I'm not sure but it may have all started with "Doubting Thomas" of the gospels. You remember the story of the guy who told the others he wouldn't believe that Jesus was alive unless he saw the nail holes in his hands. It's only normal for people to believe what they see. And I think customers have inherited that sense of doubt with respect to service and repair shops, because they've likely been sold something in the past that they really didn't need. That's why they hesitate to buy parts and services they DO need when you simply call them to explain it over the phone.

The increadible truth is that you have everything you need to build trust and help make your job of selling service much easier. You just haven't thought to use the tools you have for a selling purpose. Take for example the tire tread-depth measurement tool. How often have you pulled it out to compare front and back tire wear? How often have you showed the wear difference to a customer? Or how about opening the hood and pulling out a few fluid samples to compare them to new fluids?

I remember my first job at a gas station. We checked the oil every time we put gas in the customer's car, and we showed the dip stick to the customer. When the oil was low, we sold them oil. When the oil was dirty, we rubbed it on our fingers and showed the customer the grit. Then we asked for the oil change appointment.

When it comes to selling, seeing is believing! Customers want to know for sure that there is a legitimate reason for spending their hard earned money. Once they know they have a real need, they are grateful to you for pointing it out, and they are happy to make the investment in keeping their vehicle safe and reliable.

Success in selling service also requires a professional approach. You can't just point and say, "Looks dirty! How about we change that fluid for you?" You need to know how to present the benefits and ask for the sale. That's what we teach you at Auto University. Contact us for more information right away.