Use BATNA Before Trade-In Talks
Evaluate a trade-in objection by translating the customer's alternative into comparable terms.
Do not fight a trade-in anchor. Translate it. The teach BATNA means the best alternative if this negotiation does not reach agreement. In trade-in conversations, customers often bring a number that feels like a BATNA but may really be an anchor. Your job is to find whether it is real, final, convenient, and comparable. What to compare Compare inspection status, expiration, reconditioning deductions, payoff handling, sales tax credit, title timing, and customer effort. The goal is not to make the outside offer look bad. The goal is to help the customer choose with complete information. Common trap The trap is…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in