Selling automotive service and repair is all about helping the right customer

[Joe Marconi]

Premium Member Content 

This content is hidden to guests, one of the benefits of a paid membership. Please login or register to view this content.

[HarrytheCarGeek]

Great post! So true.

[3PuttFever]

Had a customer just this morning. Rarely drives his Jeep. 21,900 miles in six years! Brought it in for an oil change/tire rotation. His first complaint was tire pressure going low in cold months. I explained that Nitrogen inflation will help alleviate the low air pressures on those cold days. How much, he asks. I give him the price which he says 'No'. Then he asks if we test the batteries. I go through the entire inspection process with him and show him our form. As expected his battery is very low and should be replaced before winter. I tell him the benefits of the battery from us (we install, dispose of the old, warranty) and give him the price. 'NO'.

 

Is this a win or lose appointment? Hard to tell at this point. My hunch is that this guy is a price shopper and despite telling me how much he enjoys our shop the fact is some people are only motivated by the cheapest price. But staying consistent with the benefits and doing it with a smile when being rejected is all part of the business.

[Joe Marconi]

Premium Member Content 

This content is hidden to guests, one of the benefits of a paid membership. Please login or register to view this content.