Sales 101
What are the 3 parts of the sales pitch
Ask. Educate. Recommend.
How deep do you drill at the end of the crack
Until you hit the laminate layer
What is step # 1 if the customer objects to the plan after our sales pitch
Offer them the $40 basic plan
The customer says "that is too expensive!" -> What is step #1
Reaffirm the price.
What does striking when the iron is hot mean
What are the three things we educate customers on
What do you do if a drill bit breaks off in the windshield
Drill at an angle next to the chip until the bit pops out
What are the 2 main rules of discounting
When above $110, we can reduce the price down to $110
We always have the ability to take at least $20 off the price
The customer says they don't have time, what are they Indicating? What is our follow up?
They are indicating that it is too expensive. Follow up #1 is asking them if it was a price thing
What is the price is the price
No matter what the price is, it should sound the exact same when we pitch it to a customer
What is the proper way to recommend services (pitch the recommend)
As far as price goes you have two options.... Only $__ but what I would personally recommend...
What is pit polish used for
Making the resin mark less visible on a completed repair
There is no limit. You can cover every vehicle in their household
What are 3 pieces of technology that can be found in a windshield that require recalibration
Lane departure system
Rain sensor
Forward collision warning
Daylight sensor
What is jab jab jab uppercut
How we sell SR addls
The 3 Jabs
50/40/30/20 on plans
What are 3 questions you should always ask
How long have you had the chip?
Do you remember when you got it?
Have you ever been to Deco before?
Have you ever gotten a rock chip repaired before?(Need 3/4)
What are the 3 main features of the glass treatment
Hydrophobic - makes water bead off the windshield
Enhances visibility - bugs and dirt clean off easier
Screen protector - prevents pitting on the windshield
What is the bare minimum of prices we NEED to offer each customer (explain them)
4
50/40/30/max discount
Ill just buy the plan if I get another rock chip
If you do that you would have to pay the price of the rock chip all over again... I would hate to see you spend more than you need to...
What is discounting with a reason
We do not want to lower the price just because. Every time we discount we need to attach a reason to the discount.
What do you need to do before educating the customer (3 things)
Ask questions
Check for internal damage
Lift up wiper blades
How do we prevent crackouts from happening
(give 3 strategies)
Park car out of direct sunlight
Ensure vehicle is turned off during repair
Have customer roll down their windows on a hot day
Be mindful of how tight the bridge is (1 1/2 turns)
Be careful of how much pressure we apply
Ensure glass is never too hot to touch for 5 seconds
What should we do before lowering the price down to $30
Visit with the customer / build rapport
What are our 3 competitive advantages that we use to overcome objections
Quality. Convenience. Lifetime Warranty.
What is the price of 6 complex chips and a premium repair plan
$445
($95 + 5 x $60 + $50)