* RELATED TO THE PRIME CONCERN: (In Quick Service this is usually just an oil change / rotation. Otherwise, it could be a repair diagnostic request. This is the item(s) they brought the car in for. * IMMEDIATE NEEDS THAT NEED TO BE ATTENDED TO RIGHT NOW: These are usually safety needs or anything red. If nothing is red, it can be the next 1 item you suggest they do first. * MAINTENANCE: This is legitimate preventative, due or past due maintenance that could wait if needed. STEP 5. USE THE " RELATED TO " PRINCIPLE This is selling a solution rather than just individual services. Like combining tires with alignment and not separating it, " We will replace your tires and perform a 4 wheel alignment " rather than " and we recommend " an alignment. There are many such services like, Brakes and Brake Fluid Exchange, Tune up and Fuel Services and on and on. STEP 6. USE THE PACKAGE PRICING TECHNIQUE - GIVE THEM THE GRAND TOTAL INVESTMENT FIRST! This rule states, " Do not give individual prices. Do not break down parts & labor. Get to the bottom of your presentation and give a Grand Total price first and 1 option. Ask what the best choice is for the customer and be silent! Remember that as Advisors, we sell by the job. Waiting at the bottom and giving the Grand Total Investment first gives you the chance to deselect services that can wait if needed. STEP 7. BE AWARE OF THE SURROUNDINGS WHEN PRESENTING ADDITIONAL SERVICES TO YOUR CLIENTS Ideally you want to pull the customer away from a crowd to explain their presentation, especially if it entails a significant amount of money. This will also help you stress the urgency and importance of the situation. Remember to create a sense of contrast SEPTEMBER OCTOBER 2023 || FIXED OPS MAGAZINE 45