Many businesses accept trade items into transactions. Master salespeople will determine if a trade item is present or possible during the qualifying process.
When a trade is present, it:%$rsquo;s important only to find out that fact during qualifying. It:%$rsquo;s not the right time to get into discussion about trade value.
I realize that the moment a salesperson asks about a trade item, the customer is eager to ask about trade value. It:%$rsquo;s kind of a natural, however we need to keep trade evaluations out of the qualifying process and defer the evaluation to the appropriate time and place in the process.
You will need an effective technique to make that happen smoothly and without risking confrontation. How you engage your customer in discussions surrounding items to be traded is often critical to the profitability and even the successful completion of the transaction.
Clearly some stores have set trade values, such as a $50 credit for a used stove or refrigerator or a flat $100 credit for a used computer system. That:%$rsquo;s not what I:%$rsquo;m referring to. I:%$rsquo;m talking about a trade that actually needs to be appraised by someone other than yourself.
Often salespeople will speculate on trade values when a customer makes an inquiry. This is a major landmine and it can get your deal killed in a hurry. If someone other than yourself is responsible for the trade appraisal, you have neither the right nor the proper expertise to put a dollar value on the trade item.
The only reason for a sales rep to speculate on a trade value for the customer is for personal ego gratification. No one likes to admit that they don:%$rsquo;t possess the authority or the knowledge to perform a task. As a result, some salespeople fall into the trap of trying to show off their :%$lsquo;expertise:%$rsquo; in the area of trade appraisals.
Defer to the appraisier and save your sale and your credibility.
Good Selling, because 'getting paid is good'!
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