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4 Essential Aspects of the Service Advisor Sales Process

Today, it’s no longer enough to have a desirable product or service. Like never before, studies suggest that customer service and the sales process are equally essential when it comes to customer retention rates and closing ratios. Marketing and product development will mean nothing if the staff at your service center lacks the talent to convert inquiries into profitable sales.At Jeff Cowan’s Pro Talk, we know this fact better than anyone. We’ve dedicated our lives to training automotive service representatives so that they can deliver a world-class experience that customers both expect and deserve. Therefore, we are going to highlight four essential aspects of the service advisor sales process and share how a seminar or workshop from Jeff can take a business’s customer service core from barely functional to outstanding.

People Skills

Fundamentally, a sale is a transaction involving negotiation between either individuals or individuals and a firm. In both scenarios, the service advisor sales process requires employees to engage with people. Any reputable service advisor will show a strong command of skills such as being able to take control of the customer and transaction. They need to have the skill to set, manage and exceed customers’ expectations. When they have this ability, sales, survey scores, retention, and effective labor rates skyrocket. In addition, with this skill, disgruntled customers and “heat cases” are nearly eliminated.



Jeff Cowan

Jeff Cowan has been helping automotive dealerships & service centers Succeed for over 35 years.

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