{"id":1600,"date":"2014-11-03T08:07:00","date_gmt":"2014-11-03T08:07:00","guid":{"rendered":"https:\/\/automotivestars.com.au\/?p=1600"},"modified":"2023-02-02T12:23:16","modified_gmt":"2023-02-02T01:23:16","slug":"how-to-increase-your-gross","status":"publish","type":"post","link":"https:\/\/automotivestars.com.au\/how-to-increase-your-gross\/","title":{"rendered":"How to Increase Your Gross"},"content":{"rendered":"<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"background-color: rgba(255,255,255,0);background-position: center center;background-repeat: no-repeat;border-width: 0px 0px 0px 0px;border-color:hsla(var(--awb-color5-h),var(--awb-color5-s),var(--awb-color5-l),calc( var(--awb-color5-a) - 97% ));border-style:solid;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start\" style=\"max-width:1248px;margin-left: calc(-4% \/ 2 );margin-right: calc(-4% \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_4_5 4_5 fusion-flex-column\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\" style=\"background-position:left top;background-repeat:no-repeat;-webkit-background-size:cover;-moz-background-size:cover;-o-background-size:cover;background-size:cover;padding: 0px 0px 0px 0px;\"><style type=\"text\/css\">@media only screen and (max-width:1024px) {.fusion-title.fusion-title-1{margin-top:10px!important; margin-right:0px!important;margin-bottom:15px!important;margin-left:0px!important;}}@media only screen and (max-width:640px) {.fusion-title.fusion-title-1{margin-top:10px!important; margin-right:0px!important;margin-bottom:10px!important; margin-left:0px!important;}}<\/style><div class=\"fusion-title title fusion-title-1 fusion-sep-none fusion-title-text fusion-title-size-four\" style=\"margin-top:10px;margin-right:0px;margin-bottom:15px;margin-left:0px;\"><h4 class=\"title-heading-left fusion-responsive-typography-calculated\" style=\"margin:0;--fontSize:28;line-height:var(--awb-typography1-line-height);\"><h1 style=\"text-align: center;\">How to Increase Your Gross<\/h1><\/h4><\/div><div class=\"fusion-video fusion-selfhosted-video\" style=\"max-width:100%;\"><div class=\"video-wrapper\"><video playsinline=\"true\" width=\"100%\" style=\"object-fit: cover;\" loop=\"true\" poster=\"https:\/\/automotivestars.com.au\/wp-content\/uploads\/2022\/11\/4a2cb3f8c84ce93e8ec7589b2bd9c267ca8b6de3.webp\" preload=\"metadata\" controls=\"1\"><source src=\"https:\/\/embed-ssl.wistia.com\/deliveries\/a974bcd5613f588942dc47b3b76a2b2ac235ed4c\/file.mp4\" type=\"video\/mp4\">Sorry, your browser doesn&#039;t support embedded videos.<\/video><\/div><\/div><div class=\"fusion-text fusion-text-1\" style=\"font-size:17px;color:#212934;font-family:&quot;Assistant&quot;;font-weight:400;margin-top:15px;\"><p>Hi, it\u2019s Adrian Law here from Automotive Stars and in today\u2019s blog I\u2019m going to share with you 3 effective strategies on \u2013 <strong>How to Increase Your Gross.<\/strong><\/p>\n<p><strong>Stay tuned..<\/strong><\/p>\n<p>When I speak to sales people and sales managers around the country, a lot of them are saying that it\u2019s much harder to make gross and are struggling with that recently.<\/p>\n<p>They are mainly blaming the internet and customers shopping harder than ever before.<\/p>\n<p>I actually disagree. I think it comes down to the strategies that your sales managers and sales people are using; or should I say NOT using..<\/p>\n<p>If you work with us you can get access to 24 key strategies on how to increase your gross. As I said before, today I\u2019m going to share with you 3<\/p>\n<h2><strong>First Strategy<\/strong><\/h2>\n<p>With the first one, I\u2019m going to give you an example of a guy that I\u2019ve trained successfully over the years. Martin is his name and previously Martin has sold Ford, Toyota and also Hyundai, and he <strong>grossed exceptionally well across all three different brands.<\/strong><\/p>\n<p>What he did was quite in genius, and this is what we teach; but these are Martin\u2019s words not mine. He said\u00a0 \u201c<strong>Give a $40,000 presentation on a $20,000 car.<\/strong>\u201d<\/p>\n<p>He\u2019s meaning that you talk with passion. That you really give energy to your presentation. You also know your product. Martin knows his product inside out and could sell Hyundai over Ford, Ford over Toyota, Toyota over Hyundai and every combination.<\/p>\n<p>How come? Because it doesn\u2019t really matter what product you are selling. Well it does, but if you know the strengths and weaknesses of each of the products you have and also your competition has, it makes is so much more easy to deliver a great presentation to the customer.<\/p>\n<p>Another thing that Martin does very well that we teach. Is that he spends quality time with his customers. He would spend all day if necessary to get a deal. After that, customers often don\u2019t need or want to go anywhere else.<\/p>\n<p>If they\u2019ve had a great presentation, a fantastic <a href=\"https:\/\/automotivestars.com.au\/tailored-courses\/\">Road to a Sale<\/a> and you\u2019ve found out not only what they need and want but also about them and really show interest. Why would they want to go anywhere else? They wouldn\u2019t.<\/p>\n<h2><strong>Second Strategy<\/strong><\/h2>\n<p>If your sales people and business manager aren\u2019t doing this already, I highly recommend that they do; and that is \u2013\u00a0 \u2018<strong>Talk in Weekly Payments.<\/strong>\u2019<\/p>\n<p>Before you get on the defensive, I\u2019m not meaning that all of a sudden your sales people turn into finance experts. I couldn\u2019t disagree with that more. However, rather than them talking about a car that costs $30,000, $40,000 or more. Why not break it down into weekly payments?<\/p>\n<p>Let\u2019s say for example that a customer sees a car that\u2019s $20,000.<\/p>\n<p>A smart sales person would say. \u201cMrs Jones, that\u2019s approximately $120 per week, less with a trade in and\/or a deposit. <strong>What weekly budget did you have in mind?<\/strong><\/p>\n<p>Then, if he or she gets an answer from the customer, then they can promote their business manager and it\u2019s win\/win for everybody.<\/p>\n<p><strong>How come?<\/strong><\/p>\n<p>Well, who\u2019s going to negotiate when it\u2019s $120 a week? Are they going to say \u2018I want it for $115?\u2019 Highly likely not. Especially when you compare it to them wanting $1000,s off the deal on a $20,000 car.<\/p>\n<p>Secondly, customers can afford a lot more than they think. They can buy a full pack with after market, purchase an extended warranty and it has so many other benefits for them.<\/p>\n<p>They can get a better car, better extra\u2019s and the sales person and dealership gets to make more gross and more sales. It truly is win\/win.<\/p>\n<p>It\u2019s really important how the sales person sets up the business manager in a positive way. I\u2019ve got several clients that are exceptional at this. If you\u2019d like to know more, <a href=\"https:\/\/automotivestars.com.au\/contact-us\/\">feel free to get in touch<\/a>.<\/p>\n<h2><strong>Third Strategy<\/strong><\/h2>\n<p>Finally, the third strategy out of 24 that you can get access to if you work with us. It\u2019s not a newbie. It\u2019s been around a long, long time and when I say it you might think this is obvious to you and your dealership. It\u2019s simply \u2013 \u2018<strong>Do Everything That You Can to Sell to The Customer on The Day.<\/strong>\u2019<\/p>\n<p>You might be thinking \u2013 Adrian, I know this, my dealership knows this, I drill it into them 100 times a week.<\/p>\n<p><strong>I understand..<\/strong><\/p>\n<p>This is primarily for the sales people, and there\u2019s lots of them in the industry these days;<br \/>\nthat are <strong>too nice.<\/strong><\/p>\n<p>The average sale in Australia, happens after the order has been asked for between 3 and 4 times.<\/p>\n<h2><strong>Nice people don\u2019t ask 3 or 4 times for the order. They just don\u2019t.<\/strong><\/h2>\n<p>You know as well as I do, as soon as the customer leaves your dealership, even if they come back. Your gross is going down.<\/p>\n<p>In reference to these \u2018nice\u2019 sales people, I used to be one of them; so I can empathise. The challenge was that I thought I needed to become someone who I didn\u2019t want to be. Someone that was pushy, I thought I needed to become the typical used car sales person and do pretty much anything to I could to get a customer into a car.<\/p>\n<p>This couldn\u2019t be further from the truth but a lot of sales people, especially the nice ones; don\u2019t understand that.<\/p>\n<p>Last month, I was asked to run a specific session for sales people that were struggling to sell on the day. One of the guys in the class, his name is Ian. On the 16th of the month he was only on one deal for the month and he\u2019s a competent sales person. It might not sound like it but he\u2019s been selling for 20+ years in different industries.<\/p>\n<p>Just by taking on board a couple of the strategies that we shared; when I saw Ian the very next week he was only one off target. I think that his target is 14, so he\u2019s sold a lot of cars in a very short space of time just by implementing a few new ideas..<\/p>\n<h3>It\u2019s pretty impressive and <strong>if you\u2019ve got some \u2018nice\u2019 sales people<\/strong>, it\u2019s worth investing in them to build up their courage to ask for the order 3 or 4 times. It\u2019s really earning the right to write.<\/h3>\n<p>I had to get the lesson, big time many, many years ago when I was too nice. It doesn\u2019t take too much to build up your confidence just to ask. People won\u2019t be offended. Just ask for the order 3 or 4 times and you\u2019ll often get the deal.<\/p>\n<p>That\u2019s 3 strategies on how to increase your gross. Hopefully you\u2019ve enjoyed it. <a href=\"https:\/\/www.facebook.com\/automotivestars2\">Please like us on Facebook<\/a> and get in touch if you have any questions, comments or you\u2019d like to know more about <a href=\"https:\/\/automotivestars.com.au\/about-us\/\">what we do here at Automotive Stars<\/a>.<\/p>\n<p>I\u2019m <strong>Adrian Law<\/strong> from <a href=\"http:\/\/www.automotivestars.com.au\/\">AutomotiveStars.com.au<\/a> we\u2019ll see you soon!<\/p>\n<\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-builder-column-0{width:80% !important;margin-top : 0px;margin-bottom : 20px;}.fusion-builder-column-0 > .fusion-column-wrapper {padding-top : 0px !important;padding-right : 0px !important;margin-right : 2.4%;padding-bottom : 0px !important;padding-left : 0px !important;margin-left : 2.4%;}@media only screen and (max-width:1024px) {.fusion-body .fusion-builder-column-0{width:80% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 2.4%;margin-left : 2.4%;}}@media only screen and (max-width:640px) {.fusion-body .fusion-builder-column-0{width:100% !important;order : 0;}.fusion-builder-column-0 > .fusion-column-wrapper {margin-right : 1.92%;margin-left : 1.92%;}}<\/style><\/div><\/div><style type=\"text\/css\">.fusion-body .fusion-flex-container.fusion-builder-row-1{ padding-top : 0px;margin-top : 0px;padding-right : 0px;padding-bottom : 0px;margin-bottom : 0px;padding-left : 0px;}@media only screen and (max-width:640px) {.fusion-body .fusion-flex-container.fusion-builder-row-1{ padding-right : 0px;margin-bottom : -50px;padding-left : 0px;}}<\/style><\/div>\n","protected":false},"excerpt":{"rendered":"<p>When I speak to salespeople, they say it\u2019s much harder to make gross recently. I disagree. I will share with you 3 very effective strategies.<\/p>\n","protected":false},"author":1,"featured_media":1603,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Increase Your Gross<\/title>\n<meta name=\"description\" content=\"When I speak to salespeople, they say it\u2019s much harder to make gross recently. I disagree. 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