Want to help your dealership thrive? Maximizing revenue per transaction is critical for profitability. While vehicle sales are the backbone of the business, add-on services offer a powerful opportunity to boost your bottom line. From extended warranties to detailing packages, these services not only enhance customer satisfaction but also drive incremental revenue. 

However, upselling isn’t just for salespeople—service advisors, finance managers, and even reception staff can contribute to a dealership’s upselling success. By adopting a customer-focused approach and empowering your entire team, your dealership can create meaningful value for customers while increasing profitability. 

Why Upselling Add-On Services Matters in Auto Dealerships 

  1. Revenue Diversification: Add-on services provide a steady stream of income, especially during slow sales months. 
  1. Customer Retention: Upselling services like maintenance packages or tire protection plans encourage repeat visits, strengthening long-term relationships. 
  1. Improved Customer Experience: Offering tailored recommendations adds convenience and enhances the overall ownership experience. 

Best Practices for Upselling Add-On Services 

1. Adopt a Consultative Selling Approach 

Upselling should feel like a natural extension of the customer’s buying journey, not a hard sell. Train your team to ask open-ended questions that uncover customer needs. For example: 

  • “How often do you use your car for long-distance travel?” could lead to recommending a roadside assistance plan. 
  • “Do you prefer keeping your car in showroom condition?” can open the door to upselling detailing services or protective coatings. 

2. Highlight the Value Proposition 

Customers are more likely to invest in add-ons when they clearly see the value. Use real-life examples to illustrate benefits, such as: 

  • “With this extended warranty, you’ll save hundreds of dollars on repairs over the next five years.” 
  • “This tire protection plan covers any damage caused by potholes or road debris, so you’ll never have unexpected expenses.” 

3. Leverage Technology for Personalized Recommendations 

Modern CRM systems and data analytics tools can help tailor upsell recommendations based on customer profiles. For instance: 

  • Suggest maintenance plans for customers who frequently visit the service department. 
  • Offer interior protection packages to families with young children or pets. 

4. Train the Entire Team 

Upselling isn’t limited to the sales floor. Every touchpoint with the customer is an opportunity: 

  • Service Advisors: Recommend maintenance packages or diagnostics during service appointments. 
  • Finance Managers: Offer extended warranties, gap insurance, or other financial products. 
  • Reception Staff: Promote detailing services or subscription-based car washes while scheduling appointments. 

Pitfalls to Avoid 

  • Overloading the Customer: Recommending too many add-ons can overwhelm customers and erode trust. 
  • Neglecting the “Why”: If your team focuses solely on features without explaining benefits, customers may perceive the upsell as unnecessary. 
  • Inconsistent Messaging: Ensure every team member is aligned on the value and benefits of your add-on services. 

Upselling with Autopeople 

Whether it’s hiring experienced service advisors or strengthening your existing staff, Autopeople equips your dealership to excel in a competitive market. 

Are you ready to build a stronger, more profitable team? At Autopeople, we don’t just help dealerships hire—we help you keep your top talent. Schedule a call with David Adragna today – 650 808-7066.