What People Are Saying About The
Sales Techniques in our Automotive Service and Repair Sales Course
Client Testimonials
Have used Terry's techniques for years, they're easy to understand and learn, and they WORK! That's the bottom line - and if you want to increase yours get a hold of his audio or video series and his newest book and see how quickly they'll make a major difference in your business.
Tim Chappell
tranztk@aol.com
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As a transmission/drivetrain instructor at the 2nd-ranked two year degree program in the nation, I 'd like to extend my appreciation to Terry for the insight and integrity he brings to my students through his many articles in TD. Students think I'm teaching them transmissions...I know my responsibilities go far beyond that, and Terry has for years been a prime source of inspiration. If our grads aren't successful and making enough to stay in the business, their time and mine have been wasted. Terry's advice is as valuable to the novice as it is to the experienced shop owner.
Mike Ronan
Ronanme@AlfredTech.edu
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Enjoyed very much listening to you & hope my competitors who were there aknowledeged my belief in the techniques you teach. Then maybe they won't feel they have to give their work away. As for me, your course was just the tune up I needed to remotivate me. Thanks again, Miro
Miro Pryputniewicz
miro@rmautoinc.com
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I have been using Terry Greenhut's basic philosophy for selling transmission and auto repairs for quite some time now with outstanding results. Mainly what I'm speaking of is when I pick up the phone and hear that same old question over and over again "How much do you guys charge to overhaul a trans?" Instead of blowing myself out of the water by giving the customer some useless "price" over the phone, I have learned through some of Terry's techniques that the proper thing to do is get the customer to bring the vehicle in and let me check it out first. This allows me to see just what it is I'm working on, allows the customer to see what type of repair facility he/she is dealing with, which in turn translates to charging what is fair in order to turn out a job that is properly done. I read Terry's articles monthly in Transmission Digest - I cannot begin to express my gratitude for the positive effect he has had on my business throughout the years. I certainly welcome any future help/input from him.
Eduardo R. Lopez Sr. - Owner Durabuilt Trans
transican@aol.com
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I read your articles in Transmission Digest and Motor Service. I am really impressed by how you tell us to handle comeback customers. I never thought much about it before. Now I know that I can get future business and referrals if I do it right. Thank you again and keep up the good work!
Wan Kyu Choe
daddywan@hotmail.com
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Hi Terry, I have read your articles for years and found them very informative. This year has been my most challenging and intense so far. Your sales techniques have proven very valuable in times like these.
Bob Neil
bob4911@aol.com
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I got your sales training tapes about a year ago. I found them very helpful and also enjoy your articles.
Cliff Westendorp
cwestendorp@msn.com
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I recently had a customer shop me with another shop after I had his transmission completely disassembled and priced. They gave him a price $1800 lower than mine on an E40D. The sale had been going great till that happened. My response, besides wondering why anyone would price over the phone, was to say, "Sure, I can build that transmission inexpensively too if it has minimal damage...but yours has many more parts that need to be replaced. How would you feel if you brought it to a place that gave you a low price on the phone and once they saw the damage jacked you up to a price even higher than mine? Do you think you would lose faith in a company that does business that way?" I then went back into detail and sold the job for the right price. Thanks Terry for teaching me how.
Joanna Block
alltrans1206@gmail.com
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We always read your articles in Transmission Digest. It is so great that you share such good ideas.
Thomas Parlapiano
jtp914@aol.com
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I have your Outside Sales tips and they work great. I pick up new accounts everytime I go out there.
Bruce Napier
hometowntran@yahoo.com
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I learned not to be afraid to raise my labor rate. I took over a shop that was just breaking even. I'm now charging 40% more than he was and have way more customers than he had. If he would have had the nerve to ask for the right price he might still be here instead of me.
Randell Green
randellsgreen@hotmail.com
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Thanks for the inspiration over the years. There have been times when I really needed it.
Andrew Kolari
bestbuytrans@sbcglobal.net
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I found that agreeing with "know it all" customers keeps them from arguing. Once I get a chance to check out the real problem I can get them to buy what they need. Slow and steady, just like Terry taught me.
Jeff Prior
jeffjp2003@yahoo.com
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I have been a mechanic/rebuilder for 25 years and recently bought a shop with my brother-in-law who has not had much experience in the field. I know how to fix them real good but didn't know how to sell them till now. Thanks Terry, I've learned a lot. We're looking forward to a great future.
Ron Medley
txoutlaw222@hotmail.com
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Great info Terry. I've been a fan of your articles for years. Used a lot of your info while I was in business and now use it to teach my students at trade school.
Jim Carnahan
carnajd@yahoo.com
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We don't have a lot of information available in Australia to give us much sales or management help in the auto repair industry here. I always read your articles in the Transmission Digest. Thank you, it is people like you that help the industry grow.
Lesley Rathbone
lesley_rathbone@wyongautomatics.com.au
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Terry taught me, don't be afraid to raise your prices as required, and he was right. Most customers don't base their decision on price anyway. They just use it as an objection that we need to overcome.
Joe Fleming
tpijoe@msn.com
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I like to say to a customer who is arguing price, "Wouldn't you agree that it's better to invest a little more than you plsnned to than a little less than you should have?" An excellent sales phrase: Thanks Terry.
Danielle DiPonzio
dipona42@aol.com
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I always sit next to customers after I have shown them the problem and go over the repair order. I also shake my head "yes" as I am talking, one of Terry's favorite techniques..
Todd Holloway
jamesnjess@msn.com
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Terry's training taught me to develop good relationships with each customer. People do business with people they like, not just by price or good service.
James Finn
transmissionmilex@sbcglobal.net
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As a Tuffy Dealer with 8 stores in the Richmond, VA market I really appreciate the terrific training you provided for all of my managers over the years.
Darrel J. Neilson
tuffy@tuffy.net
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Using Terry's Outside Sales Techniques one of my best customers has turned out to be the local Post Office. I have to do all the servicing at their facility but when they need transmissions all the work comes to me.
Brad Isbell
bradisbell@bellsouth.com
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Dear Mr. Greenhut, I read all of your articles in Transmission Digest and have recently read your new book. My boss wants me to go do some Outside Selling. The prospect of doing that used to scare me to death but I'm ready now that you've show me how. Thanks, Mike.
Michael E Demo
napaautocar@aol.com
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We did hire an Outside Salesperson and it has indeed worked for us.. The salesperson had attended Terry's seminar and was experienced in the industry. He offered a volume bonus program to our accounts that is keeping them loyal to us.
Tim Young
rogersyoung@sbcglobal.net
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I learned that it all starts at the phones, so have lots of good replys ready to go. Let customers talk, they will usually tell you everything you need to close the sale, and no prices over the phone; period. Thanks for the time Terry, Mike.
Mr Transmission
mrtransmissionny@AOL.COM
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I learned not to be so quick to judge people on their appearance, the worst dresser may just be the big cab or limo company owner!
Joe Mazzone
JMazz1@adelphia.net
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Terry believes that customer service and follow-up is the key to building a successsful future and I agree. When collecting for a job I tell them to return in 10 days for a free re-check at no additional charge to save any future complications. I then mark it in my date book and call them on the 9th day to remind them. It makes them feel we really care, and we do!
Leon Martin
martinsautosvc@afo.net
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Like Terry always tells us, we send thank you cards to all of our customers. They really love it.
Roopa Syed
rmsshell@msn.com
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I like to invite customers in for a free preliminary diagnostic check. When they see a professionally run shop with a clean counter it really helps make the sale, even when the competition is offering lower prices. Thanks for the tips Terry!
Scott P Henderson
gobillsgo04@yahoo.com
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I have attended your excellent seminars in the past. I wanted to see what you have that's new. The latest Transmission Digest article listed a 20 question self test that I will take on your web site. If I don't pass I'll be back for more training.
Joel Groshong
jgrosho@aol.com
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The best sales technique I learned from Terry is to ask the right qualifying questions to maintain control and be able to predict what kind of objections the customer will give me when I try to close the sale.
Jason Long
jasonnissanman@yahoo.com
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Like Terry says, You have two ears and only one mouth. Use them in that ratio. Listen to the customer.
Ken Johnson
kjohnson@americantransmission.com
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Love reading your articles, You always seem to hit it (the heart of the problem) right on the head. In my shop, I always try to prove to customers that we're being straight-up with them; I recommend that they go and get a second opinion if they want, I've only had a few actually leave to pursue this. They seem to breathe a sigh of relief knowing that I'm honest enough to suggest it. 80-90% just ask,"When Can You Have It Ready." Thanks for the "Great Advice" Terry.
Randy Morris
rmorris855@aol.com
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You taught me a great lesson. When a customer calls and asks for a price I can't realistically price over the phone so I control the conversation by asking the questions, making them answer instead of the other way round.
Mike Boudreau
mikesautoshop@earthlink.net
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Hey Terry. I hear that my daughter Carrie passed your 20 question test today. She is amazing on the phone and at the counter but she learned from the master. Thanks.
Leon Warmuth
lelaine@cox.net
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Shop owners can DOUBLE sales (easily) in one year or less by hiring a service writer and training him/her with Terry's techniques.
Chip Stewart
chiptran@mindspring.com
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I recently finished the video series and loved it. I learned so much about the way my customers think and how to handle their price objections. I have a whole new enthusiasm for my business now.
Corey Oelklaus
cr.transmissions@comcast.net
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I bought your videos about five years ago after reading TD magazine. They have been very helpful. I'm ordering your new book today to learn more about the marketing side of the business as well as brush up on sales techniques.
Mike Wilkerson
mwilke7901@sbcglobal.net
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I, like many, discourage the price over the phone syndrome and really like your method of handling that sticky situation. Can't wait to show my staff how to get the customer/vehicle into the shop. Regards from NEW ZEALAND!
Tony Grenfell
tonygrenfell@xtra.co.nz
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I inherited my transmission shop one year ago from my late husband who died an untimely death from cancer. I have had consultants working with me ever since to learn how to run this business, but after hearing about your sales training programs I was truly excited to learn your techniques. Now that I have them I know why. I learned so much more about the business from someone who has actually been successful at it. Thank you Terry.
Arlene Dittbrenner
dittbrenner@msn.com
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Hi Terry; this is Danny at Kenilworth Transmission in Canada. I want to say that your video program is very good and I am looking forward to seeing you in a live presentation at the King-O-Matic seminar in November.
Danny D'Angelo
kenilworthtrans@aol.com
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When I entered this industry in 1977 the sales tactics were simple, control the customer, and the vehicle, commit the customer to the cost of the repair, and collect the cash! But today you need to understand all the subtleties of their psychology and educate them about the cost to protect/repair today's transmission. I've learned that if you spend the time and ask the right questions you will almost always make the sale.
Earl Hamil
earl@quicktransmission.com
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Your magazine article about the pitfalls of Yellow Page advertising just confirmed what I believe. THANKS!
John W Frank
beanbrake@sbcgolble.net
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There are a lot of price shoppers in my town. After listening to Terry's seminars, just about everyone becomes one of my customers. When asked a price I simply take control of the situation by asking the customer to describe their problem, and then advise them to bring it in for us to see if we can save them some money. It truly works well every time.
Craig O'Neill
conreg17@aol.com
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I have recently read your article on "Prima Donnas" and like most shops I do have one. Being in California termination of employees is difficult. So I sat him down and made 'him' read your article. You should see the performance now. Thank you for being there.
Mark Warren
trctransmission@sbcglobal.net
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I enjoy reading your articles in Transmission Digest & Global Connections. I believe that your assessment of the labor pool in the transmission reman industry is correct and critical for people to understand. It is not only going to have a great impact on the cost of transmission repair to the customer but is also going to impact on future design of test and repair equipment. At Zoom Technologies we are always looking at trends in the industry and appreciate the insight that you provide.
Ronald Mason
rmason@zoom-tech.com
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Terry Greenhut has taught me everything I needed to know about selling transmission and auto repair work to make a comfortable living for me and my family. That pretty much sums it up.
Jason Ferell
transman75x@aol.com
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Hey Terry; I was at your ShowPower class. Love your stuff. We have been using your phone techniques ever since the boss attended one of your training weekends some years ago. Thanks and come see us some time in the Smokies.
Phil Sims
philthesims@hotmail.com
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I have just completed my 3rd seminar with Terry Greenhut. It's not that I'm a slow learner, but each time I find it more and more helpful for my selling techniques. The motivation is GREAT! Thanks once again Terry.
Susan Gough
subah@telus.net
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I have found that mailing a package I put together describing my business with the features and benefits of my service to wholesale prospects has gotten me some new accounts, but now that I know the right way to approach and qualify, live sales visits have really increased my commercial business. Thank you for teaching me the methods and importance of Outside Sales.
Marc Gabler
megabes@aol.com
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Like Terry always says: We never base our labor rate or parts % mark-up on other shops. Only we know what we need to charge to cover our overhead and make a profit.
David Graber
davidlm@cs.com
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I really enjoyed your message in Transmission Digest this month. It speaks volumes regardless of the type of business you operate. Thanks for giving me something to look forward to reading every month.
Robert Whitaker
rwhitaker@globaloutsource.com
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Terry; Your seminars taught me to impress customers with the little details. After an initial test drive, when I go to open the hood, if I notice the safety catch to be sticky, I will go back into the shop and grab the WD40 and lube it up. It kind of obligates the customer to let me work on the car because I've already done something for him. Neat technique!
Darwin Upton
darwin@usinternet.com
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I used your techniques for the first time today and felt very good. It made my job so much easier. I actually made some money for a change too. THANKS!
Greg Somers
Ghaw55@aol.com
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I was reviewing your article on Leading vs. Managing as I am the center manager at Cottman Transmissions in Upland, CA. It was very helpful and pointed me in few directions I should strengthen. Thank You.
Chris Romine
cromine@earthlink.net
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Just a note to say Hi and mention the great editorial in Transmission Digest this month. Your seminars and articles always get me back on track. Thanks, Al.
Al Lessard
zzb12@aol.com
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Terry, I just listened to your interview with Ron Ipach of CinRon Marketing in relation to the seminar you are about to present for his group of auto repair shop owners. I am very interested in your courses for my service writers. I'm sure they can help us increase not only sales but the dollars we can bring to the bottom line.
Tom Angel
tom@angelautomotive.com
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Curious, when is your next Seminar going to be in the NE area? Attended one years ago while working for Stop & Go. Came away feeling comparable to returning from a vacation. Would like another injection.
David Quintal
porttrans@aol.com
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Terry; Just like you said, I've found that if I build a rapport with customers who call and ask a price for transmission work, I get the job 90% of the time.
Michael Johnson
mikeandjoey@hotmail.com
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I learned not to make the customer feel dumb. I explain things to them honestly and in laymen's terms. If they feel I am a straight shooter they don't complain much about the cost of the repair.
Frank Keithahn
t4frank07@aol.com
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Terry: My wife, son, daughter-in-law, and I attended the course you presented for CarQuest in Dothan, Alabama last week. It has been a tremendous help.
Robert W. Setzer
rsetzer@snowhill.com
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"I used to send all my new employees to Terry's Seminar because I wanted everyone in my shop to be able to handle customers effectively. Now I don't have to wait or send them anywhere or even spend any money. All I do is hand them Terry's audio or video package and I'm done. In a few days I have someone who can sell a profitable job to a customer. Training just doesn't get any easier or more convenient than this."
Brian Willig
Terre Haute, Indiana
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"By the time you pay for transportation, lodging, food, and tuition; it costs about $1,000 per person to attend Terry's two day live Sales Seminar. I know. I've sent all my key employees over the years. These tapes, DVDs, or CDs give you the entire course for considerably less than the price of sending one student. Then you can use them over and over again. So you don't have to worry about spending money to train employees and then lose them. Once you have the materiels it doesn't cost anything."
Ben Caswell
Santa Barbara, California
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"I attended one of Terry's first seminars in 1985 and have built a successful business based on his sales and customer relations techniques. These tapes, DVDs, or CDs are required listening or viewing for anyone who really wants to be well paid for their efforts. Knowing the right way to sell is so important he should have named this package "The Survival Series."
Scott McCain
Kerrville, Texas
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