70
PARTS PROFESSIONAL
How to Sell ReCon Engines
Scenario 4: Warranty/Total Cost of Ownership (TCO)
Introduction
Every Minute Counts Tool
Learning Objectives
Steps to Selling a ReCon Engine
Scenarios: Step 1 and 2
1. Damaged Block
2. Extensive Repair Needed
3. Chronic Engine Problems
4. Values Warranty/TCO
5. Pressed for Time
6. Love Their Equipment
7. High Value of Equipment
8. Purchase Fixer Upper
Scenario Summary
Step 3: Locate a ReCon Engine
Step 4: Follow Up & Close Deal
Summary
Quiz
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