If you look up the word “need” in the dictionary, the definition is: lack of something required or desirable. When trying to sell a highly technical product like automotive service, terms like “lack” and “desirable” can be vague when describing a water pump that is leaking or brakes that squeak. Instead of “need,” use a phrase like, “the vehicle requires the repair to return it to manufacturer specification.”

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Customers are more likely to trust you (and therefore buy from you) if they see that you’re willing to be transparent and educate them. Not only will it build the relationship and your customer’s trust in your shop, but the repairs will sell themselves.

Mighty offers point-of-sale materials to help your customers understand the repairs you are recommending. Click here to learn more.

If an inspected item is not up to snuff you need to explain why.

“Not performing the intended function”: This means something is not working. It could be a burnt out bulb or a leaking hose.
“No longer within specification”: This phrase can be used to describe a brake rotor worn past the discard limit or a tire that is worn to the wear bars.
“Missing”: This word can be used to describe a belt that is no longer there or a wheel weight that has fallen off.

Using non-specific terms like dirty, broken or old can leave the customer guessing and lead to lost sales.

Click here to learn more and have your local Mighty representative contact you.

If a customer has come in for a big service or has a huge repair bill, why not throw on a free set of wipers for them? This can help build loyalty with the customer. This can work better than coupons or discounts because they can see what they received for free every time it rains!

Mighty offers a complete line of wipers including frameless, conventional and even rear wipers. Click here to learn more.