Split Allowance

Another great closing technique is the Split Allowance. Offer to give the customer a check for half the value of his trade- in and apply the other half to the purchase of his new vehicle.

Remember, over-allowance and discount have no tangible value to the customer. Use cash and/or rebates which may be incentive enough for your prospect to make the purchase. The customer may wonder if you give an over-allowance, where does the over-allowance come from? Or if you give a discount, where does the discount come from? Any time you give a discount, give a good reason. If not, you are just giving them back what they perceive as an over-charge.