Tip:
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Hi, I’m Bob Cooper, founder and president of Elite Worldwide, and today I’m going
to share a sales tip that I’ve seen work like a champ for all the students enrolled
in our Elite Masters Program for service advisors. You see, it seems like whenever a customer
asks “is that your best price?, what most service advisors will do, is they’ll go
into this long monologue; they will. And what they’re trying to do, is defend their price.
So they’ll start talking about the parts, the labor, the benefits of the service, and
in many cases, they’ll even try to resell the customer on why everything that they just
recommended needs to be done. But when you think about it, what the customer’s asking
you, is really nothing more than a simple yes or no question. So the next time a customer
asks you if the price that you just gave them, is your best price, all that you’ll need
to do, is say something, like this: “Yes it is Mike, and thanks so much for asking.
By the way, will you need a ride back to work?, or is somebody going to be picking you up
this morning? So here’s the rule you need to follow: Whenever a customer asks you a
simple question, all that you’ll need to do, is answer their question, and then change
the subject by asking them a question like, “Do you need anything out of your vehicle
before we get started?, or “Will you need a ride back to home, or is someone going to
be picking you up today?” Ladies and gentlemen, this tip is used by the top service advisors
in America, so you have my promise: If you use it, then you’re going to close a lot
more auto repair and service sales as well