The Appraisal Opportunity 

What dealers do at this part of the sales process is a real mixed bag, but you may be leaving a lot of $$$ on the table if you are not doing it well.

Aside from the old language of ‘De-valuing’ a customers vehicle, in my experience the majority of sales people have no clue to the bigger ‘Why’ we the appraisal part needs to be done properly with every possible lead, or really ‘How’ to do it effectively. 

I’m not talking about going through the motions with their iPad, I’m talking about the psychology of how to influence their customer to trade-in their vehicle with you for a win-win. 

What’s your process in reference to the apprasial, and what would getting over half your customers to trade in their vehicle mean to the rest of your business?