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.

#####

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.

#####

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.

# # # # #

February 02 / 2017

Apply What You Learn In Class…

“If I could go back 20 years to apply what I learned in Joe’s class…”

“I have been in car sales over 20 years and if I could go back 20 years with what I learned at Joe Verde’s ‘How To Sell A Car Today’ Workshop, I would be retired now with more money than I would ever need!

What helped me most in that workshop was CRIC – Clarify, Rephrase, Isolate and Close – when you get any objection. Understanding those, and practicing those 4 steps, and then implementing CRIC into my selling process, has worked 99% of the time! Using CRIC and understanding that ‘budget’, not price is most important and using that correctly, seals the deal almost every time.

Before I went to Joe’s workshop, my average was 12.5 units per month, and now I am at a solid 16.7. Last year my income was $103,500. I am just shy of $100K now and have three more peak months to pass last year’s income.

Every Dealer needs to send their staff to this Workshop. Thanks to my dealership for investing in my selling future and thanks, Joe, for paving my way to continued success.”

Carlos Castro, Sales Consultant, Florida

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

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?

#####

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.

# # # # #

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.

# # # # #

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.

#####

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

#####

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.