This week, Jeff visits yet another common mistake that service advisors make: not asking for future business! Future business requires the advisor to not only sell the service, but also sell themselves! The most effective way to do this is by using the proven techniques: The Next Visit and The Proactive Next Visit. Both word tracks will secure you more future business than you can imagine! Copyright 2018 Wm Jeff Cowan…

This week, Jeff discusses a familiar topic to many of us: Why customers won't buy! We've all had great presentations, closes, and product value, so why don't we get the sale every time? Is it because your product is unnoticed, your presentation doesn't showcase the value or brand, the product isn't current enough, or you simply don't know where to start? Stay tuned to find out the top three reasons why people don't buy. Copyright 2018 Wm Jeff Cowan…

This week, Jeff discusses arguably the biggest mistake advisors make- not giving it their all! Are you part of the 80% that goes to work, waves behind the desk, doesn't walk around every car, or simply has your lazy days? This message is for you! Dealers, managers, principals, advisors, this message will hit home for you and your staff. Listen in for an inspiring yet motivating "wake up call" that everyone in the service industry can learn from! Copyright 2018 Wm Jeff Cowan…

This week, Jeff discusses how to ensure your success within your professional sales career. The key is to surround yourself with 4 types of people: models, mentors, partners, and friends. Tune in to see how each type of support can benefit you and help you maximize your potential! Copyright 2018 Wm Jeff Cowan

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This week, Jeff continues with another common mistake that service advisors make- not following the processes! Whether they are implemented by your manager or your dealership, they are there for a reason! Don't be lazy, follow the process, and maximize your potential on the service drive! Copyright 2018 Wm. Jeff Cowan

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This week, Jeff discusses a close that delivers an 80% or above closing ratio: The Alternative Choice close! The secret to this close is to make sure the choice is between buying or buying. Tune in to hear the exact approach and word track! Copyright 2018 Wm Jeff Cowan

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This week, Jeff discusses another common mistake that service advisors make: not being prepared! When you manage your success using the sales worksheet, you become more prepared for the day ahead! Tune in for the proven process to manage success, prepare for your day, and plan for the maximum amount of opportunity on your service drive.

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This week, Jeff discusses how to overcome the very first objection when your customer simply says "no". When customers don't give a reason for saying "no", overcoming the objection can quickly become the hardest part of the sale. Using the "Are You Sure?" close will work over 40% of the time! Try it out and let us know how it works for you! Copyright 2018 Wm. Jeff Cowan

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This week marks the start of a new series! Jeff is discussing the most common mistakes that service advisors make. Over the next few weeks, he will discuss how to prevent those mistakes, why they can hurt your career, and how to combat them in order to maximize your success! Copyright 2018 Wm Jeff Cowan

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This week, Jeff discusses how tough it can be to say no to that movie night or that football game with friends, and replace it with training or preparing for your sales career. From personal stories to key steps, Jeff will show you how to stay focused and discipline yourself so you can live the life you deserve! Copyright 2018 Wm Jeff Cowan.

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Why do so many salespeople lose the deal in the final steps? They take their eye off the ball! This week, Jeff discusses the impact of counting a sale or a deal before it's signed and collected. He also gives a sneak peak of his upcoming book “What I’ve Learned About Sales, Motivation, Leadership, Management, and Life in General from Watching & Attending over 35 Indy 500’s”! Copyright 2018 Wm. Jeff Cowan

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What is the best way to implement training to your team? Simple; The No-Rush System! This week, Jeff discusses how to implement training without rushing through it. Training is not something you DID, training is something you DO! This episode is a must watch for managers and dealers looking to implement training in the most effective and proven way.

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This week, Jeff covers a forgotten rule of professional salesmanship- never forget the stops of a sale! Rather than focusing on the end goal or the steps ahead, take the time to STOP and recognize your presentation, have full attention to your product or service, and take the necessary stops to make it to the end. If you rush simply to get the sale or end goal, you are likely missing key points along the way! Each stop is an opportunity, so make each one count. Copyright 2018 Wm. Jeff…

This week, Jeff covers the most asked question from service advisors: "How do I get the up-sell before my customer's car gets in the shop?" Well it's easy! The Buy-A-Suit Technique is the absolute best technique to let your customer know that they're in the right place, at the right time, with the person who is best to get the job done. Make sure you've got a pen and paper handy for this one! Copyright 2018 Wm. Jeff Cowan…

This week, Jeff covers the most asked question from service advisors: "How do I get the up-sell before my customer's car gets in the shop?" Well it's easy! The Buy-A-Suit Technique is the absolute best technique to let your customer know that they're in the right place, at the right time, with the person who is best to get the job done. Make sure you've got a pen and paper handy for this one! Copyright 2018 Wm. Jeff Cowan…

This week, Jeff discusses the key to training---> READ! The most common question is sales is simply how to be the best. He covers how to get fired up about training, the steps to becoming a great reader, and how to be the best at what you do! Copyright 2018 Wm. Jeff Cowan

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This week, Jeff discusses some personal stories and experiences where technology replaced human interaction. He discusses the benefits of using technology on the service drive, the business aspect, and also the consumer aspect, both good and bad. At the end of the day, a phone or iPad can never look a customer in the eye and ask for the sale! Copyright 2018 Wm. Jeff Cowan

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This week, Jeff talks about how to stand out from the rest! Are you new to your career and want to be noticed? Are you already on a sales team and just don't know how to stand out over the day-to-day process? This week's podcast covers the 9 simple steps to stand out and stay on top! Copyright 2018 Wm. Jeff Cowan

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Are you habitually using "Service Advisor Slang"? This week, Jeff discusses why the sale isn't closed after a presentation. Hint: You never let them know exactly what they're getting! Listen to this week's episode to learn how to eliminate service advisor slang and present on a level that the customer understands. Copyright 2018 Wm Jeff Cowan.

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This week, Jeff covers "Thou Shall Not Steal" principle. How do you define theft? Money, copyrights, honesty? Jeff covers the basic principle of honesty, how it can affect your career, and the benefit to your sales! This principle will not only help you succeed, but to live your best life in general.

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