22-23_ed_cal_DIGITAL

October 2023

SERVICE ADVISOR’S GUIDE TO SELLING SERVICE AND REPAIR The ultimate game plan on increasing hours per R.O. and gross retention.

NEW VALUE SELLING Learn how to sell based on Value and not price.

Wednesday, October 4, 2023

DATE

TIME 10:00am - 1:00pm INSTRUCTOR Ken Carlson, Director of Training Brown & Brown Dealer Services

Tuesday, October 3, 2023

DATE

TIME 10:00am - 4:00pm INSTRUCTOR Ken Carlson, Director of Training Brown & Brown Dealer Services

MEMBER FEE $120.00 NON-MEMBER $200.00

MEMBER FEE $175.00 NON-MEMBER $300.00

Techniques to better understand your customer through Active Listening. Learn to understand why we have customer resistance and how to eliminate that resistance in a customer friendly manner. Learn how to utilize value selling through a dynamic ‘Presentation and Demonstration’ ride based on the customer’s needs.

Learn how to understand the customer’s prime concern through active listening. Communicate the importance of vehicle maintenance, sell found work, and maximize service profit. How to utilize the MPI to build trust, sell found work and set customer expectations. Learn to overcome common objections, telephone closing techniques, building CSI, handling difficult customers, and much more. n Strategies to get customers to agree on needed services n Methods to build rapport and learn about the customer n How to position service needs based on the customer’s benefit n How to ensure trust and credibility in customer relation Participants will learn:

Participants will learn:

n Understanding customer resistance n How to eliminate and overcome resistance n A consultative approach to sales not transactional n How to build value through the sales process

WHAT PEOPLE ARE SAYING: All information was very relevant to my everyday job and was very insightful.

How to close the deal

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TYLER DEALERSHIP UNKNOWN

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C E N T E R F O R A U T O M O T I V E E D U C A T I O N & T R A I N I N G

W H I T E S T O N E , Q U E E N S / G N Y A D A . C O M / E D U C A T I O N