The negotiation-box reserved for setting the customer’s trade-in price. The selling-strategy of this “box” is to repeat, many times, very low trade-in values to “shock” the customer into believing their trade-in is “worthless” to the dealership. These low trade-in values are repeated, several times over, before the closer leaves the “box” to continue the selling-process. Once, the closer takes “control” of the front-line salesman’s customer, he then continues to “shock” the customer with repeated “low trade-in value” offers, until they finally “believe” and accept the dealer’s offer as the truth.
February 5th, 2009
Tags: Business
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