Service contract sales in the service lane

Roger Conant
My boss, the Service Director, has given me a challenge to implement processes to sell more VSCs contract via the service lane. We have total cooperation from F&I and the GM to do this. We already do a pretty decent job selling these. Suggestions? TY
Steve Tuschen
I would start by looking at the appointments that are coming in tomorrow and see which ones don't have an extended warranty. Then prepare a sell sheet for each of these customer's that list benefits of purchasing the extended warranty, price, and payment plan for it. This way the advisor can try to close it at time of write up or give to the customer so they can review. Have a way to do a zero percent financing on the sale, this can also help with general sales of service work. Spiff the advisor for each sale of contract and I would even put a bogey out there for the advisor that sells the most contracts each month for the first few months as they get the hang of it.
Clint Jones
It is all about the payment plan.

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