Join Brian Gillis and our YNR members in this Advisor Results Academy call and you will learn some crucial Auto Repair Sales Techniques! It is so very important for your auto repair shop Service Advisors to exude confidence, while remaining both friendly and helpful. It is time that your Service Writers learned the phone skills that they need to sell more auto repair jobs.
Auto Repair Sales Techniques That Your Service Advisor Can Use Today
In this short but informative clip, Brian starts out by quizzing Nick on one example of many auto repair sales techniques. Nick replies with “Assume the Sale”.
Brian states bluntly that you will close more repair orders when you assume the sale. Positive language is embedded in each of the phone scripts YNR trained Service Advisors use. Don’t ask “is it okay if we do this repair?” That language sounds timid, and lacking in confidence as well. Instead, tell the customer that you’re going to go ahead and have (insert the name of your technician) get started on these repairs. Then ask what the best phone number is to reach them.
When you use timid language, you leave room for doubt. You give the customer an opening to start thinking about other options. Those options could be consulting with their spouse, or price shopping with your competitors. When you use auto repair sales techniques, such as “assume the sale”, you put their mind at ease. It’s so much easier to go ahead and get that repair done now by qualified technicians, rather than wasting time by exploring other options.
Is Your Auto Repair Shop Ready For The Next Step? Book Your FREE Strategy Session!
Your independent automotive repair shop is lacking in direction. Maybe your business plan has stalled out. You are definitely not meeting your goals for growth. You need an experienced automotive industry coach who can help you. Then why not schedule a FREE business strategy session with You Net Results guide Brian Gills? You’ve got absolutely nothing to lose, so sign up today!
How can your auto repair service advisor sell more jobs? Brian and You Net Results members discuss a method to help automotive service advisors sharpen their phone skills and sell more repair jobs. One of the cornerstone teachings we stress is PARP: Prepare, Audit, Rehearse, Present.
Want to Sell More Repair Jobs? Learn From Tom Brady and Metallica (Really)
During the off season, as well as between games, NFL football superstar Tom Brady still trains and reviews game film. He is not required to, but he knows he has to in order to be the best. This is why Brady is a household name.
Metallica is one of the biggest arena rock bands in the world, but they don’t just step on stage cold. They put in thousands of hours when they rehearse and write. They employ a crew of over 100 roadies, sound engineers, and lighting technicians, who also have to test everything over and over to make sure the show goes smoothly. Not to mention the pyrotechnics crew who ensure all of the fireworks, fire, and explosions are done safely and up to code.
Your auto repair staff is just like a group of star athletes and musicians. If your team wants to win big and sell more repair jobs, then they have to put in the time. This means writing phone and in-person scripts and role playing them repeatedly, until they can present them in their sleep! Soon, you will have more happy customers and more money in the bank. Practice makes perfect!
Ready For The Next Step? Book Your FREE Strategy Session!
In this video, Brian and and our members discuss advanced phone voice skills. These are tips that your service advisors can use TODAY to sell more jobs! This is must watch content for auto repair shop owners, as well as their service writers! Watch the video, then read on for more.
Phone Voice Tips for Automotive Industry Professionals
First, Brian discusses moves on from previously discussing analogies that Service Advisors can use to close more sales. He shares a worksheet with lists of phone voices. These include Payoff Enhancements, which can help close more sales. Second, the worksheet lists Voice Enhancements to avoid. Finally, he points out a list of Payoff Gestures, which can help Service Writers on the phone or in person.
The Payoff Voice Enhancements, depending on the situation, can be invaluable tools. Imagine encountering a customer who is disappointed that their car broke down. They don’t know you personally and have never been in your shop. Because of that, they do not trust you. How would you cheer them up and put their mind at ease? Practicing a phone voice of empathy is key. Knowing the customer’s situation inside and out prepares you to know the right voice enhancement to use. This is especially important when making follow up phone calls where you must break unpleasant news to your customer about their vehicle.
Gathering as much knowledge as you can about a vehicle’s situation is crucial to building your confidence. Repair shop owners and Service Advisors may do this by personally inspecting the vehicle, speaking with your Technicians about the job. Sometimes, it’s a simple as Googling a particular issue or part. When you are fully prepared for your call, customers will recognize your confidence, and they will feel more at ease.