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<!-- wp:reyrey-js/list-item {"content":"Knowing customer’s interests is a game-changer when recommending services."} /-->
<!-- wp:reyrey-js/list-item {"content":"Learn how to use the Category of Interest tool and upsell more effectively."} /-->
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<div class="wp-block-reyrey-js-column"><!-- wp:reyrey-js/paragraph {"content":"Upselling is a critical part of a service advisor’s job, yet it can be challenging to know the right angle to take when discussing recommended services with a customer. Each customer is unique and likely prioritizes types of repairs or maintenance differently. The Category of Interest tool can help bridge the potential knowledge gap and help advisors find the best way to talk about additional work with each customer."} /-->
<!-- wp:reyrey-js/paragraph {"content":"The following categories of interest can display:"} /-->
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<!-- wp:reyrey-js/list-item {"content":" \u003cspan class=\u0022RR-Font-Weight Bold\u0022\u003eFashion:\u003c/span\u003e Customer values the physical appearance of their vehicle and may be more receptive to the cosmetic benefits of a service."} /-->
<!-- wp:reyrey-js/list-item {"content":"\u003cspan class=\u0022RR-Font-Weight Bold\u0022\u003eFunction:\u003c/span\u003e Customer values the performance of their vehicle and may be more receptive to benefits such as improved fuel efficiency."} /-->
<!-- wp:reyrey-js/list-item {"content":"\u003cspan class=\u0022RR-Font-Weight Bold\u0022\u003eSafety:\u003c/span\u003e Customer values the reliability of their vehicle and may be more receptive to benefits such as decreasing the time required for the vehicle to stop when the brakes are applied."} /-->
<!-- wp:reyrey-js/list-item {"content":"\u003cstrong\u003e Technology:\u003c/strong\u003e Customer values the entertainment and convenience features of their vehicle and may be more receptive to benefits that improve the in-car experience."} /-->
<!-- wp:reyrey-js/list-item {"content":"\u003cspan class=\u0022RR-Font-Weight Bold\u0022\u003eValue:\u003c/span\u003e Customer is most concerned with the cost effectiveness of their vehicle and may be more receptive to benefits such as reducing the need for an expensive repair in the future."} /-->
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<!-- wp:reyrey-js/paragraph {"content":"To access the Category of Interest window, select the icon to the left of the \u003cspan class=\u0022RR-Font-Weight Bold\u0022\u003eName\u003c/span\u003e link in the \u003cem\u003eRecord Details \u003c/em\u003esection. The icon displays the customer’s primary category of interest."} /-->
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<!-- wp:reyrey-js/paragraph {"content":"The Category of Interest window displays the two categories with the highest levels of interest in the \u003cem\u003eLikely Categories of Interest\u003c/em\u003e section that includes a brief description of what the customer may positively respond to."} /-->
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<!-- wp:reyrey-js/paragraph {"content":"Use the tips in the \u003cem\u003eCommunication Tips\u003c/em\u003e section to help you choose the most effective approach when explaining the importance of a suggested service."} /-->
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<!-- wp:reyrey-js/paragraph {"content":"Use the graph in the \u003cem\u003eInterest Comparison\u003c/em\u003e section to determine if a specific category significantly outscores others, or if the customer’s interests are moderately distributed."} /-->
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<!-- wp:reyrey-js/paragraph {"content":"Using the information above, here are a few examples of how to suggest new front brake pads to customers with different preferences:"} /-->
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<!-- wp:reyrey-js/list-item {"content":"Function: “Your technician recommended new front brake pads to keep your vehicle from shaking as you stop. Do you want to take care of those today?”"} /-->
<!-- wp:reyrey-js/list-item {"content":"Fashion: “Your technician recommended new front brake pads. Do you want to take care of those before yours start squeaking and grinding?”"} /-->
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<!-- wp:reyrey-js/paragraph {"content":"In the challenging world of upselling, knowing what your customer prioritizes can be helpful. The Category of Interest window helps you speak to customers when upselling recommended services in an effort to make your pitch more personalized or meaningful."} /--></div>
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