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Prerequisite:
Akzo Nobel Increasing Closing Ratios course
Target Audience:
Estimator, Customer Service Representative, General Manager and Owner
“Selling” has become even more important, and difficult, than it has ever been in our industry before. Today, many drivers decide not to repair “minor” damage on their vehicle and have learned to live with the fact that their pride and joy is no longer perfect. In most cases, the repair would be less than their insurance deductible but exceeds their annual budget for vehicle maintenance. This creates an entire market for collision repair that often requires an alternate sales approach.
Are You Experiencing:
- Declining sales
- Low closing ratio on customer pay estimates
- Difficulty in up-selling additional minor repairs and/or accessories
- Difficulty overcoming objections in customer pay situations
- No variation in sales approach / strategy for customer pay jobs
This Course Will Provide:
- Industry update on the trend towards customer pay
- Review of the needs and wants of the customer pay segment
- Estimating, selling and negotiating methods for the customer pay segment
- Example tools to aid in selling to the customer pay market
- Method for handling objections and excuses in the sales process
more
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