Sales Advisor Training – Jeff Cowan's Pro Talk https://automotiveservicetraining.com The Nation's #1 Service Advisor Sales Training Consultants Wed, 03 Jun 2026 04:27:04 +0000 en-US hourly 1 https://wordpress.org/?v=7.0 https://automotiveservicetraining.com/wp-content/uploads/2022/10/favicon-1.png Sales Advisor Training – Jeff Cowan's Pro Talk https://automotiveservicetraining.com 32 32 209999092 How to Sell Maintenance to Customers Who “Just Want an Oil Change” https://automotiveservicetraining.com/how-to-sell-maintenance-to-customers-who-just-want-an-oil-change/ https://automotiveservicetraining.com/how-to-sell-maintenance-to-customers-who-just-want-an-oil-change/#respond Tue, 03 Feb 2026 14:08:39 +0000 https://automotiveservicetraining.com/?p=7548 The oil change customer is the most common customer on the service drive — and the most underestimated opportunity in the building. They walked in with one thing in mind and a guard up against anything beyond it. But that guard isn’t about stubbornness. It’s about trust, clarity, and perceived value. When you understand what’s actually driving the resistance…

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]]> https://automotiveservicetraining.com/how-to-sell-maintenance-to-customers-who-just-want-an-oil-change/feed/ 0 7548 The Right Way to Greet a Customer on the Service Drive https://automotiveservicetraining.com/the-right-way-to-greet-a-customer-on-the-service-drive/ https://automotiveservicetraining.com/the-right-way-to-greet-a-customer-on-the-service-drive/#respond Mon, 29 Dec 2025 10:50:48 +0000 https://automotiveservicetraining.com/?p=7542 Most advisors think the sale happens when they present the estimate. It doesn’t. It happens in the first 30 seconds — before the vehicle is written up, before the inspection is complete, before a single recommendation is made. The greeting is where trust is either established or withheld. And trust, more than anything else, is what determines whether a customer says yes to your recommendations…

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]]> https://automotiveservicetraining.com/the-right-way-to-greet-a-customer-on-the-service-drive/feed/ 0 7542 What Your CSI Score Is Really Telling You (And What to Do About It) https://automotiveservicetraining.com/what-your-csi-score-is-really-telling-you-and-what-to-do-about-it/ https://automotiveservicetraining.com/what-your-csi-score-is-really-telling-you-and-what-to-do-about-it/#respond Fri, 12 Dec 2025 15:12:29 +0000 https://automotiveservicetraining.com/?p=7540 Most service advisors check their CSI score the same way they check the weather — they glance at it, react to it, and move on. But a CSI score isn’t just a number. It’s a behavioral report card. Every point gained or lost traces back to something a specific advisor did or didn’t do during a specific customer interaction. The teams that consistently lead in customer satisfaction aren’t just…

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]]> https://automotiveservicetraining.com/what-your-csi-score-is-really-telling-you-and-what-to-do-about-it/feed/ 0 7540 How Service Managers Can Coach Advisors Without Micromanaging https://automotiveservicetraining.com/how-service-managers-can-coach-advisors-without-micromanaging/ https://automotiveservicetraining.com/how-service-managers-can-coach-advisors-without-micromanaging/#respond Tue, 11 Nov 2025 12:39:07 +0000 https://automotiveservicetraining.com/?p=7523 There’s a fine line between holding your team accountable and making them feel like they’re being watched every minute of the day. Cross it, and you don’t just lose productivity — you lose your best people. The most effective service managers aren’t the ones who monitor the most. They’re the ones who develop the most. Here’s how to build a coaching culture on the service drive that produces top…

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]]> https://automotiveservicetraining.com/how-service-managers-can-coach-advisors-without-micromanaging/feed/ 0 7523 The 5 Biggest Mistakes New Service Advisors Make (And How to Fix Them Fast) https://automotiveservicetraining.com/the-5-biggest-mistakes-new-service-advisors-make-and-how-to-fix-them-fast/ https://automotiveservicetraining.com/the-5-biggest-mistakes-new-service-advisors-make-and-how-to-fix-them-fast/#respond Mon, 27 Oct 2025 09:22:52 +0000 https://automotiveservicetraining.com/?p=7521 The service drive is one of the most demanding — and rewarding — roles in the automotive industry. But most new service advisors enter the job with the same blind spots, and those blind spots cost them sales, customer trust, and career momentum. If you’re new to the role, or managing someone who is, here are the five mistakes that consistently hold new advisors back — and exactly how to fix them…

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]]> https://automotiveservicetraining.com/the-5-biggest-mistakes-new-service-advisors-make-and-how-to-fix-them-fast/feed/ 0 7521 How to Handle the “I Need to Think About It” Objection Without Losing the Sale https://automotiveservicetraining.com/how-to-handle-the-i-need-to-think-about-it-objection-without-losing-the-sale/ https://automotiveservicetraining.com/how-to-handle-the-i-need-to-think-about-it-objection-without-losing-the-sale/#respond Tue, 14 Oct 2025 17:11:18 +0000 https://automotiveservicetraining.com/?p=7519 Every service advisor has heard it. The vehicle inspection is done, the estimate is presented, and just when you expect a green light — the customer pauses and says, “Let me think about it.” It’s the most common objection on the service drive, and it quietly drains thousands in monthly revenue. The good news? It’s one of the most handleable objections in the business — if you know what’s really…

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]]> https://automotiveservicetraining.com/how-to-handle-the-i-need-to-think-about-it-objection-without-losing-the-sale/feed/ 0 7519 How Top Service Advisors Hit Record Numbers Every Month https://automotiveservicetraining.com/how-top-advisors-hit-record-numbers-every-month/ https://automotiveservicetraining.com/how-top-advisors-hit-record-numbers-every-month/#respond Fri, 19 Sep 2025 16:25:03 +0000 https://automotiveservicetraining.com/?p=7459 The difference between an average service advisor and a top performer isn’t luck — it’s knowing your numbers and acting on them daily. Jeff Cowan, the nation’s #1 service advisor sales trainer, breaks down exactly what elite advisors track, measure, and do differently to consistently break their own records month after month. Most service advisors focus on hustle. Top advisors focus on data.

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]]> https://automotiveservicetraining.com/how-top-advisors-hit-record-numbers-every-month/feed/ 0 7459 Transform Your Dealership’s Performance with Professional BDC Training https://automotiveservicetraining.com/transform-your-dealerships-performance-with-professional-bdc-training/ https://automotiveservicetraining.com/transform-your-dealerships-performance-with-professional-bdc-training/#respond Mon, 08 Sep 2025 13:01:41 +0000 https://automotiveservicetraining.com/?p=7462 In today’s competitive automotive landscape, a well-trained Business Development Center (BDC) can be the difference between thriving and merely surviving. For automotive dealerships looking to maximize their fixed operations potential, investing in comprehensive BDC training has become not just beneficial—it’s essential. BDC stands for Business Development Center, and it furthers the reach and…

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]]> https://automotiveservicetraining.com/transform-your-dealerships-performance-with-professional-bdc-training/feed/ 0 7462 Transform Your Automotive Career with Jeff Cowan’s Essential Pro Talk Training Books https://automotiveservicetraining.com/transform-your-automotive-career-with-jeff-cowans-essential-pro-talk-training-books/ https://automotiveservicetraining.com/transform-your-automotive-career-with-jeff-cowans-essential-pro-talk-training-books/#respond Wed, 11 Jun 2025 14:40:00 +0000 https://automotiveservicetraining.com/?p=7464 In the competitive world of automotive service, knowledge is power, and the right training materials can make the difference between mediocre performance and exceptional success. Jeff Cowan is an American motivational speaker, sales training instructor, and self-help author whose books have become essential resources for service advisors, service managers, and fixed operations teams across North…

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]]> https://automotiveservicetraining.com/transform-your-automotive-career-with-jeff-cowans-essential-pro-talk-training-books/feed/ 0 7464 The Benefits of Online Training Workshops: Revolutionary Learning for Service Managers in the Digital Age https://automotiveservicetraining.com/the-benefits-of-online-training-workshops-revolutionary-learning-for-service-managers-in-the-digital-age/ https://automotiveservicetraining.com/the-benefits-of-online-training-workshops-revolutionary-learning-for-service-managers-in-the-digital-age/#respond Wed, 30 Apr 2025 11:56:50 +0000 https://automotiveservicetraining.com/?p=7448 The automotive service industry has undergone a dramatic transformation in recent years, and professional development has evolved alongside it. Online training workshops have emerged as a powerful alternative to traditional classroom instruction, offering service managers in dealerships and quick lube shops unprecedented flexibility and accessibility. As the automotive industry continues to evolve…

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]]> https://automotiveservicetraining.com/the-benefits-of-online-training-workshops-revolutionary-learning-for-service-managers-in-the-digital-age/feed/ 0 7448