By Bob Cooper
In order to prevent maintenance service sales
objections, you need to make sure that your customers fully understand the
benefits of these valuable services. For example, you should try saying
something like, “John, let me tell you why you need to go ahead with
these services. The recommended services will help you spend less money on gas,
will ensure that you and your family have good, safe, dependable
transportation, will help you avoid the cost and aggravation that comes along
with preventable failures, and will help you get top dollar for this car when
it’s time for it to find a new home. John, the maintenance schedule that you need
to be on boils down to just $ ___ a day, and when it comes to your
car, and your checkbook, that’s one of the best investments you could ever
make. Again, to go ahead and do everything that we talked about is
only $ ___ , and I can have you wrapped up by _____ p.m.”
If you emphasize the benefits rather than the
parts and labor, and if you cost justify the services, then you will be amazed
with the results!
For additional help increasing your
sales, learn more about Bob Cooper’s upcoming Masters Service Advisor Training Course.
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