A friend recently went to an auto dealership to have free engine recall work performed. The attending technician performed a multi-point safety check on video. The picture above is from the video.
It shows a badly clogged air filter. Yep, downright ugly. The video was a perfect opportunity for him to explain the penalty of not replacing the filter. His sales training came through as he explained the consequences of:
- More gas consuption
- Decreased performance
- Shorter engine life, etc.
There is something inherently trustworthy about technicians and sales engineers who not only diagnose problems, but also explain the consequence of no action.
The sale was made by the video even before the service manager presented a proposal.
Teach your tech personnel to TELL features and SELL benefits.Techs can be tie-breakers for more sales if properly trained.
Good luck and good selling.
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