Sell More Diagnostic Services – UnderhoodService

Sell More Diagnostic Services

Your customers are far more likely to believe what they see than what they hear, because being able to visualize a problem and solution provides them with verifiable information that makes their decisions easier.

By Bob Cooper

Your customers are far more likely to believe what they see than what they hear, because being able to visualize a problem and solution provides them with verifiable information that makes their decisions easier.

To help your customers visualize the benefits of Diagnostic services, the first step is to pinpoint the three most common vehicle-specific customer concerns that lead to diagnostic services (i.e. the check engine light on Toyota Camrys).  Next, put together individual packets that contain a typical scan report, flow chart and the TSB’s that are relative to these vehicle-specific concerns. This way, when you are recommending a diagnostic service, instead of just telling the Camry customer what you are going to do, you can say something like, “As a matter of fact , Mrs. Barnes, let me show you what we discovered on a Camry that was in here just the other day for that same issue.”

When you show them the Camry documents, you’ll help them visualize the benefits of the diagnostic service, you’ll build their curiosity in what you’ll be able to discover with their vehicle, and you’ll provide them with the information they need to make an educated decision on the diagnostic service.

Great doctors use sample lab reports for a reason.   Start using these sample diagnostic reports to help your customers visualize the benefits, and watch your sales increase accordingly.

For the last 20 years, Bob Cooper has been the president of Elite Worldwide, Inc., offering shop owners sales, marketing and employee management audio training courses available for instant download. For additional help increasing your sales, learn more about the Elite Masters Service Advisor Training Course.

To learn more about how Elite can help you build your auto repair business, visit www.EliteWorldwideStore.com.

You May Also Like

Bosch Releases 212 Aftermarket Parts in 2022

The parts cover nearly 64 million vehicles in operation across North America.

Robert Bosch, LLC announced it has added 212 automotive aftermarket parts to its portfolio in 2022, covering nearly 64 million vehicles in operation across North America.

The new Bosch products, which cover domestic, European and Asian passenger and commercial vehicles, include 74 braking parts, 52 fuel and water pumps, 14 ignition coils, 27 cooling fans, rotating machines, spark plugs and ESP units, 38 sensors and seven fuel injectors. 

Winter ASE Registration Open

Three options offered for testing and recertification.

Federated 50/50 Challenge Awards Over a Hundred Prizes

Federated conducted the 50/50 Challenge to recognize and thank ASE-certified automotive service professionals.

Mitchell 1, ASE Present 2022 Technician of the Future Award

Nathanial “Nate” Nie of Mission Viejo, California, was named the 2022 Mitchell 1 / National Institute for ASE Technician of the Future.

Schaeffler Group Releases Series of LuK TSBs

In conjunction with its REPXPERT service brand, Schaeffler provides technical tips and service information for LuK products.

Other Posts

SMP Closes the Year with 214 New Part Numbers

SMP says it is committed to providing replacement parts for hybrids and EVs through its Standard and Four Seasons brands.

GB Remanufacturing Releases 2022 Year in Review

The GB Reman 2022 Year in Review is available for download.

SMP Closes the Year with 214 New Part Numbers

SMP says it is committed to providing replacement parts for hybrids and EVs.

Survey Shows Greater Trust in Service Professionals

More than 70% reported increased levels of trust in repair shops and/or service technicians.