Here are some questions that will give you great information on
what motivates your buyer:
• What brought your customer to THIS dealership? Repeat
customer? Advertising? Internet? Saw the car on the lot?
• What made your customer choose THIS vehicle? Did something
change in your customer’s lifestyle from the last vehicle
to this one?
• Is this purchase a want or is it a need?
• What did your customer do to prepare his current vehicle to be
traded in?
• Ask your appraiser what kept them from giving the “best” trade
allowance for the customer’s vehicle? Appearance? Body
work? Mechanical issues? High Mileage? Age of the vehicle?
If you have a favorite question that gets you great selling information,
send it to us and we will spotlight it in the next newsletter.
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