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  • The Rules of Selling in the Automotive Trades – Part 4
    Wednesday, November 13, 2019 1:59 PM
    A major rule in selling is to decide what you want to be and stick to it. As in most other things you have a choice, but you really need to choose wisely because this choice may be the one that shapes your entire future in the auto repair business.
  • 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 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.

  • 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.
  • It’s Your Business: WOW THE CUSTOMER WITH SERVICE!
    Friday, May 31, 2019 12:00 AM
    Terry Greenhut explains the steps to having excellent customer service.
  • 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...
  • It's Your Biz: The Self-Determined Manager
    Monday, April 1, 2019 12:00 AM
    Are You a Self-Determined Manager?
    If not there are ten changes you might want to make sooner than later.
  • Tools for the Excellent Manager: Shopping for Insurance
    Friday, March 1, 2019 12:00 AM
    Terry Greenhut takes a dive into the world of insurance- and all the headaches found therein.
  • Tools for the Excellent Manager
    Friday, February 1, 2019 12:00 AM
    I use the word integrity as opposed to honesty when talking about advertising because technically and legally an ad can be honest but at the same time can lack integrity if the offer is too difficult to understand, has too many hoops to jump through, only applies to a product in very short supply or one in which the offer has an end date that a consumer doesn’t have enough time to respond to. If you are looking for examples you can find them in many of the newspaper, coupon book, radio, TV or internet ads you see every day.
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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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