{"id":1665,"date":"2014-11-28T11:52:16","date_gmt":"2014-11-28T11:52:16","guid":{"rendered":"https:\/\/automotivestars.com.au\/selling-to-customer-2-0-part-2-copy\/"},"modified":"2023-02-02T12:23:16","modified_gmt":"2023-02-02T01:23:16","slug":"4-steps-to-be-a-6-position-sell-champ","status":"publish","type":"post","link":"https:\/\/automotivestars.com.au\/4-steps-to-be-a-6-position-sell-champ\/","title":{"rendered":"4 Steps to Be a 6 Position Sell Champ"},"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 class=\"no-margin-bottom\" style=\"text-align: center;\">4 Steps to Be a 6 Position Sell Champ<\/h1><\/h4><\/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><strong>Studies have shown that there\u2019s two things that separate the sales guns from everybody else.<\/strong><\/p>\n<p>Today I\u2019m going to be covering one of those two things. So what differentiates a sales gun from everyone else? It might be the drive, it might be the bums on seats; but when you look deeper and the studies have proven this.<\/p>\n<\/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\/00b1ddc60710f5c22afcb268fc24ef2f8bff6e09.webp\" preload=\"metadata\" controls=\"1\"><source src=\"https:\/\/embed-ssl.wistia.com\/deliveries\/7a392b35ab0466694a3509d4b421db1f7474c89b\/file.mp4\" type=\"video\/mp4\">Sorry, your browser doesn&#039;t support embedded videos.<\/video><\/div><\/div><div class=\"fusion-text fusion-text-2\" style=\"font-size:17px;color:#212934;font-family:&quot;Assistant&quot;;font-weight:400;margin-top:15px;\"><p>It\u2019s the ability get gain trust quickly and to qualify well. Imagine if all your sales team did that. You\u2019d sell a lot more cars.<\/p>\n<p>In my two-day <a href=\"https:\/\/automotivestars.com.au\/testimonials\/\">Road to a Sale course<\/a>, we spend an entire day on these two steps. To give you a snapshot, here\u2019s a part of what I teach so you can do a fantastic 6-position sell.<\/p>\n<h2><strong>It\u2019s a 4-step process to be a 6 Position Sell Champ where the first step is to \u2013 Ask<\/strong><\/h2>\n<p>This is simply asking what\u2019s most important to the customer. It might be asking quite a few different questions to uncover their \u2013 Needs, Wants &amp; Desires<\/p>\n<h2><strong>The second point is \u2013 Tell or Be Told<\/strong><\/h2>\n<p>Let\u2019s say for example that you are with a customer called Mrs Jones. You might ask what\u2019s most important to you in a vehicle? And she says \u2018safety\u2019 because of her children.<\/p>\n<p>You could then say \u2018<strong>This car has ABS brakes, do you know much about ABS brakes?<\/strong>\u2019<\/p>\n<p>If Mrs Jones does know some things, I would jump to the \u2018be told\u2019 part of the second point and let her tell you what she knows. That way she becomes the sales person and is now selling to you!<\/p>\n<p>And if she doesn\u2019t know anything, you tell her! The challenge is that in this industry once we get more knowledge and learn about our products etc. We tend to \u2018tell\u2019 too much, rather than ask first.<\/p>\n<p>Even in management, when we want something done we often \u2018tell\u2019 people what to do, when that\u2019s not how we learn.<\/p>\n<p>You can do a much more effective 6 position sell if your \u2018<strong>ask<\/strong>\u2019 first, then either <strong>\u2018tell<\/strong>\u2019 or \u2018<strong>be told<\/strong>\u2019 depending on whether the person knows about what we\u2019ve asked them.<\/p>\n<h2><strong>Step 3 is \u2013 Show<\/strong><\/h2>\n<p>This jumps into the presentation and is \u2018showing\u2019 the customer how something works.<\/p>\n<p>ABS Brakes might need to be done on the test drive but \u2018showing\u2019 could be used for the blue-tooth or for the seats and how they move backwards and forwards, up and down, or the mirrors. It could be used for any feature\/benefit.<\/p>\n<p>So many people revert to \u2018telling\u2019 but telling can be quite boring for the customer. Especially if we\u2019re telling them what interests you rather than what interests them.<\/p>\n<p>Hopefully what your saying may be of some interest but if your talking technically for example and your raving on about kilowatts and talk. Somebody that\u2019s not into that kind of thing can easily switch off and they won\u2019t buy anything.<\/p>\n<p>However, if you can tailor your presentation from what you\u2019ve discovered in your qualifying, it\u2019s going to be a much more effective 6 position sell.<\/p>\n<h2><strong>The final part is \u2013 Do<\/strong><\/h2>\n<p>This is getting the customer involved. If you don\u2019t get the customer involved, again it can be boring.<\/p>\n<p>Get them to pop the bonnet, get them in the back seat, get them uncovering the spare in the boot. The more hands on the customer is, the better.<\/p>\n<p>If the car you\u2019re presenting has keyless entry, hand the customer the key. Let them walk towards the car so it opens by itself.<\/p>\n<p>Let them do as much as possible. It\u2019s the same as in a training course. If I spoke at you for 1 or 2 days, it can also be boring.<\/p>\n<p>However, the more we interact, the more we role play, the more we do certain activities, to drill home the basics so you do the fundamentals well.<\/p>\n<p>I.e. Building trust quickly and qualifying well. It\u2019s been a great course and you walk out of there knowing your stuff.<\/p>\n<h2><strong>Final point!<\/strong><\/h2>\n<h3>We often get stuck in the \u2018Telling\u2019 and \u2013 \u2018<strong>Telling is NOT Selling!<\/strong>\u2019<\/h3>\n<p>This 4 step process is an effective process to \u2013<\/p>\n<p>A) To Qualify<br \/>\nB) To Present<\/p>\n<p>For more information contact us at \u2013 <a href=\"mailto:Support@automotivestars.com.au\">Support@automotivestars.com.au<\/a><\/p>\n<p>We\u2019ll be happy to help.<\/p>\n<p>If you enjoyed this video, please share and like us on Facebook<\/p>\n<p>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":"","protected":false},"author":1,"featured_media":1795,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,1],"tags":[],"class_list":["post-1665","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>4 Steps to Be a 6 Position Sell Champ<\/title>\n<meta name=\"description\" content=\"What separates the sales guns from everyone else? 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