Having the right words to say to an 83-year-old man in your service drive that needs to have his alternator replaced might not be that easy. Sally Whitesell, CEO and Founder of SW Service Solutions and author of the book Words that Sell Service, says it doesn’t matter what the scenario may be, advisors need to be trained and prepared for every possibility.
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Dealerships can invest in service technology, build business development centers and track customer satisfaction scores, but Jeff Cowan says none of that matters if customers don't know what to expect...
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