Monthly Archives: January 2013

How to Manage Non-Salespeople to get More Sales!

The average service adviser is not a natural salesperson, they’re not naturally comfortable proactively selling to customers. They are customer service people who want to diagnose customer problems, solve them, and keep it as simple as possible… to make sure...
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Why Most Aftersales Managers Need Help in Business Development!

The typical route to after-sales management is from technician, then maybe promotion to workshop foreman or controller, then onto the front desk to become an after-sales adviser or consultant, and finally promotion to after-sales manager. Whilst this would seem entirely...
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How to Increase Aftersales in 10 Minutes Per Day

In a recent meeting with a team of directors, we were discussing why certain processes weren’t in place in the service department, when someone asked, “We hold meetings in the sales department, why don’t we do it in the service...
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Essential Advice for All After-sales Managers with Under-performing Service Advisors

When I talk with Dealers, Dealer Groups or Manufacturers at senior management level, there seems to be a feeling that the people at the front of the after-sales department, are the people who are the bottleneck for business development—they often...
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The Top Four Ways to Increase & Convert Red Work from a VHC

Every dealer should be doing a Vehicle Health Check (VHC) on EVERY car. VHCs are important not only from a legal ‘duty of care’ point of view, but also from the point of view of customer service and of course...
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