You better hope they are!!

For those of you who have been in the car business a while, the service business has changed dramatically over the years. With the quality of vehicles getting better and aftermarket garages getting bolder, we have to rely on servicing vehicles as much as 'fixing" vehicle. 

So to service a vehicle, you need to sell service. 

I've overheard numerous service calls that went along the lines of; "Mr Customer, you need brakes and they are $250.00............." Then you hear the advisor say a couple yes's...a couple....I understands and then they hang up the phone and frankly from the side of the conversation I heard, you can't tell whether the person bought the service or not.

As a tech or manager you're waiting on pins and needles to see the reply because this job could be a day maker for a tech.

Now this is one of the differences between a sales person and a traditional service advisor. With a real sales person you can almost hear both sides of the conversation by what your sales person is saying at their end. You hear them either overcoming objections or reinforcing buying decisions.

To your average advisor saying something like "reinforcing buying decisions" sounds like a foreign language. To your average advisor asking how they overcome a time objection or "have to ask the wife" objection is like a wall.

So to answer the question; Are your advisors sales people, the answer is THEY BETTER BE.

And the way you get them that way is through training.