Parts Counter Sales Training

Steps to a Sale

• Meet and Greet
• Interview
• Select a product or service
• Feature/Function/Benefit Presentation
• Close the sale

Overcoming Objections

• Price
• Aftermarket parts
• Special Order
• Out of stock

Selling Service

• Investigate
• Plant doubt
• Professional Install
• Convenience
• Warranty

Handling Incoming Telephone Calls

• Introduction
• Investigate
• Name and Number
• Taking the Order

Video Training

• The use of a camera to record role plays of parts counter people in different situations will heighten the awareness of what a customer goes through when dealing with Parts departments. Your people, through this awareness, will learn empathy and how to make your customers’ experiences enjoyable. These important members of your team are salespeople, not just order takers.