Handling the Trade In

When it comes to a trade, you have two (2) choices. First, you can have a buyer for the trade-in, or, secondly you are going to shop the trade. In the first scenario, “you have a buyer for the trade” implies that you are going to get top dollar for the vehicle and adds urgency to the deal. You are suggesting that the buyer act now while you have a buyer that is willing to pay top dollar for his/her trade. In the second scenario, “you are going to shop the trade” implies that you are going to try to get top dollar for the trade but that it is going to take some work on your part.This may be a good reason for the customer to drive your car and leave his trade while you get some buyers to look at it. This technique is often referred to as “DeHorsing” the customer, and should only be done with management approval.