Some people think estimating and closing sales is the same thing. In reality there is quite a difference. The industry average for moving an estimate to a sale is between 60 percent and 70 percent, so about 30 percent of estimates are not being sold. I have talked to estimators after they have written estimates and asked them if they asked for the sale. Some reply, "I showed them the estimate." Others give me the deer in the headlight look and say they told the customer to see the receptionist to schedule an appointment. There are ways to sell the repair without writing an estimate. To review three scenarios read the complete article at http://abrn.search-autoparts.com/abrn/Training/Estimating-is-not-the-same-as-closing-sales/ArticleStandard/Article/detail/737627
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