Silent Appraisals

This question of for the dealership personnel as well as the sales trainers out there. Do you still encourage and teach your sales staffs how to perform Silent Appraisals on customer trade-ins? I have used with with plenty of success but I am learning that it has become a lost art.

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Permalink Reply by Sandy P. Cerami on September 21, 2010 at 11:36am

Scott,

I still train with the "Silent Appraisal" step, or as we refer to it, "Silent Trade Assessment". How in the world can we stress the importance, value and credibility of our appraisal if we do not engage the customer and remove the "cloak of secrecy" that surrounds the whole process? So...I am a proponent and can't imagine any reasons, other than laziness or a fundamental lack of awareness for the customer perspective on the process, not to perform this step.

Great question and thanks for the opportunity to share thoughts...

Regards,
Sandy P. Cerami
Applied Selling Dynamics, LLC
Professional Speaker/Business Coach & Consultant/Trainer
spc@appliedselling.com
201.753.1234