He's like why can't you guysjust give me a number on my car?
The last three dealerships did.
(09:01):
I said we can and we will,that's easy.
And how many of those cars didyou buy?
She goes well, none of them.
Because the trades weren'tright.
Exactly, you see the samescenario setting up Once again.
I used that same pathway and weput her into a car and she was
happy.
Okay.
So listen, when somebody comesin and they hit you with this
(09:22):
right away.
Listen, when somebody comes inand they hit you with this right
away, don't fight them, beexcited.
Do we need trade-ins?
Rock and roll, we needtrade-ins.
Most dealerships I go to arelike we don't get enough
trade-ins.
Okay, so she's got a car shewants.
She doesn't want a buy numberon, she wants to know what
you're going to give her fortrade.
She's buying a car.
What has she just said?
(09:46):
She just said this car nolonger fits my lifestyle and I
want out of it.
And I want out of it today andI'd like to find a car that fits
my lifestyle.
And right now I'm only focusedon one aspect of the deal,
that's the trade, because themarket or other dealers have
pissed me off, and so that'swhat I want to settle first.
You hear what I'm saying.
Here's the good news you have abuyer.
(10:09):
All we have to do is help herthink better so she can act
better.
Isn't that true?
For her to think better, youhave to think better.
I'm going to just tell yousomething You're not going to
win this battle of the tradewithout building value in you
and what you do.
But I'll tell you what.
We train our dealershipplaybook behind me.
(10:29):
If you're a subscriber, youknow that we have on here
exactly how to handle it.
In this situation where a buyercomes in and that's the first
thing you want, right we havethe sound appraisal tool that is
typically step right.
We welcome people, weunderstand goals.
Then we go look at their tradeIn this case, I just want my
trade number, no-transcript andthey tell you oh, that's exactly
(10:58):
the kind of car we're lookingfor.
Is it here?
Well, let's go ahead and get itlooked at right now.
Come on, you and I let's walkout together.
By the way, I'm David and youare fantastic.
Have you ever bought a car fromus?
Well, thank you for coming.
I sure appreciate it.
And how'd you?
On the way to the car, can Istart my welcome step?
You bet I can.
And when I'm walking around thecar, their car, can I not build
relationship with them?
(11:18):
Boy, this is a nice car.
Boy, you kept this car in nicecondition, right, have you
enjoyed the car?
We compliment the trade, right,we praise the trade, not
appraise the trade.
We praise it, which builds themup.
We're not here to nickel anddime you and we walk around the
car with a silent appraisal.
Right now is not the time to sayall right, lady, let me tell
(11:39):
you why you're not going to getwhat you want.
Let me point out all the thingsthat I have to deduct, deduct,
deduct, deduct.
Right now is the time to buildrelationship.
Walk around the car, ask goodquestions, actively listen,
touch and note the areas thatneed reconditioning, but let
your buyer devalue it themselves.
(12:00):
Right now you're trying tobuild relationship and trust in
you so that they will let youhelp them find the right car.
Right now is not a time to goahead and talk about what has to
happen to the car to get itready for sale.
I could say, hey, what'd youlove about this car?
What things would you changeabout this car?
(12:26):
What reconditioning or servicehave you had recently done to
your car?
What repairs, maintenance andso forth?
If you kept the car, whatmaintenance repair would be
coming up in the next year?
Have a great.
Have you ever had an accident?
Have a comfortable conversationabout the car.
That builds trust andrelationship in you because
ultimately that will build trustand relationship in the number.
Does that make sense Now?
(12:47):
I'm going to tell you right nowthat you're going to face this
on the phone.
This is the funniest one.
Somebody calls from an hour anda half away and wants a number
on their trade right and say,okay, let me go get a number.
Well, if we don't give them anumber, they won't buy.
Listen, I'm not trying to getout and giving them a number.
What I want to do is thinkabout why would somebody call
(13:07):
you from an hour and a half awayabout a trade number?
What has occurred before theycall?
Get inside the buyer's head,understand and have some empathy
for what they're going through.
And I guarantee you, if youapply our process with rigid,
flexibility rigid, I do all thesteps Flexibility I may reorder
(13:29):
the steps in order toaccommodate this buyer.
If you do that, I guarantee youwill build value in you and
value in you turns torelationship and trust and they
will begin to accept the thingsthey can't change.
They can't change the market ontheir car.
We need them to accept that byfocusing on what that whole
(13:53):
financial package.
Okay, we're going through theseepisodes.
We're going through some of thetoughest situations that you
encounter and while there's nolike, just say this one sentence
and you're gold.
There's nothing like that.
There's nothing like that.
But what there is is yoursalesmanship and your skill
(14:13):
level, and that all begins inyour mind.
You've got to get your thinkingright and you've got to prepare
to play with action.
Do you know how to do a greatsilent appraisal?
Do you know how to ask thosegood understand goal questions
and good welcome steps so that,wholesale one, you can go ahead
and overcome their fear andconnect and lead and begin to
(14:37):
help them find the car that theywant.
Does that make sense?
Okay, so today's episode what Iwant to talk to you about is how
do you get this out of the way,and that's the way you do it.
Now let me leave you with this.
Most of the time, you bringthem in and you're going to
finish logging them intocomputer.
I'm going to turn this into ourused car appraiser or manager,
whatever language yourdealership uses.
(14:59):
And since we've got some time,why don't we go ahead and pick
out the car so I can make youoffer, not just on your trade,
but on the whole financialpackage by the time you suggest
that you have the relationshipand trust you need for them to
say that makes sense.
All right, I'm hoping that thishas been a benefit to you.
I know that most people haven'tbeen prepared.
(15:21):
Most salespeople haven't beenprepared for these kind of
things, and I'm going to tellyou I've been using this for
over three decades and thisthinking and this process will
work for you too.
Thank you for watching, thankyou for listening.
However, you're doing that andif you're not a subscriber, if
you're not a partner, hit us up.
We'll show you how simple andaffordable it is to become an
(15:42):
ongoing partner.
I have 24-7 access to ourplaybook If you are a partner.
Thank you so much, and rememberyou've got the bike.
Now ride it right.
You have the tool.
Make sure that you commityourself to daily becoming
better today than you wereyesterday by watching one short
five-minute video and thinkingit through and, if needed,
practice and develop that skillset Good selling.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Therapy Gecko
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.