Episode 83: “If I Only Had a Brain”: Mercedes-Benz, The Sphere & the Courage to Ask for the Sale – Fixed Ops Focus with Dave Rogers and Steve Shaw
Why are so many service advisors afraid to ask for the sale? Steve Shaw and Dave Rogers are back from Las Vegas, where they attended the Mercedes-Benz After-Sales event — and Dave and his team managed to squeeze in The Wizard of Oz at the Sphere.
Naturally, the two somehow became one conversation.
Steve and Dave recap the Mercedes-Benz event, the camaraderie, the brand’s new agenda, and what Dave jokingly calls the good-natured “brainwashing” that happens when a manufacturer gets everyone believing in the same mission. Then it’s off to see the Wizard. Because while “If I only had a brain…” might get the laughs, there’s a bigger problem happening every day on service drives: We need some courage.
Too many advisors know the product. They know the customer. They know what the vehicle needs. Then comes the moment to actually ask for the sale — and suddenly the Cowardly Lion shows up. Why are we so afraid to ask? Where does that fear come from? And how do we give advisors the confidence to simply make the recommendation, ask the question and let the customer decide?
In episode 83:
• Inside the Mercedes-Benz After-Sales event in Las Vegas
• Camaraderie, culture and Mercedes-Benz’s new agenda
• Dave’s take on a little good-natured manufacturer “brainwashing”
• The Wizard of Oz at the Sphere
• Why service advisors are afraid to ask for the sale
• Finding the courage to make the recommendation and ASK
You don’t need a trip down the yellow brick road.
Sometimes you just need the courage to ask for the damn sale.
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