Home » Blogs » Service Providers » Sure, we’ll be happy to take your trade-in

Sure, we’ll be happy to take your trade-in

Most motorcycle dealerships fund their used inventory out of cash, and when cash is tight the outcome is often a reluctance to even consider taking a trade-in.  On the other hand, we also know that the most successful salespeople make buying a new motorcycle from their dealership as easy as possible, and removing a shopper’s old motorcycle as an obstacle is often an important psychological step for the shopper to seriously consider buying a new motorcycle.

How can we make it as easy as possible to buy a new motorcycle when we know that we really don’t want (or more accurately can’t afford) a shopper’s trade-in?  The answer is for the salesperson to put a “stake in the ground” up front; asking whether the shopper has a trade-in, then saying, “We would be happy to take your motorcycle as a trade-in … of course you will do much better selling it yourself … but if you just don’t want the hassle we will be happy to take it as a trade-in.”

By putting this stake in the ground, the salesperson has set trade-in pricing expectations; has communicated that the old motorcycle doesn’t have to be an obstacle; and has set the tone that the salesperson and this dealership will be helpful.

Click here for reuse options!
Copyright 2010 Powersports Business

One comment

  1. You are spot on, Fran!
    And, I would add that dealers can safely and easily never turn down a trade by 1.) using National Powersport Auctions' Value Guide (shows what units have been currently selling for @ auction) through their website, http://www.npauctions.com, and by 2.) having NPA sell the unit as a consignment.
    As a matter of fact, if retail is slow, dealers can introduce a whole new revenue and profit center to their business by advertising that they buy bikes...regardless of trade intention...w/ the goal of selling at auction.


    Leave a Reply

    Your email address will not be published. Required fields are marked *