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Vacation Sales Lesson

Joe Marconi
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Curt Hogan Apprentice

Curt Hogan

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No matter how I hard I try, my mind always drifts to business. Many of you may know that I just returned from a 7 day cruise. While on the cruise, everyday around 3:00, I would go to the coffee bar on deck five. I know many of you are probably thinking; COFFEE? What about the margaritas? I drank many margaritas too, don't worry...

 

Anyway, back to the story. Everyday day I ordered my coffee and the person behind the counter would ask, "Would you like a pastry with that coffee?" After getting my coffee I would sit down and I could hear the guy ask everyone, "Would you like a pastry with you coffee"? Most said no, but everyone 4th or 5th person, said, "Sure, what do you have".

 

Here is the lesson; ask for the sale. It's like I always say; "Never tell, never sell".

 

Here is one that I like.

 

The sale most often goes to the most interested party

--Steve Chandler 100 Ways to Motivate Yourself

Southards Enthusiast

Southards

Posted
Posted

No matter how I hard I try, my mind always drifts to business. Many of you may know that I just returned from a 7 day cruise. While on the cruise, everyday around 3:00, I would go to the coffee bar on deck five. I know many of you are probably thinking; COFFEE? What about the margaritas? I drank many margaritas too, don't worry...

 

Anyway, back to the story. Everyday day I ordered my coffee and the person behind the counter would ask, "Would you like a pastry with that coffee?" After getting my coffee I would sit down and I could hear the guy ask everyone, "Would you like a pastry with you coffee"? Most said no, but everyone 4th or 5th person, said, "Sure, what do you have".

 

Here is the lesson; ask for the sale. It's like I always say; "Never tell, never sell".

 

Asking how the wiper blades are doing or have the tires been rotated lately (and a quick mention that we'll check the brakes at the same time) sparks interest. I notice that most customers appreciate the "reminder" that there was something they forgot to tell me.

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      It always amazes me when I hear about a technician who quits one repair shop to go work at another shop for less money. I know you have heard of this too, and you’ve probably asked yourself, “Can this be true? And Why?” The answer rests within the culture of the company. More specifically, the boss, manager, or a toxic work environment literally pushed the technician out the door.
      While money and benefits tend to attract people to a company, it won’t keep them there. When a technician begins to look over the fence for greener grass, that is usually a sign that something is wrong within the workplace. It also means that his or her heart is probably already gone. If the issue is not resolved, no amount of money will keep that technician for the long term. The heart is always the first to leave. The last thing that leaves is the technician’s toolbox.
      Shop owners: Focus more on employee retention than acquisition. This is not to say that you should not be constantly recruiting. You should. What it does means is that once you hire someone, your job isn’t over, that’s when it begins. Get to know your technicians. Build strong relationships. Have frequent one-on-ones. Engage in meaningful conversation. Find what truly motivates your technicians. You may be surprised that while money is a motivator, it’s usually not the prime motivator.
      One last thing; the cost of technician turnover can be financially devastating. It also affects shop morale. Do all you can to create a workplace where technicians feel they are respected, recognized, and know that their work contributes to the overall success of the company. This will lead to improved morale and team spirit. Remember, when you see a technician’s toolbox rolling out of the bay on its way to another shop, the heart was most likely gone long before that.

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