Auto Repair Sales Objections: “Is that your best price?”

Auto Repair Sales Objections: “Is that your best price?”


Hi, I’m Bob Cooper, founder and president
of Elite Worldwide, and today I’m going to share a sales tip that I’ve seen work
like a champ for all the students enrolled in our Elite Masters Program for service advisors.
You see, it seems like whenever a customer asks “is that your best price?, what most
service advisors will do, is they’ll go into this long monologue; they will. And what
they’re trying to do, is defend their price. So they’ll start talking about the parts,
the labor, the benefits of the service, and in many cases, they’ll even try to resell
the customer on why everything that they just recommended needs to be done. But when you
think about it, what the customer’s asking you, is really nothing more than a simple
yes or no question. So the next time a customer asks you if the price that you just gave them,
is your best price, all that you’ll need to do, is say something, like this: “Yes
it is Mike, and thanks so much for asking. By the way, will you need a ride back to work?,
or is somebody going to be picking you up this morning? So here’s the rule you need
to follow: Whenever a customer asks you a simple question, all that you’ll need to
do, is answer their question, and then change the subject by asking them a question like,
“Do you need anything out of your vehicle before we get started?, or “Will you need
a ride back to home, or is someone going to be picking you up today?” Ladies and gentlemen,
this tip is used by the top service advisors in America, so you have my promise: If you
use it, then you’re going to close a lot more auto repair and service sales as well

About the Author: Michael Flood

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