The VHC Sales Advantage

Smart, High-Impact VHC Strategies That Drive Sales and Revenue

Course Overview

One of the biggest challenges in aftersales is that service teams don’t see themselves as salespeople.
While they excel in hospitality and building customer trust, many shy away from selling; seeing it as uncomfortable or conflicting with their values.
This course bridges that gap by developing new habits and techniques that feel natural and authentic.
By focusing on giving every customer the opportunity to make a well-informed decision about their vehicle’s maintenance needs, service teams will boost workshop sales, enhance customer satisfaction, and strengthen long-term loyalty — all without ever feeling like they are “selling.”

Course Objectives

• Pre-qualify VHC opportunities to maximise conversion potential - Learn how to spot and assess the best opportunities early in the process, focusing your time and effort where it matters most.
• Recognise and act on key windows of opportunity - Identify crucial moments in the customer journey where small actions can lead to big increases in workshop sales.
• Understand the AIDA psychological buying process - Explore how customers move from Attention to Interest to Desire to Action, and how to align your VHC conversations to match each stage.
• Gain advanced permission to complete recommended work - Master techniques for gaining early agreement from customers; improving technician and service advisor productivity, speeding up workshop flow, and increasing parts and labour sales.
• Use questioning as your most powerful persuasion tool - Learn how to ask the right questions that guide customers naturally towards well-informed, confident maintenance decisions.
• Position the VHC process as a trusted part of vehicle care - Present the VHC not as a sales tactic, but as a professional, customer-focused service that protects the customer’s safety, investment, and peace of mind.
• Deliver outbound VHC calls with structure, impact, and confidence - Follow a proven call structure to build value into the proposition, position price professionally, ask for the order naturally, and manage objections with ease.

What's Included?

• Event leadership by an expert facilitator
• Delegate workbook and course materials