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Increase Sales per Customer Pay Repair Order by 10%!!! Sales in the service lane is not rocket science. We also believe that the more complicated you make a process the less likely the employees are to embrace or follow it. Complicated write-up processes like popping hoods in the lane are very advanced and are typically fraught with peril. We follow a common sense approach of installing a basic fundamental write-up process that increases lane sales immediately and simultaneously builds trust with the customer. "RATHER THAN THE ADVISOR HAVING HAVING TO SELL, OUR PROCESS ENCOURAGES THE CUSTOMER TO BUY." To often we ask our advisors to use specific words or phases to try to sell to the customer. This causes the advisor to stumble over words and feel uncomfortable. We focus upon the process the advisor uses when writing the customer. We do not rely upon the advisors communication skills to convince the customer of what they need. We teach them to "advise" the customer of the facts and let them make the decision. Body language, vehicle and customer positioning all are key in our process. Our sales training is exactly that SALES TRAINING. We then incorporate a estimate process that enables the advisor to sell the customer more quickly and build value. Lastly, our processes includes key steps that the manager can observe from a distance without impacting the advisor customer interaction. With our write up process the service manager can inspect what they expect in a visual observation of the advisor writing the customer without standing over the advisor's shoulder and listening to what they are saying. Process checks and reporting tell the manager whether the advisor is selling. The CME Approach:
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