Stop Quoting Price Over the Phone – Maylan Newton [FTR 091]

Maylan Newton from ESI – Educational Seminars Institute is a business coach, trainer and industry speaker. Maylan is no stranger to the podcast having paid it forward many times. He is a much sought our speaker at industry events in the US. Find Maylan’s previous episodes HERE.

“He is ‘just a car guy’ with lots of knowledge and is brave enough to talk about it”. Maylan’s purpose is to educate leaders to be a better owner or service writer.

Talking Points:

• Get Away from the Price Driven model of Business and get back to the Quality and Relationship Business
• Stop quoting price over the phone
• If you quote a price, make it the last thing you do not the first
• You don’t have to be cheap to be busy
• Price can be 6th or 7th on a customers list of needs
• When you quote a price over the phone you are setting up to be a more difficult repair process and saleWhat happened to the quote you gave me
• The service write needs skill to not quote a price over the phone
• Vehicles are too complex and sophisticated to quote a price over the phoneIt is not your dad’s Oldsmobile
• We are cannibalizing our industry by quoting a price
• Do you really want the customer who wants the lowest price?
• In today’s climate spend extra effort to tell the customers about your touchless transaction and the sanitizing efforts you are putting forth
• If customers wanted a cheap price there would not be top shops out there not dealing with price first
• We need to show the value of what we do and be proud of our investments in people, training and equipment

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