In the past we trained on Value.
Value must exceed cost in order for a transaction to be successful.
Today it’s about NEED.
70% of Service Customers buy due to Fear of Loss or NEED. They buy to prevent negative future outcomes or circumstances.
NEED: Fear of Loss
- VALUE: Hope for Gain
The average Service Department closing ratio in dealerships is around 25%. This means we are losing close to 50% of service dollars.
When Service Advisors create the NEED, Customers Buy.
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