Beating the Price Shopper

About This Webinar

"How much for brakes?" It's the call every advisor dreads, and the one most shops lose in about ten seconds flat — the advisor quotes a number, the caller says "thanks," and they're gone to dial the next shop on the list. But here's the secret that changes everything: most price shoppers aren't actually shopping price. They're shopping trust. They're not mechanics, every shop's website looks the same to them, and maybe they've been burned before — so they reach for the only yardstick they know how to use, the number. They're not cheap. They're uncertain.

In this free 60-minute training, Doris Barnes, Director of Strategic Growth at Transformers Institute, shows your team how to win the customer everyone else throws away. You'll learn why quoting a price is the fastest way to lose the call, the three questions to ask before you ever talk numbers, and the four-move redirect framework — acknowledge, reframe, offer, book — that turns a price call into a booked appointment without ever sounding pushy or defensive.

You'll get the three things your advisor should never do on a price call (each one hands the customer straight to your competitor), and a complete word track you can hand to every person on your phones. Because when an advisor stops taking the price bait and starts building trust, they stop competing on being the cheapest and start winning on being the shop the customer actually wants to bring their car to.

A special guest shop owner joins to share how his team went from treating price shoppers as a waste of time to realizing they were some of the cheapest new customers the shop had — they were just hanging up on them. This webinar is for owners who are tired of watching good callers walk to the competition over a phone quote, and want their team to turn "how much?" into "see you at eight."

What You’ll Walk Away With

• The Price Shopper Myth — Why "how much?" is almost always a trust question in disguise, and why these callers are uncertain, not cheap.
• Why Quoting Loses — How giving a number instantly turns you into a price tag the customer compares against the shop down the street.
• Ask Before You Quote — The three questions that uncover the real problem, build urgency, and open the door to safety before price ever comes up.
• The Redirect Framework — Acknowledge, reframe, offer the inspection, and book two times — the four moves that turn a price call into an appointment.
• Three Things to Never Do — Quoting and stopping, getting defensive about price, and letting them hang up un-booked — plus a complete word track to replace all three.

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