Best ways to present a trade number?

Bart Wilson

We all know that the trade process can make or break a deal.  What are some of the tactics you use to present the number to a customer?  What works and what doesn't?

Morgan Hardy

Since we are a KBB buying center, we walk through the KBB Instant Cash Offer with the customer before management does the actual appraisal. A lot of times, the Instant Cash Offer offends or upsets the customer but at least management would know this going into the appraisal process. 

Mark Rask

we also use kbb ico 

Bart Wilson

What is so upsetting about the ICO?  Is it just that is so low?

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