Auto Service Advisor Sales Tip: When selling auto repair service, don’t skip steps.

Auto Service Advisor Sales Tip: When selling auto repair service, don’t skip steps.


hi hey Dodge or Zeke’s automotive training institute love the emails love the comments I get it you need to sell more I’m hearing it all the time so let’s talk about this four parts to a sale you have value need relationship urgency so let’s talk about value we do a terrible terrible job with value let’s talk about a drill so why don’t we buy a drill we buy a drill because we want what three seconds a hole yes a nice nap neat round hole so why don’t I buy a cheap zero to buy a hole or drill a hole and everything because of the features you got a thirty thirty dollar drill that’ll go through drywall it was $600 drill well maybe I need that for hardened concrete so explain the features behind the drill and when you do that then that will build the value for automotive what do people say what they call on the phone do they want to break inspection no they want a price on breaks why because that’s what they know they know the dollar they don’t understand what you’re going to do they know the dollar so what do we got to do we gotta sell the appointment what is the value of the appointments the benefit of the point better for the appointment is we could give you an accurate estimate by a certified experienced technician the value is we’re going to take a fair test drive by a certified technician he’s going to feel the brakes he’s got to feel the pulsation he’s going to listen to the noises put it in the bag take the tires off put it in the air measure the rotors measure the brake pads go through the whole process of the brake inspection to build that value they’ll come in when you’re making the sale then what you need to do is you need to explain the value of the brake job don’t say mrs. Jones it’s going to be seven hundred dollars because you need pads rotors and calipers that doesn’t mean anything they don’t know what that means they don’t even care so what you have to do is go through the process of what you’re going to do the benefit is you’re going to be able to brake you won’t have any problems it’ll be safe reliable car to drive the process of doing the brakes row to take the tires off we take the calipers off we’re going to place the brake pads maybe you’re going to place the runners maybe we’re going to turn the rotors or to shave the the metal off there so it’s nice and true and flat explain all the process that’s the value so they see that Wow you’re going to do a lot for that seven hundred dollars I get it now listen stop your cutting this thing everyone’s doing I see it all the time stop it you’ll sell more and the customer will be happy you’ll win a customer that’s what we’re here to do not to sell stuff so anyway George zieks automotive training institute as always looking for your comments looking for your suggestions have a good day


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