Chris CollinsHelping Struggling Dealerships Build Profitable, High-Performing Service Departments | Automotive Coaching Expert | CEO

How to Overcome the CURSE of Discounting!

28 Dec 2019 · 0 min

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0:29

A short YouTube presentation (by Chris Collins) addressing salespeople who face customer discount requests. The speaker argues sellers under-emphasize ROI when justifying repair/investment costs to customers and uses vehicle finance figures to reframe large-ticket services: he cites the U.S. average new car payment as over $500/month (second year running) and notes that $500/month equates to $6,000 over 12 months, framing repair work as an affordable investment.

Questions this video answers

Over $500 per month (reported as the second year in a row the U.S. average exceeds $500/month).

$6,000 per year.

December 28, 2019.

Customers are always asking, you know, for discounts, or is that the best you can do? And we're talking sales. I think we don't bring up ROI enough into the investment in their vehicle. Right. You know, large tickets today are not that hard to sell because car prices are continually going up. This is the second year in a row that the new car payment average in the United states is over $500 a month. At $500 a month, that's a $6,000 repair bill paid off in 12 months. It's not a bad investment in your vehicle.