· Today’s new customer
· How to build rapport in 60 seconds and know exactly how to present to your customer, what words to use, benefits to discuss, closes to use and the customer’s most likely objections
· How to professionally walk around a vehicle and get the customer excited about it
· Make benefit-based presentations that get the sale
· The new way to follow up throughout the day
· How to take your telephone closing ratio over 80%
· Guarantee the customer’s return for their next service
· How to get declined services
· How to conquer customer retention and survey scores forever
· and so much more, including over 200 word tracks, closes and ways to handle objections that guarantee top performance.
Jeff is endorsed by NCM Associates who state, “Jeff’s sales training workshops are designed to convey Jeff’s more than 30 years of time-tested service department sales techniques and skills to all fixed operations teams. At the conclusion of his workshop, dealerships will have a complete, non-confrontational selling system not only within their service centers but throughout their entire fixed operations.”
Statistics show that dealerships spend significantly more to train their automobile sales staff than they do to train their service department sales staff, unaware that their service staff will talk to more of their customers in a day than an automobile salesperson does in a week. These same employees have more impact on their dealership’s customer satisfaction, customer retention, and overall profitability. In fact, a service advisor who writes just 15 repair orders a day will generate more gross profit for his dealership than a salesperson who delivers 30 vehicles in a month. On average, each service advisor writes at least 15 repair orders per day, yet rarely do most car sales staff deliver 30 vehicles in a month. So it makes sense to invest in the people who will have the biggest impact on their dealership’s bottom line. Furthermore, with just a $50 increase per repair order, based on the previous numbers, that would be a $1000 increase per advisor, per day, for a total of $252,000 in annual increases per service advisor. That is just an increase of 5/10 per customer paid repair order, which usually happens within 10 days of implementing Pro Talk’s processes. More increases are likely to come as Jeff and his team have helped many service drives reach 2.5 – 3.0 hours per repair order. Jeff’s workshops teach steps to achieve this through a professional selling approach; no arm-twisting, pushing or deception involved. By using Jeff’s methods, service advisors will benefit from a program developed on the service drive, and not in some stuffy office. Real-world tips, techniques and strategies are taught.
“We keep a sharp eye on what is happening in the business so that the training we provide is always relevant to what is happening in your service department TODAY. We are the company that will deliver what you seek better, faster and with more relevant information than any other platform the marketplace has. In short, if you want the best, you’ve found it,” says Jeff.
Attendees to Jeff Cowan’s Pro Talk workshops benefit from the knowledge and experience that Jeff has gained from over 30 years in the business and personal visits to more than 650 service drives nation-wide, and more than 2000 visits to service drives as a company. Pro Talk workshop content is fresh, relevant and constantly updated to ensure that it addresses the needs of customers, manufacturers, dealerships and employees. It works because it addresses what is happening in service departments TODAY.
Jeff comments that “I’ve never met a fixed operations employee who did not want to be successful and deliver the profits their dealership wanted, but I have met thousands who did not know how. I will show both managers and service advisors how, and in the process deliver an immediate return on investment.”
“Just like Jeff promised, after the workshop our HRO climbed to 5/10, surveys flew to the top, and sales are improving every day!” Bruce Benson, Earnhardt Automotive
“There’s a reason I’ve been sending my people to Jeff’s workshops for the last 10 years, and hired his staff to do private workshops. It’s because they deliver!” Keith Kocourek, Kocourek Auto Group
For more information on Jeff Cowan’s Pro Talk and other services available, or to book reservations for either the 2-day workshop in Phoenix, AZ on April 23rd & 24th, or the 2-day workshop in Indianapolis, IN on May 8th & 9th, discussed above, please visit their website at www.AutomotiveServiceTraining.com or call their office at (800) 248-2931.