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

Bendix Releases Technical Materials for ADAS Support

They are designed to help technicians properly set up, inspect, and diagnose several components integrated with ADAS.

The latest technical materials from Bendix Commercial Vehicle Systems LLC (Bendix) are designed to help technicians properly set up, inspect and diagnose several components integrated with advanced driver assistance technologies, including trailer antilock brakes, steering systems and forward-looking cameras.

“The safety systems on today’s commercial vehicles are more road-proven and effective in supporting safe drivers than ever,” said Nicole Oreskovic, Bendix vice president, sales and marketing. “They’re also more complex and interconnected, which means we need to thoroughly support the skilled people who keep them in top operating condition."

Dayco Adds Almost 30 Part Numbers in March

The 29 new part numbers will be available by the end of March for distributors interested in adding to their product coverage.

ASE Designates June as Automotive Service Professionals Month

ASE urges industry members to embrace Automotive Service Professionals Month as a platform for expressing gratitude.

ZF Aftermarket Releases 80 New Parts

The latest additions expand coverage to more than 5 million vehicles in operation.

Vehlo Acquires Shop Management Software, Shop-Ware

Shop-Ware is a cloud-based shop management platform catering to independent automotive aftermarket repair shops.

Other Posts

Auto Care Association Launches REPAIR Act Video

The goal is to emphasize the need for federal REPAIR Act legislation, according to the Auto Care Association.

ASE Education Foundation, Goodguys Continue Partnership

Goodguys is one of many industry relationships the foundation has developed to help solve the technician shortage.

Valvoline Celebrates Female Service Center Employees

As women make up more than half of all drivers in the United States, Valvoline is taking steps to increase their vehicle care confidence.

UniClutch Launches Clutch System in the United States

From Australian manufacturer Clutch Industries, UniClutch is a clutch system that delivers uncompromised performance.