Professional Trade-In of Vehicles

This session has been created for staff responsible for conducting appraisal or inspection of vehicles where the vehicle owner is involved.

The content is suitable for sales and technical staff where customer facing interaction is required through the inspection/appraisal process.

This session is designed to provide the necessary skills to accurately appraise or inspect a trade-in vehicle whilst managing the customer’s expectations.
The intention is to facilitate a positive customer experience through one of the most challenging elements of the sales process that is more likely to result in a successful trade-in purchase and new vehicle sale.
The content follows a logical sequence, from the purpose and function of a trade-in appraisal through to creating a bespoke, best practice approach, allowing the delegates the ability to develop their individual style and practice new skills in the safety of the learning environment.

Through a variety of exercises, the session will engage the delegates and allow them to explore customer emotions throughout the trade-in process and better understand how their behaviours can positively influence an outcome that leads to a sale.
Delegate participation is mandatory and culminates in them creating their own action plans for introducing the new skills learnt into their day-to-day activities.

The Purpose and Function of a Trade-In Appraisal – establishes how important this element of the sales process is and that there are significant customer handling issues, it isn’t all about price.
Customer Expectations – maintaining a focus on the customer emotions and expectations throughout the appraisal process.

How to Carry Out an Accurate Appraisal – how to conduct the appraisal with the customer present and manage expectations.
What is Best Practice Relative to Appraisal – delegates create their own best practice list that is clearly understood and will support their role within the business?
Delegate Feedback – a review of the delegate’s individual plans, behavioural changes that they commit to introduce once back in the business.

CARA Members	€ 300
Non-CARA Members	€ 450