Terry Greenhut dissuades from quoting prices over the phone.
Terry Greenhut discusses using your voice to sell in The Rules of Selling Part 6.
Selling can be hard work that pays off well or easy work that doesn’t. While it may not be a major rule of selling it is a very important one. It has to do with how hard you want to work physically as opposed to mentally. Again, like as in most other areas, you have a choice. You can either work hard at learning how to deal with customers to get what you need for the success of your business or if you don’t want to do that you can work on lots of cars, well into the night at times, to make up for the fact that you aren’t selling jobs the way they need to be sold to do what’s right for both you and your customers.
A major rule in selling is to decide what you want to be and stick to it. As in most other things you have a choice, but you really need to choose wisely because this choice may be the one that shapes your entire future in the auto repair business.
It’s Your Business
Terry Greenhut explains overcoming price objection.
When last we met I was in the midst of explaining, step by step, the process of making the sale. We got up to step eight in which we presented our findings to our customer. This cannot be done until we have all of the information we need to not only diagnose the problem(s) but to determine what is needed to take care of it or them; what parts it will take, their availability and cost, what labor operations will need to be performed and their cost, and how long it will take to complete all work.
Nobody in their right mind wants to spend anything to have a car repaired. They will spend to buy something they want but an auto repair is just not one of those things. It is a necessary evil.
No one in their right mind wants to pay to have a transmission rebuilt or for any other major repair. That means that any price you ask will be too much in their minds.
I’ve always been a big believer in wowing customers with a type of service they aren’t used to and don’t even come to expect anymore.
How important was it to the owner of the business to have a top-notch manager run it for him or her? While some would feel that the manager is the face of the business, the one that customers, vendors, and employees see and therefore need to believe in; others might think they are simply a go-between, just another rung in the ladder.
The best managers intentionally create an environment where employees thrive and great work gets done. To become “self-determined,” you must make a choice to follow through every day and never, ever let up.
If you want to have some fun or wind up with a splitting headache, shop around for insurance. If you think new-car salespeople confuse and frustrate you, you haven’t seen any kind of razzle-dazzle ‘till you shop for insurance. Whether it be for business, homeowners or automotive the game is afoot as soon as you go onto any website and ask for an insurance quote of any kind.