Lazy People ‘Work Harder’ Than Pros

My first five years, I had to work bell to bell every day just to sell 8 units.

Then one day I realized I wasn’t an 8 car guy, I was a 4-car guy working two shifts every day and most of my days off.

Working double shifts now and then and coming in on a day off now and then to hit a bonus or finish off a great month is one thing. But working double shifts every day just to earn a living, is a lazy person’s choice – and punishment.

I chose not to develop my skills or come to work to ‘work’ so I had to work longer to earn a living.

I waited for traffic instead of building my business, I pre-qualified every customer, I didn’t ask questions to find their hot buttons (value), I gave very few demos to get them excited about owning it and I had a one-question close, ‘how low do we have to go to sell it to you today?’, which made every deal a grind. When they didn’t buy, I chose not to follow up to get them back in, and on incoming sales calls, they were more likely to come in if I didn’t answer the phone.

I thought I was a hard worker – because I worked long hours. But I had to work longer hours because I didn’t work smart to set goals and learn how to sell.

So what’s your plan for 2017, will you work long & hard – or work smart?

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft cover book.

Joe Verde Launches New Website!

Joe Verde Sales & Management Training, Inc., (JVSMT) announced the launch of their newly updated and revamped website: www.joeverde.com

Commenting on the new site, Joe Verde, President, Joe Verde Sales & Management Training, Inc., stated, “Our goal with this new website is to provide our visitors an easier way to learn about our services and solutions and also to allow visitors to browse information based on their own choice.”

The new website is interactive and gives better access to quick links such as the most popular – Your Profit Potential Calculators, as well as information about Online Training; Sales Classes; Management Classes; the Company Blog; Results; Online Store; and Careers.

JVSMT trainers are in constant demand to speak around the world to automotive groups. With a verifiable track record of success every year since 1985, and with over 50 percent of the top 500 dealers in America along with most of the Top 100 Internet Dealers as clients, the Joe Verde focus is on “Leadership First” with an exclusive formula for success taught only in Joe Verde leadership workshops. JVSMT also offers advanced sales and management workshops for dealerships of any size. Verde’s training is exclusive to the automotive industry and provides common-sense solutions to every challenge that salespeople, managers and their dealerships face today in selling more vehicles, earning more profit, and retaining their customers for life.

When Verde pioneered online sales training in 2005 with JVTN.com, it was an instant success. As a complete training source, JVTN® gives its dealership customers 24/7 access to all of its courses. And because JVTN® courses mirror the live training workshops, this allows dealers to continue their training after they attend classes. From Verde’s ‘Core 4 Fast Start’ for every dealership, to the dozens of continuing education courses online, JVTN® has proven to be the most valuable in-house sales training resource in the automotive industry today. Verde regularly releases new online content and new books to help auto dealers get the results they are looking for.

Joe Verde and his training team will be in booth #2819 at the 2017 NADA Convention & Exposition in New Orleans, LA, January 27-29, 2017, to answer questions about how to sell more cars, have more fun and make more money in 2017.

To learn more about Joe Verde and his team at NADA click here. Or, to learn about Joe Verde workshops and training products, or to request a free copy of other Joe Verde books, visit: www.joeverde.com, or call (800) 445-6217.

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JV Trainer Sean Gardner Will Speak At NADA

Joe Verde Sales & Management Training, Inc., (JVSMT) today announced that their trainer, Sean Gardner, has been selected to present a workshop, “Turn Millennial Price Shoppers into Loyal Customers,” at the annual NADA Convention in New Orleans, LA, January 26-29.

Commenting on his workshop, Gardner stated, “There are 80 million-plus millennials in the U.S. They’re not a trend, they’re your consumers of today and tomorrow. This workshop presents a selling process adapted to today’s buyers’ habits and requirements that will generate the units and ROI dealers need to sell more vehicles and maintain exceptional customer satisfaction.”

The learning objectives from Gardner’s session include:

-A process for the initial online connection to establish trust, handle price questions and concerns and set up the in-store visit for your millennial shoppers

-How to generate excitement to make buying today a much easier process

-A retention process to create customer loyalty

His workshops are scheduled for:

-Thursday, January 26, at 2:30 pm • Room 220
-Saturday, January 28, at 10:30 am • Room 231-232
-Sunday, January 29, at 10:45 am • Room 223

More details are available at www.JoeVerde.com/NADA.

Sean Gardner began his career in the automobile business in 1986 as a salesperson, then F&I and sales manager. He was promoted to General Manager for a high-volume dealership where he led his team to increased sales, gross and improved CSI. Transitioning from the retail side of the business, he became a training manager for an F&I development and sales training company. He joined Joe Verde Sales & Management Training, Inc. in 1997. As a trainer for Joe Verde, Gardner teaches leadership classes for dealers and managers as well as sales workshops. He has spoken at several NADA Annual Conventions, the RVDA Annual Convention, and numerous industry events throughout North America.

JVSMT trainers are in constant demand to speak around the world to automotive groups. With a verifiable track record of success every year since 1985, and with over 50 percent of the top 500 dealers in America along with most of the Top 100 Internet Dealers as clients, the Joe Verde focus is on “Leadership First” with an exclusive formula for success taught only in Joe Verde leadership workshops.

JVSMT also offers advanced sales and management workshops for dealerships of any size. Verde’s training is exclusive to the automotive industry and provides common-sense solutions to every challenge that salespeople, managers and their dealerships face today in selling more vehicles, earning more profit, and retaining their customers for life.

When Verde pioneered online sales training in 2005 with JVTN.com, it was an instant success. As a complete training source, JVTN® gives its dealership customers 24/7 access to all of its courses. And because JVTN® courses mirror the live training workshops, this allows dealers to continue their training after they attend classes. From Verde’s ‘Core 4 Fast Start’ for every dealership, to the dozens of continuing education courses online, JVTN® has proven to be the most valuable in-house sales training resource in the automotive industry today. Verde regularly releases new online content and new books to help auto dealers get the results they are looking for.

Joe Verde and his training team will also be in booth #2819 at the 2017 NADA Convention & Exposition in New Orleans, LA, January 27-29, 2017, to answer questions about how to sell more cars, have more fun and make more money in 2017.

To learn more about Joe Verde and his team at NADA click here. Or, to learn about Joe Verde workshops and training products, or to request a free copy of other Joe Verde books, visit: www.joeverde.com, or call (800) 445-6217.

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Remember Our Wounded Vets For The Holidays…

Blog_CCI_Event_07_05_16

Let’s remember our wounded veterans this holiday season…As many of you know, I’ve been a strong supporter of Canine Companions for Independence – they provide highly trained assistance dogs for wounded vets. We’ve donated to CCI’s Wounded Veterans Initiative through both the NADA Charitable Foundation and the annual Diamond Ball. I’ve seen up close how CCI assistance dogs help veterans make a new start and regain their independence after an injury. Please do all you can to support this worthy cause. Find out more at CCI.

Thanks,

-Joe

December 17 / 2016

The Santa Guarantee…

You’re down to the wire, and if you want to go out with a bang, just do the things 20-30 car guys do:

• Look, Act, Sound and Think like a pro in sales this month!
• Leave problems and everything other than selling at the curb, and just go to work to sell a car.
• Work your shift. Don’t wait, hope, or visit – just ‘work’. Read this often…

“Am I doing the most productive thing possible right now?”

• Don’t ask – assume each prospect will buy today and treat them as buyers.
• Build rapport with everyone.
• Assume nothing. Find each person’s wants and needs for buying.
• Don’t talk price – focus on value.
• Stop prequalifying. Quit trying to be smarter than the customer, your manager and your lender. You aren’t.
• Give every customer on your lot your best presentation and demonstration.
• Write up everyone you can – period.
• Focus the negotiation on ‘terms’, not price. Keep bringing it back to down and payments. That, not price, is the real decision 90+% have to make to buy.
• Follow up everyone: the ones who bought and those who didn’t – yet.

Do this, and I guarantee Santa will be very good to you in sales this month.

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track.

My Average Gross on the Front End is $3,000…

“I was in construction before I started at my dealership 3 years ago…”

“My dealership is very pro training, and very pro Joe Verde. They send us to classes and we have JVTN® to keep learning more every day. I compare what I learn in Joe’s classes and online to having a set of blueprints used in construction. If I wanted a structure we were building to turn out correctly, I would follow the plans exactly how they were drawn. If I got off track on the building, I would take out the blueprints, reexamine them and make adjustments that were necessary.

Now I follow the sales processes Joe lays out step-by-step, and when I realize I’m off track in Joe’s 8-Step Process, I go over it again and again, then get back on track.

Also, I just came back from Joe’s Business Development Workshop and am now implementing unsold follow-up, prospecting, using handwritten thank you cards and incorporating all this into an action plan. I asked myself, ‘Do I want to wait on ups, in the cold or heat, or do I want a steady stream of appointments?’ Joe knows the answer to that and now, so do I!

I came back from the workshop and showed the staff how to change how we work the deal and we all benefit with a greater down payment and higher gross by making a few easy changes.

Thanks to my dealership for their dedication in providing consistent training by sending all our sales staff to workshops and for providing JVTN® for our continued education.

My average gross on the front end is $3,000 and my commission per unit is $750 to $1,000. My first year I made $60K, the second year I made $77K, and I am at $110K in my third year. And to give kudos to our store, we had not been able to reach a goal of 100 pre-owned cars in the last 5 years, but in July we hit 101!

Joe, thanks for helping me realize that my potential in this business is enormous!”

– Jon Krabbe, Sales Consultant, Colorado

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft cover book.

Words Will Make or Break the Sale

“Your first few seconds and your first few words will usually make or break the sale.”

How can a sale that usually takes a couple hours be so affected by the first 20 seconds?

That’s easy, a lot of critical things happen very quickly when you meet someone.

The first few seconds…

The prospect’s first impression of you and your dealership starts forming as they’re pulling onto the lot.

Next comes you; your approach, how quickly you greet them, your attitude, how you act, and how you’re dressed.

Your first few words…

Most salespeople just can’t stop asking, ‘what can I do for you’ or ‘how can I help you’ – which generates their first negative response of ‘we’re just looking’ or something similar.

It’s easy to make a bad first impression, get a quick objection, and blow the sale in under a minute, and in less than 20 words!

Those first 20 seconds aren’t guaranteed to make the sale for you, but they can cost you the sale.

Dress like a pro, act like a pro, and put a spring in your step & a smile on your face as you greet every person properly.

Just do those things, and you’ll more than double your chances of making your next sale.

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track.

Developing Confidence Is A Step By Step Process

The best way to overcome fear, is to develop your skills, which will mean more sales, which in turn will give you more confidence.

1. Develop more skills. I was afraid of price and of closing, too, until I developed my skills. Now I realize ‘No’ isn’t important – ‘Yes’ is what you’re looking for, and the more skills you develop, the more often you’ll get the OK.

2. Bulk up gradually. If you’re afraid to ask for the order 5 times, that’s OK, ask once. Then as you’re developing your skills, ask two times. Next week, up it to 3, and add one more each week. By the end of the month, you’ll have that 80% stat working for you.

3. Put your fears into perspective. In real life … what’s the worst thing that can happen to you if you pick up the phone and call someone?

What’s the worst that can happen if you ask for the order and keep hearing ‘no’?

There is no ‘worst’ thing … nobody will hit you if you ask them to buy or if you call to say hi after the sale, or call the police if you ask for a referral.

How about looking on the positive side for a change? If you ask everyone to buy 6 times, it’s just a fact, more will buy.

If you contacted 5 service customers or orphan owners a day and ask my 5 easy prospecting questions … that’s 25 a week and 100 more contacts you’d make this month, and whether you’re good or bad at selling, you’ll bump into a buyer or two in spite of yourself.

Just boldly go where most people in sales don’t – and don’t worry, you’ll do fine. And always remember…

Nothing Bad Happens Unless You Do Nothing

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track. Find out more about Joe Verde’s workshops and how to sell more cars, have more fun and make more money — now!

Huge Tip

Huge tip on practicing that helped me a lot…

You know you need practice to get better, right? In real life, the best practice is with a customer because it’s ‘real’.

Find a sparring partner…

The very best customer to practice on is someone you’re absolutely convinced can’t or won’t buy anything from you, no matter what you say.

Whether it’s the lunch time shopper, a kid on his bike, the couple just dreaming about a new car, or ‘Bad Bob’, the worst price shopper on the planet with the, “I hate people who sell cars” attitude – give them everything you’ve got.

Do not talk about price, just ask them every question you can remember, bypass price when it comes up, rephrase it if you get a price objection, take them on a demo, and pull out your Weekly Pocket Guide and follow my steps to selling and closing (see page 44 & 45).

Go through the Landmark Closes, Assumptive Sold Line, & Seriously Now Closes. Use a dozen Action Closes, practice your Silent Walkaround on their trade, get the mileage, MPG and maintenance info, and then start walking towards the showroom as you ask your final closing question.

Also write them up if you can, and practice your 3-pass negotiation process, too. When you’ve used up everything you know – do it again. Seriously, if they’ll keep talking to you, do a recap, “Bob, just to make sure I understand…”, and start all over. If that didn’t work say, “Hang on a minute,” and look through your workbook for something you might have missed.

Do this at least once a day with that customer you’re sure won’t buy. Then make quick notes on what you need to work on and do it again tomorrow.

You’ll be shocked the first time you sell one of these customers, but if you’ll practice on them every chance you get, I guarantee you’ll sell more cars overall, and deliver some of them, too.

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft cover book.

Online Training Helped Internet Sales

JVTN® Improved His Internet Sales

“I just wanted to thank you and Joe Verde for all the help. When I changed to the auto industry I had a lot of sales experience and studied many of the most popular sales methodologies. JVTN® really helped me understand how to apply those skills to the automotive industry and adapt them for the internet. Your constant ‘support’ has always kept me on the ball and focused. I have completed many of Joe’s online courses multiple times and continue to absorb something or refresh myself every chapter I take. Thanks again! The Joe Verde Training & System works and is amazing!”

– John Potvin, Internet Sales Consultant, ON, Canada