SCRS Repairer Driven Education: RD4E - Enhancing Your Business: Marketing to Consumers - Supporting Customer Pay Sales Efforts $

November 6, 2013 - 3:00pm - 5:00pm
N235 - 237

Repairer Driven Education, RDE, SCRS, SEMA Show

SCRS REPAIRER DRIVEN EDUCATION (RDE) series will feature seminar offerings. Each of the courses has been individually selected or crafted by SCRS because the content specifically focuses on issues and information that are relevant to collision repair professionals operating in today’s marketplace, and appeals to the diverse array of marketplace perspectives that exist within the collision repair industry.

RD4E - Enhancing Your Business: Marketing to Consumers - Supporting Customer Pay Sales Efforts

Presented by Steve Trapp, Axalta Performance Coatings; Robert Rick RR Custom Solutions

With 35-40% of customers asking repairers to write a customer paid estimates and a historical 50% closing ratio on these estimates, improving sales skills for these more price sensitive customers is key.  This course will review and practice the advisory sales process and how it uniquely applies to this segment of prospective customers.  We will then discuss sales support tools which would be useful to help reinforce your unique value proposition to close more sales. Finally, we will reinforce follow-up strategies to help optimize performance.  At the end of the course we will create a personal improvement plan per attendee. Objectives will be: To briefly review the customer pay segment its % of estimate traffic and closing ratio for this segment and be able to sell the “why”; To explain the advisory sales process to lay a foundation to a unique approach to these price sensitive prospects; To role play using this process with fellow classmate to ensure both parties are comfortable with the sales process model; To review various tools available to repairers to help offer proof that your repair center should be their choice; To review various follow-up strategies which have proven effective in this segment; To gain alignment on the process tweaks in each person’s selling strategy.

Click here to register for the SCRS Repairer Driven Education courses.

For more information, visit the SCRS RDE website.