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Using Inspection Checklists

 

The proper use of an inspection checklist is an added value service sales tool that gives the customer a record of not only what work is needed, but also what it doesn’t need. We often focus on the customer’s cars need, but forget how powerful it is when telling a customer what is right with the car.

 

Everyone like hearing good news, just think about a visit to the doctor. When a doctor tells you; “Tim, your are generally in great shape. I suggest losing about 10 pounds and consider quit smoking. Let’s work on that. Other that you are doing fine and let’s follow up with these issues in six months”. That’s a positive approach.

 

Your sales presentation should always be upbeat and positive.

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We often asume that the customer knows and understands what we are doing, but many time they don't and won't ask.

 

When you review with them a detailed report, it shows you care and builds value. Also, telling someone that their brakes are ok now, but will need to be rechecked in 4 months is a powerful marketing tool.

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