Selling Cars in Service

Learn how to effectively sell cars in the service department.

Course curriculum

1. What is Prospecting in Service
2. Is Prospecting Selling
3. The Difference Between Selling and Prospecting
1. The Prospector's Mindset and Motivation
2. The Prospector's Short and Long-Term Goal
3. The Patient Prospector
1. Service Provider Mentality
2. Consultative vs. Selling Approach
3. Understanding the Numbers Game
4. Having Thick Skin
5. The Art of Dedication and Persistence
6. An Iron-Clad Action Plan
1. The Difference Between Smarter vs. Harder
2. Benefits of Working Smarter
3. How to Work Smarter
4. The Myth of Working Harder
1. What is Their Motivation
2. Discovering Service Customer Pain Points
3. The Message Matters and So Does the Tone
  FREE PREVIEW
4. Benefits Beyond a Better Customer Experience
1. Establishing the Right Morning Routine
2. Calendar Blocking
3. Learning How to Measure Results for Results
4. Setting Healthy Expectations
1. Average Purchase Cycles
2. Average Lease Trade Cycle
3. What is Our Trade Cycle Goal
1. Create the Desire
2. Inventory Walk
3. Presenting the Numbers
1. Step 1 - List of Cars in for Service
2. Step 2 - Kelley Blue Book
3. Step 3 - Lease Payment
4. Step 4 - Meet the Customer in Service
5. Step 5 - Inventory Walk, Demo Drive
6. Step 6 - Get Payoff and Represent Figures
7. Step 7 - Send Customer Home
8. Step 8 - The Video
9. Step 9 - Follow-Up
1. The Wrong Mindset
2. The Pitfall of No Preparation
3. The Reality of a Poor Strategy
1. Send Video
2. When to Follow-Up
3. How to Follow-Up
4. Customer Expectations for Follow-Up

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