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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 sale
    • What 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 phone
    • It 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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About the author, Carm Capriotto, AAP

Carm is the founder and host of the Remarkable Results Radio Podcast; the only one of its type in the automotive aftermarket. Carm calls on his 35 years’ experience in the aftermarket to bring engaging stories from his guests.

Listen to raw, unfiltered, honest, and sincere stories that include insights, trends, best practices and expertise. Each interview brings an opportunity to learn one new thing through the stories of personal achievement. Many podcast guests tell their story of transformation from working in their business to working on it.

As host, Carm uses his enthusiasm and passion for the aftermarket especially the service sector to take his listeners on a journey showcasing successful service professionals’ path to Remarkable Results. He also enjoys interviews with aftermarket industry thought leaders who bring their industry perspectives to his listener.

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