MotorVac SteerClean 1000 - Manual (Page 13)

The Sale: Since the MotorVac SteerClean Power Steering Fluid Exchange Service
System is new, virtually every car or truck with at least 30,000 miles is a potential
candidate for this service. You can sell the service based on fluid condition or
mileage. To sell based on fluid condition, place a drop of the customer’s power
steering fluid on a clean rag or piece of paper, and then place a drop of new fluid next
to it. Show this to the customer. Explain that the old fluid is burnt, dirty, and
contaminated. It is no longer able to provide the lubrication and protection needed.
Over time, the fluid will damage power steering components, leading to failure. To
sell based on mileage, you’re on solid ground by recommending the service as regular
maintenance. Some auto manufactures are recommending the power steering fluid be
replaced every 30,000 miles. Just as automatic transmissions require regular fluid
replacement, so do power steering fluids.
The Six Most Common Objections:
1 – “I’ve never heard of servicing the power steering system.” Your reply: Until
recently, there was never a practical cost effective way to replace power steering
fluid. With the MotorVac SteerClean System, you actually introduce a cleaning agent
first (p.n.400-0160 flush), and then flush the system completely with MotorVac’s(p.n.
400-0154 conditioner) and Power Steering Fluid. In under ten minutes, your power
steering system protected with the necessary conditioners and lubricants.
2 – “I can’t afford it.” Your reply: With the high cost of labor and parts especially
for a power steering rack or power steering pump, how can you not afford it? We can
offer you a special price today to close the deal.
3 – “The cars not worth it.”
4 – “It’s a lease car, why spend the money?” Your reply: (Treat both 3 & 4 the
same) Servicing your car’s power steering system isn’t about the car; it’s about your
safety, and the safety of your family. Consider how a power steering failure could
impact your life.
5 – “ I’m getting rid of the car soon.” Your reply: To get the most out of your sale,
show the buyer that you have done everything possible to keep the car in good
running condition, including servicing the power steering system.
6 – “ Why doesn’t my owners manual say anything about it?” Your reply: Some
major auto manufacturers are recommending servicing the power steering. Others
will probably follow soon. We recommend the MotorVac SteerClean Service to keep
your cars power steering system like new!
Follow up: Always answer any questions as truthfully as possible, and then always
come back to the sales question: Can we take care of that for you now?
Once his objectives have been satisfied, you have good chance of selling the service.