By Bob Cooper

When interviewing service advisors, always ask them to rate their “sales skills” on a scale of 1 to 10.  If they’ve been in sales for over two years, and they respond with anything less than an 8, something is wrong. Either they recognize that they don’t have what it takes, or they lack self-confidence.

If they respond with a 10, they may just be saying whatever they think you want to hear, and they may also be telling you there’s nothing left for them to learn! The answer that we need to hear is a self-rating of 8-9.

After they give you their self-rating, it’s important to ask them why they chose the number they gave you, and to pay close attention to their response.

For additional help increasing your sales and CSI scores, learn more about the Elite Masters Service Advisor Training Program.