Ask Joe: Do I spend too much time working deals?

Ask Joe: How much time should you spend ‘selling’ vs. ‘working the deal’?

You’ll spend about 2 hours making most sales and the outcome depends on how you spend your time.

a. Spend the first 20 minutes focused on the money and you’ll spend the better part of 2 hours negotiating price. Result: 6% Delivery Ratio

b. Spend 60 minutes mostly building value, then another hour working the deal. Result: 31% Delivery Ratio

c. Or spend 100+ minutes selling hot button value, then just 20-30 min. to wrap it up. Result: 57% Delivery Ratio

No Rocket Science Here Either

Spending more time selling, equals less time working deals, with higher grosses, and more deliveries.

Q: How long should it take to work deals? Your goal is 20 minutes, so build $50,000 in value on every $30,000 vehicle so ‘budget’ not price is the issue and it’ll go down quick.

Do you have JVTN®? Take the JVTN®? courses on questions, PRICE, closing, & objections to sell more now. Then take unsold follow up, to grab the ones you miss.

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Sell more cars with Joe Verde’s online training – JVTN®. Sign up for a free demo.

Ask Joe: About Those ‘Be-Backs’

“Joe, when someone leaves without buying and then comes back in, why do you suggest we demo the vehicle again, before we go inside to work the deal?”

As an 8-car salesperson, when people came back, I was so pumped I’d head straight inside and get bummed when they left without buying. What happened? When people come back and say, “Let’s see what you can do,” they’re only doing the mental math, not thinking about how much they love the truck, and that’s why I was losing so many be-back sales.

Before you head inside, you need to light up all of those positive emotions before you start working that deal.

As the 30 car guy, I learned to respond with something close to, “Great, my manager should be free in a few minutes. While we wait, let’s take it for a quick spin and I’ll go over that map program again / show you … / make sure everything is OK / etc.”

On the demo, recap every hot button feature, advantage and benefit you know about them and paint positive mental pictures in their mind.

If you will, they’ll be much more flexible when you’re working the deal, and you’ll deliver more vehicles.

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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.

Ask Joe: Your Time and ‘Selling’ vs. ‘Working the Deal’

How much time should you spend ‘selling’ vs. ‘working the deal’?

You’ll spend about 2 hours making most sales and the outcome depends on how you spend your time.

a. Spend the first 20 minutes focused on the money and you’ll spend the better part of 2 hours negotiating price. Result: 6% Delivery Ratio

b. Spend 60 minutes mostly building value, then another hour working the deal. Result: 31% Delivery Ratio

c. Or spend 100+ min. selling hot button value, then just 20-30 min. to wrap it up. Result: 57% Delivery Ratio

No Rocket Science Here Either

Spending more time selling, equals less time working deals, with higher grosses, and more deliveries.

Q: How long should it take to work deals? Your goal is 20 minutes, so build $50,000 in value on every $30,000 vehicle so ‘budget’ not price is the issue and it’ll go down quick.

Take the JVTN® courses on questions, PRICE, closing & objections to sell more now. Then take unsold follow up, to grab the ones you miss.

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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.

On Track For $100,000 In The First Year Selling Cars With JVTN

“From High School to tracking $100,000 my first year selling cars!”

“Joe – I was 3 months out of High School when I was introduced to the car Business and I was lucky to land at a great dealership that provides great training and the support from Management that will take me to the top.

When I started, they introduced me to JVTN® and gave me a requirement to complete 6 chapters of your training every week. I quickly learned how to get a customer to like me, build value in the car and the dealership – and to buy a car from me. I was sold on your processes from Day 1 and believed that if I never skipped steps, I would become a success!

I studied what you taught, I PDR’d my scripts and your process daily (practiced, drilled, rehearsed). My Manager also gave me your Go To Work To Work audio and I’ve listened to it every morning since I started. It really keeps me focused and fuels the belief that customers are here to buy a car from me now.

My first month I sold 21, my current 90-day average is 24, and this month I sold 26.5 for another best month ever record for myself.

Joe, thanks to you and your training I have been the top salesperson since my first month and I am already on track to earn $100,000 my very first year. While many of my friends are in school and racking up debt in student loans, I am on a fast track for making my dreams come true.

Joe, thanks for a true life direction and for providing the means to an unbelievable career with tremendous rewards!”

–Nick Gioeli, Salesperson, New York

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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.

Common Mistakes That Cost You Sales

Mistakes in sports cost you goals, points and eventually the game.

Mistakes in sales cost you units, bonuses and commission each month.

In sports, when you recognize you’re doing something wrong, or that you could be doing better, the obvious solution is to practice, practice and practice some more.

The more you practice, the better you do, and the more games you win.

Sales is no different, and the great news is there are sooo many things you can easily improve in sales.

You’ll never run out of skills, work habits, and processes you can improve.

Yes, that’s great news, because every improvement you make in skills, work habits, and processes, will help you to continually improve your production.

• You can get better at setting appointments on incoming calls and put more people on the lot.
• You can learn how to convert more leads and turn them into prospects on the lot ready to buy a car.
• You can stop waiting for an ‘up’ and just get better at prospecting. Then work the service drive and the phones more effectively, and generate more of your own leads and sales.
• You can get better at getting everyone’s contact info before they leave when you don’t sell a car, learn to follow up more effectively, and put more of them back on the lot.

The list is endless on skills you can improve that will help you sell more.
Demos are one of the most critical areas of all.

You can turn calls into appointments that show, work the service drive and follow up everybody who doesn’t buy. In fact, you can be one of the best closers on the planet, but if you don’t put people behind the wheel, you will lose sales and income you could have had. So let’s talk about…

The Biggest Mistakes
Salespeople Make With Demos

You really don’t need more traffic to sell more units – you just need to do a better job with each customer you talk to. Hint: Assume every person on your lot may be the very last person you get a chance to deliver a vehicle to this month.

So this month, let’s focus on one of the most critical steps of the sale – the demonstration. And let’s look at a list of some of the most common mistakes salespeople make on demos that cost them sales and income.

Read each one, take a minute to think about how you really are doing on that specific point, and highlight each of the mistakes you want to improve.

Spend this month focusing on eliminating each of these mistakes and you’ll see a clear improvement in your sales and income.

For more info on demos, go through the “How To Sell A Car” course on JVTN® and make that your go-to training 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.

First Impressions Matter – Good or Bad

Customers make 1st impressions of everything, including your cars. If it’s a bad 1st impression, does that make it…

❑ Easier to close the sale –OR–
❑ Tougher to close the sale?

Why tougher? Because when you show a vehicle that isn’t clean, won’t start, or runs out of gas on the demo, you create credibility objections.

Any vehicles on your front line now that create a negative 1st impression? Why have you left them out there?

Oh, I forgot – it’s the porter’s fault or it’s because service didn’t fix them properly and that’s why they’re there.

Sorry, that may be true, but it doesn’t justify lost sales.

Why? Because you’re also responsible to make sure your inventory is clean, running good and ready to sell.

Instead of waiting for a customer to look at a vehicle you know is a problem, if it’s out of gas – get some now. If it won’t start, hook up a charger now. If it’s dirty, get it washed now. If it won’t run, take it to service now. And keep taking cars off the front line until they’re ready to sell.

This is your income we’re talking about, so step up and help out!

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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.

‘Core 4 Selling’ Led The Way To More Sales

“JVTN® is my foundation…My new average is 21 units per month!”

“I have been in the car business just 5 months and I am so thankful to my dealership for having JVTN® training to provide me with a firm foundation to build upon.

I started training on Joe Verde Training Network® Day 1 with Joe Verde’s first 4 (Core 4) ‘Selling’ courses. Through those 4 courses, I developed a clear plan to success, a ton of new skills, and came out of the gates on fire! I sold 9, then 17, then 25 cars and last month I sold 22 which puts my new current average at 21 units per month!

Joe, I really bought into and believe the statistics you talk about and my attitude shows it as I go to work-to-work. Bottom line, I understand they are all buyers, so I treat them all like buyers. I am always truthful, I build the value by getting a ton of ‘yeses’ (minor commitments) throughout my demo and presentation, and I close on the car, not the price of the car.

I love the car business! My customers love me and I am well on my way to building an incredible business! Thanks Joe!”

– Bruce Vickery, Sales Consultant, Nova Scotia

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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.

Ditch The Fear…

Somebody asked me a long time ago, “Aren’t you afraid you won’t make enough in commission some months?”

My answer, “No way – not ever!”

Why? Because it’s just math! If you average $7,500 per month from doing (x) # of activities, with (x) skills, and spend (x) time doing it, as long as you do the activities, maintain the skills and put in the time … you get the money.

That’s how averaging works.

Because people don’t track, I’ve watched salespeople quit selling cars over a bad paycheck, all because they didn’t realize they were doubling their income.

Sure, some months will be higher ($9,000) and some lower ($6,000). That’s why the average is $7,500.

If you don’t track everything, you may be averaging $7,500 now (tracking $90,000 per year) but ready to quit because you only made $5,000 last month. Then you’re ready to take a steady job at $40,000 because it’s a salary with no commission.

If you’re averaging $7,500 now, you’d really have to blow it to drop to $40,000 ($3,333) on average.
Instead: Ditch the fear, develop your skills, go to work to work, focus on being consistent, and you’ll earn more than 90% of the population.

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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.

$94,423 Raised For CCI At ADESA Auction At NADA Convention

Joe Verde - Canine Companions for Independence

In a continued effort to support Canine Companions for Independence (CCI), ADESA held an auction during the 2017 NADA Convention in New Orleans that raised $94,423 for the NADA Foundation and CCI.

Retired Army Sgt. Steve Blackman and his service dog, Gottlieb, attended the auction to represent Canine Companions.

“My life has completely changed. No longer do I wake every morning wondering what the day is going to bring and if I can make it through it because I have [Gottlieb],” said Blackman, who suffered a traumatic brain injury in service. “I know my family doesn’t have to worry about me anymore. I can go out and do things and leave the house because I have him. Canine Companions has made this possible for veterans and so many other people with disabilities. It gives us our independence back.”

Joe Verde, a longtime supporter of CCI, is also a veteran who served in the U.S. Army for more than seven years and was stationed in Vietnam in 1967, 1968 and 1969, during the Vietnam War, as a CH-47 Flight Engineer. As a Purple Heart recipient, he has a strong connection with other veterans and has become active in ways to help them make a smoother transition into their lives back at home.

“I’m a veteran. My dad was a veteran, and my son and grandkids are all veterans,” said Verde. “These wounded veterans give so much and Canine Companions is such a worthy cause.”
There were three bidders at the ADESA auction this year, and here’s a rundown of the event:

• Robert Bassam, founder of Easterns Automotive Group in Sterling, Va., placed the first winning bid of $39,000 for a 2015 Polaris Utility Task Vehicle (UTV). He then donated the UTV back to ADESA to be re-auctioned.
• Joe Verde was the winner of the second bid with $26,000. He also donated the vehicle back for re-auction (as he’s done since 2013).
• Bassam’s son, Joel Bassam, director of marketing for Easterns Automotive Group, placed the final winning bid of $28,000.

Attendees gathered at the ADESA booth during the auction made $1,423 in cash donations to bring the final contribution to $94,423.

“We asked dealers and attendees to bid high in honor of the 100th anniversary of NADA. They responded by generously opening their hearts and wallets to help support two amazing organizations,” said Stéphane St-Hilaire, ADESA president and CEO. “The NADA Foundation and Canine Companions work to change the lives of veterans and children with disabilities every day. ADESA is very proud to once again play a leading role in supporting these great causes.”

ADESA auctions over the past six NADA conventions have raised more than $334,400 for the NADA Foundation’s Frank E. McCarthy Memorial Fund, in whose name the Canine Companions donation is made. McCarthy was NADA chief executive from 1968 to 2001.

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New “Events” Course on JVTN.com

Joe Verde Training Network Events Course

New “Events” Course Now Live After Debuting at the NADA Convention

Joe Verde Sales & Management Training, Inc., (JVSMT) today announced the launch of a new training course: “Sell More Units Before, During And After All Of Your Events.”

“We want to show you how to take that next event, whether it’s that super extravaganza with a gorilla on the roof, or a regular weekend event, and turn it into the best sales event ever with a significant increase in sales,” said Joe Verde, President, Joe Verde Sales & Management Training, Inc. “Wouldn’t it be great to have a ton of appointments on the board before you even show up for the event, because that’s when you know you are going to be hugely successful. Our job with this course is to get you ready to execute and maximize each opportunity in every event you have this year,” Verde added.

The new course on the Joe Verde Training Network® debuted at the 2017 NADA Convention & Exposition in New Orleans, LA, January 27-29, 2017, and now the course has gone live to JVTN® subscribers on Feb. 1, 2017.

Joe Verde has helped dealerships across North America for decades and has authored 6 books, of which to date, more than 550,000 copies have been sold and distributed. Verde and his team of professional trainers have over 60 years of combined experience teaching Joe Verde sales and management skills and processes. They’ve spoken to more than 150 Dealer 20 Groups, ADAs, and at many other industry events, including 25 NADA annual conventions. They also hold hundreds of Joe Verde Sales and Sales Management Workshops each year. Verde’s training 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 Selling’ and ‘Core 4 Business Development’ 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.

Commenting further on his new special events course, Verde stated, “Take this new course and increase your event sales right now. While it’s not all you need to know, this is your fast start to selling cars for an event. It includes a closing process that works every time, which firms up your commitment and helps you get to negotiations with your gross totally intact. If the only course you ever took was this course, you would have more information than 99 percent of salespeople receive in their entire career. Take this course, then go back to it and develop these skills. Not only will you have a good event, you’ll also change your career in sales.”

To learn more 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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February 02 / 2017