Posts Tagged ‘Adrian Law’ Back

4 Steps to Be a 6 Position Sell Champ

Studies have shown that there’s two things that separate the sales guns from everybody else.

Today I’m 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.

It’s the ability get gain trust quickly and to qualify well. Imagine if all your sales team did that. You’d sell a lot more cars.

In my two day Road to a Sale course, we spend an entire day on these two steps. To give you a snapshot, here’s a part of what I teach so you can do a fantastic 6 position sell.

It’s a 4 step process where the first step is to – Ask

This is simply asking what’s most important to the customer. It might be asking quite a few different questions to uncover their – Needs, Wants & Desires


The second point is – Tell or Be Told

Let’s say for example that you are with a customer called Mrs Jones.
You might ask what’s most important to you in a vehicle? And she says ‘safety’ because of her children.

You could then say ‘This car has ABS brakes, do you know much about ABS brakes?’

If Mrs Jones does know some things, I would jump to the ‘be told’ 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!

And if she doesn’t 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 ‘tell’ too much, rather than ask first.

Even in management, when we want something done we often ‘tell’ people what to do, when that’s not how we learn.

You can do a much more effective 6 position sell if your ‘ask’ first, then either ‘tell’ or ‘be told’ depending on whether the person knows about what we’ve asked them.
Step 3 is – Show

This jumps into the presentation and is ‘showing’ the customer how something works.


ABS Brakes might need to be done on the test drive but ‘showing’ 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.

So many people revert to ‘telling’ but telling can be quite boring for the customer. Especially if we’re telling them what interests you rather than what interests them.

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’s not into that kind of thing can easily switch off and they won’t buy anything.

However, if you can tailor your presentation from what you’ve discovered in your qualifying, it’s going to be a much more effective 6 position sell.

The final part is – Do

This is getting the customer involved. If you don’t get the customer involved, again it can be boring.

Car salesman serving a male client

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.

If the car you’re presenting has keyless entry, hand the customer the key. Let them walk towards the car so it opens by itself.


Let them do as much as possible.

It’s the same as in a training course.

If I spoke at you for 1 or 2 days, it can also be boring.

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.

I.e. Building trust quickly and qualifying well. It’s been a great course and you walk out of there knowing your stuff.

Final point!

We often get stuck in the ‘Telling’ and –

‘Telling is NOT Selling!’

This 4 step process is an effective process to –
A) To Qualify
B) To Present

For more information contact us at –

We’ll be happy to help.

If you enjoyed this video, please share and like us on Facebook

See you soon!

Automotive Sales Benchmarks

Today I want to quickly share with you something that frustrates the hell out of me and is probably costing you deals. It’s been said that you can’t improve what you don’t measure. A statement that I believe is very true. Whether that’s in Tennis, Football, Formula one racing or Sales.

You’ve got to know what the score is and the breakdown
of the score to know how to improve things.

However, so many times over the years if your numbers aren’t where they need to be, either a sales manager or a sales person is purely guessing on what needs to be improved.


Guessing! Would you run your business like that?

What do I mean guessing? Managers thinking a specific person needs help with closing or the meet and greet; without having the facts.

For a specific example, just a few days ago an old friend of mine called Dave calls my mobile phone.

Dave has got back into the industry recently and after selling 14 and 15 cars a few months ago, the last couple of months he’s only sold 7 each month.

After receiving a written warning, Dave calls me asking for help, as he’s worried about losing his job.

One of the first questions I asked Dave and I would any sales person that wanted my help; is for him to tell me his stats. I.e. The breakdown of what’s actually happening with his Walk Ins and phone enquiry’s. With his Walk-ins –

I want to know how many of the following Dave has had – Walk-Ins, Test Drives, Appraisals, Write Ups and Cars Sold

Dave, like a lot of other people in the industry, didn’t know his stats but proceeds to tell me that he just needs to see more people and the top sales person sells 20 cars a month but is getting all the gimmies from his manager.

Do you know know how many times I hear stories like this and other things that your sales people would never tell you or their manager?

Aside from working on getting their head right, how can you improve individual sales if you don’t know the facts?


If you don’t have them, it makes it much, much more difficult.

I have a great example of how knowing the score can help your sales team. Last month I sat with a sales person called Mark. Mark has made the transition from Used Cars to New in the same dealership.

In used cars Mark excelled and was asked to move over to new to be the 2ic.

Over the next few months Mark really struggled with his sales and was pretty head nicked.

As Mark works for a client of mine, they had all the stats that I wanted to see and even though he had similar excuses to Dave in that he thought the top sales person was getting all the house deals etc.

After looking at the previous 3 months data I was able to show Mark that in fact his closing rate was better than the top sales persons. Mark had an excellent ratio from test drives to selling the car. He simply needed to get more bums on seats and before I shared this information, he didn’t know that.

Maybe some of your guys need to focus on getting more people written up. It’s different for different people. However, you’ve got to know your stats and secondly you have to use them.

It’s so frustrating to see that you go to all the trouble of compiling as accurate as possible information
and then don’t use it.

It’s insane!

I often say – Show me a sales persons stats for the month and I’ll show you a snap shot. Everyone can have a good or a bad month.

However, show me 3 months of their stats and I’ll show you a pattern.


At Automotive Stars we’ve got automotive sales benchmarks and spreadsheets, where your guys simply add their data into it and the spreadsheet will work out all the percentages for you, so you know your numbers.

It would be great if you could just tell them to keep accurate records and they just did it.

What I’ve discovered is that most sales people and managers really need to understand the true benefits behind it, be coached on their specific data and know that it’s used as an performance improvement tool not for punishment.

If you measure and use your stats properly, there’s a couple of extra deals in it for each sales person and it’s so worth doing well.

I’m Adrian Law from Automotive Please like us and share on Facebook, Linked in etc
and we’ll see you soon!


How to Increase Your Gross

Hi, it’s Adrian Law here from Automotive Stars and in today’s blog I’m going to share with you 3 effective strategies on –

How to Increase Your Gross.

Stay tuned..

When I speak to sales people and sales managers around the country, a lot of them are saying that it’s much harder to make gross and are struggling with that recently.

They are mainly blaming the internet and customers shopping harder than ever before.

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..

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’m going to share with you 3

First Strategy

With the first one, I’m going to give you an example of a guy that I’ve trained successfully over the years. Martin is his name and previously Martin has sold Ford, Toyota and also Hyundai, and he grossed exceptionally well across all three different brands.

What he did was quite in genius, and this is what we teach; but these are Martin’s words not mine. He said

Car salesman serving a male client

“Give a $40,000 presentation on a $20,000 car.”

He’s 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.

How come? Because it doesn’t 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.

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’t need or want to go anywhere else.

If they’ve had a great presentation, a fantastic Road to a Sale and you’ve 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’t.

Second Strategy

If your sales people and business manager aren’t doing this already, I highly recommend that they do; and that is –

‘Talk in Weekly Payments.’

Before you get on the defensive, I’m not meaning that all of a sudden your sales people turn into finance experts. I couldn’t 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?

Let’s say for example that a customer sees a car that’s $20,000.

A smart sales person would say. “Mrs Jones, that’s approximately $120 per week, less with a trade in and/or a deposit. What weekly budget did you have in mind?

Then, if he  or she gets an answer from the customer, then they can promote their business manager and it’s win/win for everybody.

How come?

Well, who’s going to negotiate when it’s $120 a week? Are they going to say ‘I want it for $115?’ Highly likely not. Especially when you compare it to them wanting $1000,s off the deal on a $20,000 car.

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.

They can get a better car, better extra’s and the sales person and dealership gets to make more gross and more sales. It truly is win/win.

It’s really important how the sales person sets up the business manager in a positive way. I’ve got several clients that are exceptional at this. If you’d like to know more, feel free to get in touch.


Third Strategy

Finally, the third strategy out of 24 that you can get access to if you work with us.
It’s not a newbie. It’s been around a long, long time and when I say it you might think this is obvious to you and your dealership. It’s simply –

‘Do Everything That You Can to Sell to The Customer on The Day.’

You might be thinking – Adrian, I know this, my dealership knows this, I drill it into them 100 times a week.

I understand..

This is primarily for the sales people, and there’s lots of them in the industry these days;
that are too nice.

The average sale in Australia, happens after the order has been asked for between 3 and 4 times.

Nice people don’t ask 3 or 4 times for the order. They just don’t.

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.

In reference to these ‘nice’ 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’t 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.

This couldn’t be further from the truth but a lot of sales people, especially the nice ones;
don’t understand that.

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’s a competent sales person. It might not sound like it but he’s been selling for 20+ years in different industries.

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’s sold a lot of cars in a very short space of time just by implementing a few new ideas..

It’s pretty impressive and if you’ve got some ‘nice’ sales people, it’s worth investing in them to build up their courage to ask for the order 3 or 4 times. It’s really earning the right to write.

I had to get the lesson, big time many, many years ago when I was too nice. It doesn’t take too much to build up your confidence just to ask. People won’t be offended. Just ask for the order 3 or 4 times and you’ll often get the deal.

That’s 3 strategies on how to increase your gross. Hopefully you’ve enjoyed it. Please like us on Facebook and get in touch if you have any questions, comments or you’d like to know more about what we do here at Automotive Stars.

I’m Adrian Law from we’ll see you soon!

Create Great Sales Habits

It’s Adrian Law here from Automotive Stars.

Welcome to our very first blog!

In this blog, I’m going to share with you, how your sales people form their bad habits that ultimately cost you deals, but most importantly how to create great sales habits.

51vwhiEv+mL._SY344_BO1,204,203,200_Currently, I’m reading a book called the “Power of Focus.”

In this book, the author shares after their extensive research, that at least 47% of what we do each and everyday is habitual. Now, if you really think about that, it’s pure habits. That means what you and I do each and every day; at least half is on auto pilot.

If your individual sales people aren’t selling you at least 20 cars per month, that means that themselves and/or their sales manager simply have some poor habits. In the Automotive Stars brand new online academy, we teach in depth how to go to from poor habits to empowering habits. For now though, here’s a couple of excellent habits the top performers in the industry have.

Number 1: is what I called ‘Showtime.’ Showtime is where all guns are blazing. It’s lights, camera, action. Basically it’s when you are on. For a salesperson, they often think it’s when they say hello to a customer, that showtime begins; It’s not. It’s when they first see a customer or when the customer sees them. It’s making sure you are presented well, your attitude is good and you are on.

For myself, running things like ‘Road to a Sale’is something that I do each and every month and have presented it thousands of times now. I don’t always feel like it just like a salesperson may not feel like dealing with a customer. However, when it’s time for me to perform, showtime! I’m ON and will give 100% to the presentation and to the attendees. If your salesperson is a bit depressed or little bit down before they meet a customer, when it’s showtime, they switch the switch and are on. After the customer leaves, they can get back to being depressed or down if they choose to.

For sales managers, when is ‘showtime?’ Showtime for them is any time their staff are around plus when customers are in the showroom. If the sales manager’s energy is low or their attitude is bad, what happens to the sales people? Of course, they get dragged down as well. The same goes if the sales manager’s energy is good and their attitude is good, it picks everybody up.

Holiday-DestinationsThe second great habit is where sales people in this industry‘know their why.’ What do I mean by know their why? It’s the reason they go to work. They know what that is. It might be for their family. It might be that they love going on holidays overseas so they are saving up for that. This could be what drives them.

It’s different for different people but you’ve got to know what your WHY is. What gets you up in the morning? What keeps you going? What motivates you? What inspires you? What keeps you wanting to go back asking for more money? What makes you pick up the phone and make those follow-up calls? What is your WHY?

If you’d like some help discovering what the WHY of your sales team is or you’d like to join some of the elite dealerships in Australia and create great new sales habits through the brand new, online training. Simply click on this link and I’ll see you on the inside.

Get Immediate Access

The Ultimate Closing Checklist

Thank you for your registration!


Author, Speaker and Sales Expert

"Adrian Law has run over 12,000 training sessions for automotive professionals, Australia wide.

He provides results based training where the progress in individuals is measurable

Adrian has a unique ability to relate and entrust all ages and experiences. Providing both sales and life skills, so the new training gets implemented."