1. Failing to follow a consistent procedure
2. Failing to set a commitment objective
3. Failing to ask the right questions
4. Failing to present effectively
5. Failing to ask for a commitment
These mistakes decrease growth potential.
Failing to follow a consistent procedure: Some service advisors are simply "winging it". They have no consistent procedure to follow that helps them navigate through the upsell process.
Failing to set a commitment objective: Service advisors often start the day without setting and accomplishing a clear objective.
Failing to ask the best questions: Questions are the number one tool service advisors have for moving the service transaction forward. If used incorrectly, potential business is lost.
Failing to present effectively: Some service advisors talk too much and listen too little. The "gift of gab" does not work on the service drive.
Failing to ask for a commitment: Service advisors often miss or lose opportunities, manipulate or don't ask for the commitment effectively.