Hello ,
We all want to sell more products, right? What formal training have you had to accomplish this? Very few small shop owners take the time have formal sales training, and that's fairly normal, HOWEVER, by implementing small little tips and tricks, you might be more successful at closing the deal.
Recently I ran across an article about using "Yes, and", vs "Yes, but" and thought it might be something worth sharing out to all of you. I then asked Gemini to re-write it in Metalcloak context. Take a look and more importantly, take the time to implement this trick into your sales pitch.
Building the Perfect Pitch: The "Yes, and" Approach to MetalCloak
In Jeep suspension sales, we aren't just selling parts; we are selling confidence. When a customer compares MetalCloak to brands like Teraflex, Rock Krawler, or Clayton, the way you navigate that technical debate determines the sale. The most powerful tool in your kit isn't a wrench—it's the phrase "Yes, and."
The Power of "Yes, And"
"Yes, and" is a collaborative technique. It validates the customer’s knowledge while layering on the specific engineering advantages of MetalCloak. It keeps the customer on your side.
- When they mention price: "Yes, and MetalCloak is a premium investment, and that’s because it’s a complete system—including all eight adjustable control arms—so you don't have to buy upgrade kits later."
- When they mention flex: "Yes, and the articulation is industry-leading. They achieve that through the patented Duroflex joints which actually dampen road vibration like a factory bushing."
The Danger of "Yes, But"
"Yes, but" is a pivot that can feel like a correction. While sometimes necessary to debunk myths, it can put a customer on the defensive. Use it only when you need to highlight a specific trade-off.
- The Pivot: "Yes, some brands use solid steel arms for weight, but MetalCloak uses high-strength DOM tubing to provide the same durability without the massive weight penalty that kills fuel economy."
Why MetalCloak Wins the Pitch
Remind your customers that MetalCloak is the "set it and forget it" choice. While other brands might require frequent greasing or offer a firmer, harsher ride, MetalCloak’s patented Duroflex technology is maintenance-free and designed for the "daily-driven trail rig."
At the end of the day, you want your customer to have peace of mind that their investment is going to perform well, ride nice and not have issues. Our products do just that and if for some small reason they don't, we will do whatever is necessary to make things right as always.
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Pro Tip:
When you're working with a customer on products, there are always questions. Once you feel like you've answered most of their questions, do NOT end with "do you have any other questions?" (the answer is likely to be "no")
INSTEAD: Finish with "what other questions do you have?"
This makes them pause briefly to think about what might have been missed.
Live Price Lists!
We have implemented a quick and easy way to see our MSRP's. This mostly benefits those that are running ecommerce sites with our product, but can also be used for quick reference if looking up a SKU or product. This will take you to a live spreadsheet of our MSRP's for those of you who need to download a CSV file and/or update your websites so that you're matching MSRP. Moving forward, if we make a price change internally, that spreadsheet automagically updates with the change. A link to the database is on the jobber portal, or you can click here to see it in action: https://pricing.jobber.metalcloak.com/
(your jobber portal login will get you in)
Gold Zinc Chromate finish
I'm re-sending this short blurb about how a quick clearcoat can help keep the gold zinc finish looking sharp for a longer period of time. I personally clear-coated a few items on my 2-door JL over 2 years ago when I installed them and they are still looking shiny and new after over 35k miles in the past 2 years. Granted our conditions out west are different, but the takeaway is that
Here's a short video on our Facebook page that talks about it.
https://www.facebook.com/reel/1444058143737140
Upol makes a nice quick-drying product that seems to work really well and can be found on Amazon. It's worth it to keep a few of these cans in the shop.
-Mike Upchurch
Jobber Account Manager/Brand Strategist
916-823-3563
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