Disproving kbb.com's Used Car Values - Using TIM. Kelly Blue Book does NOT provide accurate data to consumers regarding their trade-ins. However, unless you can prove it by using KBB's parent company YOU LOSE. This video illustrates a "real life" scenario. Joe, like many consumers, went to KBB to get the "value" for his 2012 Honda Pilot EXL 2WD. KBB gave him a "private sale" value (mistake #1) of $23,300. He forgot to change the default for the Pilot from 4WD to 2WD (mistake #2), and he felt his 3 year-old, 60,0000 mile Pilot that had been in an accident was in "very good" condition (mistake #3). We offered him $17,000 and of course he wasn't happy. We took him back to KBB and together corrected his mistakes; KBB reduced the "value" to $18,993. However, once we asked KBB/AutoTrader to pull out their checkbook and make an offer things changed - dramatically. I pointed out to Joe that KBB originally asked only six questions before providing a value. But when the checkbook comes out the number of questions increased significantly. If you don't use this trade justification you just don't like money. By the way, the check KBB/AutoTrader was will to write was $13,729! It certainly made our offer of $17,000 look more than fair!
Tags: Disproving kbb.com's Used Car Values - Using TIM, Automotive Sales Training, Steve Richards, RedZone, Automotive, Car Sales Training, RedZone Sales Logic, automotive sales tips, automobile industry, automotive sales people, car sales people, closing, Objection handling, trade objection