Lesson Elements
- 23 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 11 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Summarize the difference between evaluating a customer’s trade and appraising it.
- Discuss the things that have gotten your customer emotionally connected to their trade.
- Outline ways that consumers determine the value of their trade.
- Identify the online trade appraisal tool on your dealership website.
- Discuss the information you need to gather to add to your dealership’s trade evaluation form.
- Explain how you can get a customer to interact with you during the trade evaluation process.
- List questions that you can ask customers to get realistic responses about the condition of their trade.
The Trade-In Evaluation
- Evaluation, Not Valuation
- Get Your Customer Involved In The Evaluation
- Your Customer Is Emotionally Connected To Their Vehicle
- Your Job Is To Evaluate, Not Value
- They Liked It Or They Needed It
- How Consumers Get Their Perceived Trade Value
- Consumer-Trusted Valuation Resources
- Other Drivers Of Perceived Value
- Respect Your Customer’s Perceived Value Of Their Trade
- Consumer Research On KBB.com
- KBB’s Vehicle Condition Definitions
- Your Dealership’s Online Trade Tool
- Exercise #1: Find Your Trade Valuation Tool
- Exercise #2: Find Your Digital Retailing Tool
- Your Dealership’s Trade Evaluation Form
- Ask Key Questions During The Collaborative Evaluation
- Questions That Need Answers
- The Evaluation Is Not Misleading The Customer
- The Physical Walk-Around
- Explore The Lesson: Selecting A Vehicle To Demo
