I could go on and on and fill pages on what you should do if you are going to be successful in converting service customers to sales prospects. Instead, here is a proven three step process to help get you a couple of deals before the month ends.
1. Look for customers who are driving 2005-2010 vehicles. While you can technically sell anyone, this is about putting "first things first". Ask your Service Manager for a list of appointments and don't forget the Quick Lube customers as well.
2. Be a "One Minute Salesperson". Start by telling the customer how nice their vehicle is. Always start out with something positive, or an "emotional deposit". That will prep them for listening to what you have to say.
3. Let them know your Used Car manager is looking for a car almost exactly like the one they own. Ask them this million dollar question: "If I could get you more for it than it's worth, would you consider trading it in?"
The worst case is you hand them your business card and make a friend. Our records show that every customer who takes you up on your offer will buy a car 50% of the time and pay all the money. You might be uncomfortable at first, but it will get easier, especially when you "begin with the end in mind-A SALE!!!!!"
It's all up to you.....
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