How to Hold Gross

I'm still sick over the new Indiana Jones movie but decided to move on and share with you some tips on making more money so you can afford to see bad movies.

Being in the car sales follow up software business I get a lot of people who ask me advice. A big question is, "How do I hold gross?" Here are some tips.

• Don't talk about price until you have earned the right to talk about it. By earned the right, I mean built rapport, asked questions, landed them on a vehicle, demo drive, trial close, etc.
• If they are adamant about price, acknowledge it and then change the subject. "Oh--that car is around twenty-one. Speaking of that, were you wanting that car or one in a different color?"
• Hit them high when you give a price and negotiate down if you have to. You can always go down but it is very hard to go up.
• Don't be afraid to ask for it (gross)--you will never get it if you don't ask for it.
• Be confident when you ask for gross. Don't ask weakly. I used to work with a dude in Tennessee and here was how he presented his price. "Uh--the price is $22,000. We have to start somewhere." Wow! We have to start somewhere? He was basically telling the customer that the price was a starting price and that he was going to discount it.
• Close customers on payments instead of price. Odds are that if they like the payment, they won't ask the price.
• Convert customers to leasing so you can show them a lower payment and therefore hold gross. By the way--you can sell a car for over sticker and leasing makes it easier.
• If someone asks for a discount, pause for a second (so you don't fall into the discount trap) and justify the price. "Mr. Customer, these are the hottest cars around and we are selling out of them. As a matter of fact, we could probably sell them for a $1000 more but we don't want to gouge our customers like the gas companies are gouging us."
• If they make you an offer that is a great deal for you--don't hook up immediately. Try to bump them a little so they don't think they left money on the table. I once had a customer make an offer and I immediately accepted it and he frowned and said, "You're making too much money on me." That will never happen again, I promise you!
• Show rebates as a discount. "This car is $16500 and we have $3000 off so you can buy it for $13500."
• Close them with an either/or. Lets say sticker is $20,000 and the car has a $2000 rebate of 2.9% financing. Present it like this: "Mr. Customer, you can buy the car for $20,000 at 2.9% or for $18,000. Which would work better for you?"
• Work them for a lot of money down. Watch how fast price doesn't matter if they negotiate money down.

Well, like I said--a few good tips--hope they help you. Please don't forget that I sell some great CRM follow up software for car salespeople! Go Red Wings/Pistons/uh--Tigers?!?!?

Marv
www.carsalesassistant.com