Presenting
Say Why Before You Say How Much.
Customers tune out at the price if they don't know the reason yet. Lead with what the service protects, then give the price.
· 1 min read
Watch what happens when a recommendation starts with the price. The customer hears a number, and everything after it sounds like a sales pitch. They're doing math instead of listening.
Flip the order. Start with what you found and what it protects, then give the price. By the time the number comes, they already know why it's worth it.
One Sentence of Why
It doesn't need to be a speech. One plain sentence is enough: "Your coolant is past its interval, and old coolant is what wears out water pumps and radiators." Then the price.
Talk About Their Car, Not Your Menu
"Our coolant service is on special" is a menu item. "Your coolant is overdue" is about their car. Customers say yes to what their own car needs far more readily than to what a shop is offering.
Try this: For every recommendation today, say one sentence about what it prevents before you quote it.
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