From the point of initial contact through the repair cycle communication is the most important factor in successful automotive repair sales. Making sure that a complete understanding of the customer needs and offering any additional identified repairs is critical to success but even more so the relationship with the customer determines success of failure. Following […]
A big part of automotive repair sales depends on presentation. If the customer doesn’t trust or doesn’t understand the repair recommendations being presented. – they’re not likely to authorize the work. It’s important to use everything available to explain recommended repairs to the vehicle owner. Following are points on repair presentations that will assist in
When initial contact is made with the customer whether it’s for a quote, appointment or at the point of vehicle drop off – the opportunity to communicate the possible additional maintenance requirements should be taken advantage of. It’s better to present as complete a picture as possible up front because the customer may develop a
Communicating with the customer is paramount to success in providing automotive repair services. Throughout the automotive repair cycle – the interaction with the customer defines the customer experience and thus the quality of service. Of course, other factors dictate the quality of service such as price, repair accuracy and shop environment – but first and
Auto repair shop software should include features that facilitate the sales process. Performing pricing calculations are the foundation of system sales support. Flexibility in pricing can allow for targeted sales while ensuring that desired profit margins are realized. Presenting the customer with alternatives and assisting them with the decision process is an effective sales technique.
Defining processes before opening the doors to the public can be the difference between success and failure. The sales process is no exception. It’s not a good idea to be figuring things out on the fly in front of the customer. Of course, flexibility will be required as customers can be different. Following are points
In sales the effects of actions and reactions are probably more accentuated than in other areas of business. This is where the rubber meets the road and the impact on business success and failure can be dramatic. High pricing, overselling and favoring sales over relationships can negatively impact business success. Conversely containing costs and selling
People respond to incentives and avoid consequences. Recognizing these two ideas and incorporating them into the sales process will contribute greatly to success in automotive repair sales. A good portion of sales volume in automotive repair is earned through presentation of recommended services. Incorporating the communication of incentives and consequences realized as a result of
There are several key performance indicators that can be used to evaluate the effectiveness of the sales process. As with all indicators they should be compared to effective benchmarks such as industry averages or same month previous year. Customer loss, profit margins, quote capture, recommendation capture and hours per repair order are all areas that
Measuring the percentage of recommendations that become sold services is an important measure of sales success. The sales of recommended services that are generated as a result of inspections or diagnoses can be a significant portion of overall revenue. Thus a small increase in the recommendation capture rate can equate to an impactful sales increase.