Tune Up Your Service Department for a Profitable Summer
By James Leichter
With summer coming, it is important to make sure your company has a few systems and processes in place to get the most out of your service department.
Make sure your service trucks are well stocked with the parts and tools necessary to perform a complete service and perform most service calls in one trip.
A mentor of mine said to me in 1992, "Mark, your prospects and customers buy YOU. So go to work on your knowledge, attitude, skills and habits." When someone we trust and believe, say a technician that comes into our home or business, says to me, "What I would do is...," or, "If it were me, I would...," I really listen.
Success in sales is not about pressure, it’s about performance. Top performance comes from executing a structured not scripted, and planned not canned, effective, efficient, engaging, endearing, educational and empowering process CONSISTENTLY. If a salesperson feels pressure on a sales call, they are either working too hard and/or working on the wrong end of the problem.