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  • The Rules of Selling in the  Automotive Trades – Part 3
    Thursday, October 10, 2019 2:01 PM
    Handling the price objection. It’s very important that we learn how to handle price objections because pretty much every objection we get to closing the sale stems from price. If you want to prove it just offer to fix everyone’s car for free and watch all of their objections evaporate. So, it isn’t ever that they don’t want the car fixed. They wouldn’t have brought it in at all if that were the case. They just don’t want to pay any more for it than they have to so they will try everything they can think of to get a better price.
  • The Aggressive Sale Doesn’t Sell
    Thursday, October 10, 2019 12:43 PM
    Cold calling, and the younger, less effectual brother to it – cold emailing, are undoubtedly a part of selling and building a customer portfolio. They can’t all stop. But what needs to, and needs to maybe twelve emails ago, are the many, many, many phone calls (and subsequent voicemails) and the dozens of “follow-up” emails sent every 24 hours to merely gauge interest in Product X.
  • THE RULES OF SELLING IN THE AUTOMOTIVE TRADES – PART 2
    Sunday, September 1, 2019 12:00 AM

    When last we met I was in the midst of explaining, step by step, the process of making the sale. We got up to step eight in which we presented our findings to our customer. This cannot be done until we have all of the information we need to not only diagnose the problem(s) but to determine what is needed to take care of it or them; what parts it will take, their availability and cost, what labor operations will need to be performed and their cost, and how long it will take to complete all work.

  • The Rules of Selling in the Automotive Trades
    Thursday, August 1, 2019 12:00 AM

    In last month’s segment I already mentioned the first rule of selling, which is: Nobody in their right mind wants to spend anything to have a car repaired. They will spend to buy something they want but an auto repair is just not one of those things. It is a necessary evil. It always was and it always will be. So your career as an owner or a service advisor will put you into fight mode every day. You need to be able to handle that type of stress by coming up with enough ways to win that make you feel fighting for your price is a worthwhile endeavor. If you get scared or lazy about it along the way you and the shop will lose money and put you into a downward slide that is difficult to recover from.

  • Is Your Team Performing or Storming?
    Thursday, August 1, 2019 12:00 AM

    When there’s a lack of harmony on a team, chances are everyone is aware of it on some level, even if it’s just a vague sense of something’s not quite right. It could be really bad, palpable even from a distance – there could be internal turmoil, talking behind colleagues’ backs (which is never as secret as you might think it is), unrest and open unhappiness. Or maybe communication just isn’t as smooth as it could be. There are hurdles like not being able to or wanting to talk face to face, digital communication dwelling awkwardly in the mystery tone-zone (was that sarcastic? mean? too informal?), or the relationships are professional but not much more than that.

  • SWITCHING GEARS FROM THE MANAGEMENT SERIES TO THE SALES SERIES
    Monday, July 1, 2019 12:00 AM
    We’ve covered a lot of topics related to business and shop management over the past few years. Now I think it’s time to find out where the money comes from to fund all of those wonderful things we want to do within our companies. Well, pretty obviously, all the money that comes into a transmission or auto repair facility comes from the sales we make. But just making sales doesn’t get us what we need; making a high volume of profitable sales does. I’ve always felt that if a salesperson was to knock a price down low enough he or she could sell anything as long as there was a market for the product or service. That doesn’t however, so get the job done. Sales techniques are what allow you to get the amount you really need for your work.
  • Building a Positive Attitude, Building Your Bank Account
    Monday, July 1, 2019 12:00 AM

    My mother hung a magnet on our refrigerator when I was ten years old that read, “Life is 10% what happens to you, and 90% how you react to it.” I hated that magnet as a kid. I later learned that it was a Charles Swindoll quote. I also learned to love the quote – because I learned to love the impact it has had on my life.

  • Fish Stink From the Head
    Wednesday, May 1, 2019 12:00 AM
    ETE REMAN’s founder, Sam Loshak, is known for his many insightful and pithy statements. We’ve regularly refer to his statements as “Sam-isms.”
    One of Sam’s most frequent reminders to ETE’s leadership is “fish stink from the head.” What Sam means is that the worst smelling part of a dead fish is its head. But what Sam really means is that most problems within a company can be traced back to its leadership. Since you’re reading this, odds are that you’re a leader within your company. Odds are, I’m talking about (and to) YOU.
  • The Good and the Great Manager
    Wednesday, May 1, 2019 12:00 AM
    As in any business or trade, in automotive and transmission repair you will always find managers of different calibers. It’s dependent on a number of factors like...
  • Not All Customers Are Good Customers
    Friday, March 1, 2019 12:00 AM
    Ben Stern contends that not all customers are, in fact, good for business.
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Beyond the missions of providing education and reference materials, Transmission Digest serves as a prime resource used as shops find the parts, supplies and services necessary for successful and profitable operation. Nine of the 12 issues published each year are focused on the products, services and suppliers relating to a specific profit center within the retail shop.

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