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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

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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!


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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."