What should you be doing to have the biggest grosses in your 20 group?

I have been watching what people are saying to the comments of using the 4 square. I see two things that people aren't saying to insure biggest grosses on average. What are we missing?

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Permalink Reply by Richard Emmons on November 7, 2010 at 3:47pm

1) Referrals automatically ensure bigger grosses.
2) Having the customer completely sold on the right car, your self and the dealership.

Permalink Reply by Fran Taylor on November 7, 2010 at 4:31pm

You are right on Rick. I saw people commenting on the 4 square saying they should start at full list every time they work a deal. Why not start at $1000 over sticker every time by holding back on the trade if they have one. Doesn't matter to me if someone has a 750 credit score or a 600 score. Why pre judge someone to think they know what a trade is worth just because they have a good credit score. No fear selling . Ask for all the money every time to start. We owe it to the sales people and the dealership .

Permalink Reply by Dugan Anderson on November 7, 2010 at 7:13pm

A client of mine has been investigating an Event Sale Company which included calling previous customers of the Sale Company. The dealer was very happy and remarked their grosses were in excess of $6000. WOW, my client exclaimed, "How did they do that?" The answer, "They asked for it!"

If you get the gross, maintain a positive relationship with your customer (CSI), don't break any laws and can feel good about the deal, who cares what "system" you use. The key here is use a PROCESS. Any process is better than no process.

Permalink Reply by Fran Taylor on November 7, 2010 at 8:19pm

Yes sir Mr Anderson. Work every deal the same. Hold back on every trade and start short term with payments and explain the reasons for having a short term loan. Don't care if you use the 4 square or print it out for the customer. Seems to me the dealers that have the biggest grosses have a simple process. They start out by asking for it. Thank you sir.
Dugan Anderson said:

A client of mine has been investigating an Event Sale Company which included calling previous customers of the Sale Company. The dealer was very happy and remarked their grosses were in excess of $6000. WOW, my client exclaimed, "How did they do that?" The answer, "They asked for it!"

If you get the gross, maintain a positive relationship with your customer (CSI), don't break any laws and can feel good about the deal, who cares what "system" you use. The key here is use a PROCESS. Any process is better than no process.

Permalink Reply by Craig Lockerd on November 9, 2010 at 6:01pm

management #'s first!....If we start a deal at customers numbers we will be grinding all day to make nothing!
Fran Taylor said:

You are right on Rick. I saw people commenting on the 4 square saying they should start at full list every time they work a deal. Why not start at $1000 over sticker every time by holding back on the trade if they have one. Doesn't matter to me if someone has a 750 credit score or a 600 score. Why pre judge someone to think they know what a trade is worth just because they have a good credit score. No fear selling . Ask for all the money every time to start. We owe it to the sales people and the dealership .

Permalink Reply by Craig Lockerd on November 10, 2010 at 3:19pm

Two things...
1.Desk starts every deal, dealerships numbers out first, if the clients numbers come out first we just end up grinding away to make a mini deal at best!
2.Cash Investment, money down, down payment,equity enhancement...whatever you wish to call it...Nego that,not trade,selling price,difference or even payment...get more money down the higher your grosses will be period!