Trade-Ins

Over 85% of car buyers have a trade-in. If there is a trade-in,
price is not the critical issue-it will be allowance, difference or payment. Before
the customer has the opportunity to tell you what he is trading, phrase a question
such as:

“What type of vehicle are you replacing?”
Or
“So, tell me what are you driving now?”

Show interest in other people and what they own to become an interesting
person. Remember, people buy based on feelings.