Assuming The Sale: A Consultant Role Builds Confidence And Trust With Customers
Sales experts agree that when you assume you already made a sale, it can be a powerful tool for increasing the probability that you can actually close it.
VIDEO: Using Visuals To Sell Service
Adam Redling explains how visuals can help educate your customers about what they are getting for their service investment, making your job of closing the sale that much easier. Sponsored by NGK.
Ask For Permission To Discuss Price Last
When your advisors start a sales presentation, and the customer senses they will need a number of repairs, they’ll get anxious. They’ll then immediately ask for a price, or they’ll tell your advisors they just want the oil service done. The secret? Your advisors should always ask for permission to talk about the price after they’ve reviewed their discoveries with the customer.
5 Keys To Increasing Your Shop’s Service Sales
Looking to improve your service business? Here are five practices used by many of the most successful shops in America to dominate their market.
Your Warranty: A Key To Your Success
First of all, you need to know your failure rate. The top shops in America have extremely low failure rates in both parts and labor. I’ve also discovered that the overwhelming majority of those failures occur within the first 90 days of service, so regardless of whether your warranties are for 90 days or for years on end, you’re going to absorb all but a few of those failures within the first 90 days.
The Best-Kept Secrets To Dealing With Sales Objections
When it comes to dealing with objections, most service advisers shut down as soon as the customer says, “It’s too much money,” or “I’d like to think it over.” There are a number of reasons why, but the single most common reason is that the advisers don’t know how to handle the objections. Here is what I have discovered to be the best-kept secrets when it comes to dealing with sales objections.
7 Tips For Handling Difficult Phone Shoppers
Today’s consumers have more choices than ever before. When it comes to choosing someone to take care of their automotive needs, they turn to their friends, family and co-workers for recommendations, they consider brands that they’ve heard of and they also search the web. Once they have a shop in mind, they may then either reach out over the web or stop by the shop, but the majority of your potential customers will pick up the phone and give you a call.
Marketing: The Most Costly Mistakes Shop Owners Make
If there is one thing most shop owners have in common, it’s that they have big hearts. They typically start their careers as technicians, and, as soon as they have their own shops, they want to help as many people as they can. To achieve this goal, they network through their family and friends and do everything in their power to get the word out into their communities about their shop. And then the inevitable happens: they wake up one morning and decide it’s finally time to advertise.
The Million Dollar Phone Call
From the time your advisors first pick up the phone, all the way through your service recommendations, there is one thing that is happening over and over again: The sales process.
The Sellability Score In Action
The “Sellability Score” has become an integral tool in my business in assisting a potential aftermarket business seller in answering crucial questions such as: If you wanted to, could you sell your business today for a number that you’d be happy with? Is there anything that you could be doing each day to make your business more valuable?
Turning Employees Into Salespeople
Looking for new ways to address flat sales and low profitability? Try turning all your employees into salespeople. Regardless of an employee’s position or job description, there’s an opportunity for people at all levels to be salespeople. Here are eight ways to make sales part of every person’s job, adapted from Patricia Sigmon’s new book “Six Steps to Creating a Profit.”
7 Habits To Highly Successful Sales Efforts
First published in 1990, Stephen Covey’s “The 7 Habits of Highly Effective People” is one of the best-selling and most influential personal development books of all time. In this article, we’ll look at each of the habits and how they apply to maximizing success as a sales/customer service professional.
