Are you working smart or hard? Number of units VS. Gross!

If you sell 30 cars at invoice and only make $3000 ($100 mini's)..... Is there too much focus on how many, other then for how much? I personnaly would rather have 25 out with $2000 of gross each then 50 with $1000 each. You have to work smarter not harder! Are you working smart or hard? Forget the salesperson of the month plaque, I'll buy my own. LOL What way do you know of that are smarter ways of doing business?

0 members like this

Replies to This Discussion

Permalink Reply by David L Hoier on October 4, 2010 at 11:13pm

The first owner I worked for would say, " I can always get more inventory, I can't always get more buyers". I believe that you make the most on every deal you can and move on to the next. He also said, " I can retail myself out of any problem and I can wholesale myself into a h***".

Permalink Reply by Paul Hardy on October 4, 2010 at 11:36pm

You are right there Craig! I have been in close to 250 dealers in the past 6 years and there is not anyone at the helm.

Craig Lockerd said:

.......scary thing...some don't really have a process to manage or control, have you seen much of that?
Glenn Wilkins said:
Training is a definite MUST, but the Sales Process must be Managed and Controlled. Somebody needs to be Captain of this ship and steer it in the right direction.

Permalink Reply by Paul Hardy on October 4, 2010 at 11:39pm

I heard keeping your fingers crossed helps too. LOL Thanks Aaron, and by the way love your group!

aaron kominsky said:

My choice would be the guy who just keeps selling if you hit 30 plus you're bound to get a few home runs however the old adage is A LITTLE PLUS A LITTLE PLUS A LITTLE EQUALS A LOT

Permalink Reply by aaron kominsky on October 5, 2010 at 8:06am

Thanks Paul Please comment anytime I welcome your knowlwdge and expertise

Permalink Reply by Eric Judson on October 5, 2010 at 4:20pm

Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.

At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership.

Permalink Reply by Craig Lockerd on October 5, 2010 at 4:27pm

...Sounds right to me, Eric!
Eric Judson said:

Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.

At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership.

Permalink Reply by Paul Hardy on October 5, 2010 at 4:56pm

Thats the way I do train the new salespeople at our dealers.As you may know not ALL dealers believe on getting gross. I see 1st pencils at invoice????Then gross vs. units isn't a question!

Eric Judson said:

Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.

At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership.

Permalink Reply by Craig Lockerd on October 5, 2010 at 5:05pm

...whoa...that's "weak!"
Paul Hardy said:

Thats the way I do train the new salespeople at our dealers.As you may know not ALL dealers believe on getting gross. I see 1st pencils at invoice????Then gross vs. units isn't a question!

Eric Judson said:
Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.

At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership.

Permalink Reply by Eric Judson on October 5, 2010 at 5:07pm

That comes from the desk selling deals instead of making deals sell. I hear so many SP's complain that the market is different and people are looking for a deal that they feel the need to get to the bottom ASAP or their customer will walk. Bull#@*! The only reason that the customer is focussed on the numbers is because the salesperson has made the deal about the numbers. They havent made the deal about the car and the sales person and the dealership. What they havent realized is when its all about the deal you lose gross and you lose deals. The customer has no reason to make their purchase from someone who hasnt invested the time to sell the value of the product or the dealership or the relationship and the only reason they buy is because you are the chepest date and they are tired of shopping.

Permalink Reply by Craig Lockerd on October 5, 2010 at 5:19pm

....you could not be more correct in my opinion!
Eric Judson said:

That comes from the desk selling deals instead of making deals sell. I hear so many SP's complain that the market is different and people are looking for a deal that they feel the need to get to the bottom ASAP or their customer will walk. Bull#@*! The only reason that the customer is focussed on the numbers is because the salesperson has made the deal about the numbers. They havent made the deal about the car and the sales person and the dealership. What they havent realized is when its all about the deal you lose gross and you lose deals. The customer has no reason to make their purchase from someone who hasnt invested the time to sell the value of the product or the dealership or the relationship and the only reason they buy is because you are the chepest date and they are tired of shopping.

Permalink Reply by Paul Hardy on October 5, 2010 at 5:22pm

Doesn't it really come down to some Fear? I tell the salespeople I train that price is NOT the 1st concern of people who buy! They want value. And to never talk price on the lot since value has yet to be established. It like if I told you I have a nickle i would sell you for $200! Who would do that its makes no sense. Until I told you it was a 1913s Buffalo head in mint condition worth $1200! Price before value will either blow your deal or give you mini's.The only way to sell a car at full price is to ask...... Thanks for your input Eric

Eric Judson said:

That comes from the desk selling deals instead of making deals sell. I hear so many SP's complain that the market is different and people are looking for a deal that they feel the need to get to the bottom ASAP or their customer will walk. Bull#@*! The only reason that the customer is focussed on the numbers is because the salesperson has made the deal about the numbers. They havent made the deal about the car and the sales person and the dealership. What they havent realized is when its all about the deal you lose gross and you lose deals. The customer has no reason to make their purchase from someone who hasnt invested the time to sell the value of the product or the dealership or the relationship and the only reason they buy is because you are the chepest date and they are tired of shopping.

Permalink Reply by Paul Hardy on October 5, 2010 at 5:27pm

Craig you know that we have dealers we work with have 1 price selling. They say they do it because they want to make it easier on the clients when in fact they want to make it easier on themselves. Only our industry is overly concerned about not making money on customers. The last time i checked profit was a 6 letter word not a 4. There is nothing wrong with making money on a sale.

Craig Lockerd said:

...whoa...that's "weak!"
Paul Hardy said:
Thats the way I do train the new salespeople at our dealers.As you may know not ALL dealers believe on getting gross. I see 1st pencils at invoice????Then gross vs. units isn't a question!

Eric Judson said:
Volume and Gross are not mutually exclusive. There are 2 things you need to be able to do both. The first is to become a Sales Professional. The Sales Professional who knows the inventory - new and used, knows the product, knows the competitors products, and competitors tactics, knows how to qualify on price WITHOUT getting into a price negotiation before selection has been made, gives a quality customer centered presentation based on the customers stated needs, and builds value in themselves as well as the product will have earned the right to ask get full price.
The second is time management. The Sales Professional will seek to fill their day with opportunities. They will come to work to work and not congregate in the dope dens. When they are not delivering units they are looking for the next up or they are following up, and when they are not following up they are prospecting for ups.

At least that worked for me for 10 years on the line where I consistently produced 20-30 cars per month working 5 days a week and was #1 or #2 in gross in the dealership.