Blurred Lines Between Selling & Closing

See what I mean about the blurred lines between selling and closing?

Everything you do to bring a customer into the dealership; turning incoming calls into appointments, prospecting in service, and retaining your sold customers – moves the sale forward.

Everything you do in Steps 1-4 of our 8-Step Basics, from your attitude, to your greeting, to your investigation, and your targeted demo and presentation – moves the sale forward.

When you control the conversation and keep it on track by not letting it focus on price instead of value, you’re also moving the sale forward.

Creating urgency helps you close, using CRIC on objections, and obviously mastering effective ‘closes to overcome different objections’, mean closing. Then there’s closing in the negotiation (working the deal), and those final closes to wrap it up so they take it home now.


When you look at “selling”, give it a 50/50 split between selling and closing. Just remember, 71% said they bought because they liked their salesperson.

Farmers thrive on repeats and referrals so they have the 71% edge right away, and don’t have to become great closers.

Great closers have an advantage with every customer, but they can get tripped up when there’s not much floor traffic, if they haven’t developed their repeat and referral business.

The Sweet Spot

The real sweet spot is to be in that group of “Farmers Who Can Sell”. They’re the salespeople who hit those $100,000+ yearly incomes.

You don’t have to go from “can’t sell now”, or “don’t farm now” to being a superstar. If you aren’t on JVTN® and can’t get to our classes, get my book, “How To Sell More Cars”. Follow my directions to sell more, earn more, and have more fun.


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!

Your Next $1,000,000

I know salespeople who’ve been selling cars 20 years, and are still just waiting until something better comes along. They haven’t made a commitment or learned enough about selling to start earning big bucks. What a waste of 20 years.

A Million Dollar Decision

In my book, “Goal Setting for Salespeople”, I remind everyone that they’re going to make $1 million in sales. The only question is, “How long will it take you?”

The math is easy – just divide a million dollars by what you’re earning now…

Annual Income & How To Earn $1,000,000…
$ 40,000 – 25 Years
$100,000 – 10 Years
$250,000 – 4 Years
$500,000 – 2 Years

Every time you increase your income, you start cutting years from the total time it takes you to earn more.

Example … If you’re making $40,000 now, your average is $3,333 per month, and that means it will take you 25 years at that rate to collect your million bucks.

But focus on selling just a couple more units, and raise the gross just a couple hundred dollars in the next 90 days to raise your current average to $4,166, and now you’re on track to earn $50,000 in the next 12 months, and that means you’ve already cut the time it takes down to 20 years.

Or what if you really buckle down like Nick did (below)? We just got his comment back a couple of weeks ago, and he jumped from being the new guy to $110,000 his first year and hasn’t slowed down since. That means at $170,000 this year, he’ll hit his next million dollars in just under 6 years.

Don’t waste your money on a lottery ticket, just learn more so you can work smarter and earn your millions much faster.

“$110,000 my first full year with JVTN®.”

“When I started selling cars, I had zero knowledge and needed all the information I could gather.

My GM and an associate, were big inspirations, and at our store, there is a very clear picture painted that if you take Joe’s training seriously and follow his process to a ‘T’ you will experience success.

I buried myself in online training for the first month and I haven’t slowed down. I do my best daily to follow all Joe Verde processes. I practice, drill and rehearse and take 10-15 JVTN® chapters a week. I have clear goals and activities that I refer to daily. I work 5 days a week from 10-7, so I don’t work long and hard, I just work smart.

My first full year I made $110,000, $145,000 the next year and I am on pace to make $170,000!”

– Nick Knutson, Sales Consultant, Oregon



A Simple Plan To Sell More This Month

Want to make 4 more sales this month? If so, and if you’re willing to follow this simple plan, you can easily pick up an extra sale each week.

Make a plan every day. That’s it – it’s just that easy to sell more. Before you go to bed, take the time to make a list of the most important things you need to do tomorrow to sell more cars.

This daily priority list becomes your action plan for tomorrow and keeps you focused on your daily goals.

By making your list today, tomorrow when you come to work, you won’t have to waste time trying to figure out what to do. Your day will already be planned and laid out for you and all you’ll have to do is follow your plan.

A hint: Most people try to sell more by working harder. Instead of just putting in more hours, learn to manage your selling activities. Activities are the things you need to do to generate those sales.

To be productive, your plan for tomorrow should include a list of activities like these:

“I’ll make 10 prospecting contacts, I’ll give 3 demonstrations and write up at least 2 people, I’ll contact 10 previous customers and meet 4 service customers and ask all of them for a referral…”

Now if you’ll just do the activities, those extra sales and the extra income you want will quickly follow.

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.


“From 7.5 average to 21 units.”

Joe, I am at 3 years in the car business and 1 year at my current store…

I sell Audis and I love the product!  Before your ‘How To Sell A Car Today’ Workshop, I was holding a 7.5 car average with my biggest month at 10.5.  I was right in there with everyone else at the dealership though, so that wasn’t bad.

After returning from your workshop and believing that my customers were truly looking for a sales professional, my purpose was to become that professional.

When I got back to work, my sales jumped to 21 units, and I made more commission in the next 2 months than my prior 6 months in the car business!

I have more confidence than ever before in my product, myself and my dealership and I truly believe that my customers are all here to buy from me now! Joe, your 8-Steps New Basics are my key to the gold mine!  Thank you!!!”

– Rob Hawkes, Sales Consultant, Capilano Audi, North Vancouver, BC, Canada

The Skills To Your Success

You Need ‘Selling Skills’ To Sell
And Then You Need ‘Success Skills’ To Succeed…

SUCCESS SKILLS: Control your continued growth

No matter what profession you’re in, success skills are your foundational skills – the skills that drive your success.

Whether you’re selling, acting, farming, or playing golf for a living – you have to keep track of what you do, you have to set clear goals on what you want to improve, and you have to be organized enough to make it happen.

You can have all of the other great skills we cover – until you master success skills though, you’ll find yourself stuck in the mud most months when it comes to improvement.

Develop these skills and you’ll control your future.

Tracking – Averaging – Charting

Everything that happens in every major company or sport is tracked, averaged and charted. Why? So they can identify the areas they can improve.

To continually grow in sales, you need to do the same: track every opportunity you have, every selling activity you do, and your results from those opportunities and activities.

  • Track Opportunities: Incoming calls, leads, and floor traffic by type; walk-in, be-back, repeat, referral, phone, etc.

Why? So you focus your time spent with your best types of opportunities.

  • Track Business Development Activities: number of mailouts, prospecting calls, unsold follow up calls, e-mails sent, appointments set, appointments that show.

Why? To focus your time on the business development activities that produce the most results.

  • Track Your Selling Activities: Presentations, demos, committed write ups, uncommitted write ups.

Why? So you know the # demos, presentations, and write ups that it takes you to make a sale.

  • Track Results: Units, gross, commission per sale (by customer type) and total bonuses and spiffs each month.

Average It. Keep a 90 day running average of all of your opportunities, activities, and results.

Why? Because a good month or a bad month doesn’t make or break you, but a negative trend in almost any area will.

Chart It. Chart your month and average in each area so you can see a clear ‘picture’ of what you’re doing. Charts are easy; updating takes just 1 dot & 1 line.

Do everything I just said for 3 months, and I guarantee you’ll become aware of what you’re doing, and you’ll improve.

Too much trouble / too much time? Nah, that excuse won’t work – all of this takes seconds per day, not hours.

Save time…If you’re on JVTN®, use our VSA® (your personal CRM) for follow up, tracking, goal setting and daily activity management.

Not on JVTN®? Use our Monthly Sales Planners, a pencil and a calculator.

Goal Setting

You can accomplish anything, but success doesn’t / won’t come to you just because you work hard. You have to be clear about what you want to accomplish, and then create an ‘Action Plan’ to make it happen.

Get my book, ‘Goal Setting for Salespeople’. (It’s free at

Organizational Skills

There is no ‘Time Management’. The only things you manage are the activities that use up your time each day.

The highest achievers work smart, not long. They’ve learned to go-to-work-to work and use every minute to get more prospects on the lot, sell a vehicle, or retain customers.

While you’re downloading Goal Setting, also get my audio, “Go To Work To Work” and listen daily for 30 days.

Computer Skills…There is no excuse for not using contact management, follow up, or other software to help you manage your career. Ask your 6 year old to teach you.

Communication Skills

Writing, spelling, grammar, talking, listening, body language, tone, inflection, etc. are all skills you need now.

When you’re with a customer, no cussin’, or crude or stupid jokes, and skip all opinions about sex, religion, politics, or famous people in jail. Just sell.


Also download my book, ‘Earn Over $100,000 Selling Cars’ and if you aren’t coming to class or on JVTN®, get my other book, ‘How To Sell A Car’. You’re sitting on a gold mine…so start digging.

Commission Jumps from $250 to $625

From 7 units to 20 … and from $250 in commission to $625!”

“I‘ve been in the car business 8 months.

Prior to attending the Joe Verde Closing & Negotiation workshop, I had a steady 9 car average and was making about $250 per unit commission.

The JVTN® online training really gave me a firm foundation to build on before attending class, and after that workshop by learning how to present the deal for a budget focused negotiation (not a price negotiation), my commission per unit more than doubled to $625, I sold 20 units, and earned $12,500.

It was crazy! Once you show customers the benefits of putting more money down (shorter terms, less interest, building equity faster, being able to trade sooner), many times, they put down twice as much as we asked for.

Not only was I getting bigger down payments, and getting more deals done, I was shortening the terms as well. I want them loving their vehicle and coming back to see me sooner for their next vehicle!

Joe, thanks for the best month ever and thanks for making it easier to have more months like this month, every month!”

– Chris Fearneley, Sales and Leasing Consultant, NB


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!

Ask Joe: Fear, Angst & Discomfort

Why do you even need to close if everyone came to buy?…”


Buying a car is something most people only do every few years, and they know they can never figure out which is the real, best thing for them to do.

Recently, I bought two vehicles and traded in my old ones, and no matter how much you think you know, you really don’t know that much.

I’ve been in the car business for 40 years. But when I’m sitting in Finance … between pricing, rebates, auto dealer incentives, ACV on my trades, maintenance packages, wheel and tire options (a lot of curbs, rocks and downed trees seem to hit my tires & wheels), paint and fabric to keep my dog, grandkids and me from staining seats, tow packages, tool boxes, bedliners, tonneau covers, etc. … I have no idea if I paid the rent for two dealerships or got the deal of the century.

What I do know is that I liked both dealerships and their Service departments, and I liked the managers and salespeople who helped me.

So in my mind, and in most other people’s minds, too, a ‘Good Deal’ is a feeling, not a ‘Number’.


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

Ask Joe: How can I make $15,000 more this year?

Joe, I want to increase my income by $15,000 this year. What’s my best plan and where do I focus?”

You didn’t say how many units you sell now or how you’re doing, so let’s assume you meant $15k more in the next 7 months.

The math is always first: $15,000 ÷ 7 months, means you’ll need an extra $2,142 per month the rest of the year.

If you average $350 in commission, you’d need to sell 6 more per month. Actually, it’s 6 at $357 so you’ll need a bump of $7 to $357 per unit. To earn $7 more at 25% commission, you need to raise your gross $28 per unit.

$28 should be a non-issue. Just use the ‘easy bump close’ (from our 3 Pass Negotiation Process) in your last pass. (Wrap It Up & Final Bump.) As you shake their hand on the deal ask, “My manager said you wouldn’t let $28 bucks stand in the way of getting your new car, was he right?” That’s 50¢ more per month on a 60 month agreement, so you’ll do fine.

Back to the extra 6 units per month. Math again, that’s 1.5 per week, with a lot of different ways to do that.

The easiest way to pull this off, is to sell more of the people you’re already talking to on the lot. The average salesperson talks to 10 people, 8 are buyers, and they only sell 2. Using that math, let’s say a 10 car guy talks to 50 people per month. If 10 is your average, to sell 6 more units, you’ll need to close 32% instead of just 20% of those prospects.

4 easy ways to sell 6 more units…

  • Demo More … 50% who get a good ‘targeted’ demo and presentation on their ‘hot buttons’, buy on the spot.

10 car guys already sell half, and don’t realize it. They only give 40% a quality demo now (4 out of 10), and sell 2.

50 prospects x 40% demo ratio =

20 demos, at 50% closing = 10 sales

50 prospects x 64% demo ratio =

32 demos, at 50% closing = 16 sales

  • Close More … Average closing ratios are 20%. That’s 10 out of 50. To sell 6 more, improve your closing ratio to 32%. 50 x 32% = 16 deliveries.

How? Nothing huge, just start to improve everything some.

  • Unsold Follow Up … 33% will come back and 67% will buy on the spot.

10 car guys sell 10 and 40 leave. Just get 75% contact info (30). Follow up 30, 10 come back. Deliver 67% of those 10 = 6.7.

  • Or A Little Of Each … Demo just 4 more to sell 2 more units. Improve your closing % by 4% (24%) to sell 2 more. And follow up on just 10 people, 3 will come back and you’ll sell 2 more.

That’s 6 extra units & $2,142 more without breaking a sweat. Or get serious and do all three; improve demos, closing and unsold follow up, and you’ll deliver 18 more.

18 more + 10 you’re selling now would be 28 per month. At $357 per unit plus bonuses, you’d be on track for $120,000 to $150,000 a year. Not possible you say? Read the comment below from Jolynn…

Tip…plug your own numbers into our calculators so you can really understand your long-term potential from making these ‘no sweat’ improvements. Go to

“From $17,000 a YEAR To $15,000 a MONTH!”

“Before getting into the car business, I worked for 17 years making $17,000 a year. Thanks to my manager and JVTN®, my life has forever changed.

My first month, I sold 21 units and made $13,000. In my next 3 months, I averaged 20 units and took home over $12,000 per month. My best month so far, I sold 23 and made $15,000.

In just my first couple months selling cars, I made more than my previous 2 years combined. I come to work to work, I follow all of Joe’s steps to the sale, I never talk price and my customers love me.

Joe, thanks for the secret to my success and a clear plan I can recognize, duplicate and master for continued success!”

– Jolynn Peshek, Salesperson, OH


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!

Hat-trick on first day!

My first day back, I got a hat trick…”

“I am brand new to the car business. Previously I was a bartender and my people skills with building rapport are second to none, so that part was really easy for me, the tough part was what to do next.

After attending your ‘How To Sell A Car Today’ Workshop and learning your New Basics, the plan was clear: Believe in the steps, follow all 8 steps in order, skip none of them, and you will sell cars!

My first day back, I got a hat-trick, then finished up with 13 for the month. It all starts with a great greeting, like you say, and investigating to find their wants and needs. Then get them to say ‘yes’ a lot based on those wants and needs, get 45 ‘yeses’ in 45 minutes and then my closing ratio soars to 75%.

Your workshop was great and having JVTN® online training in the dealership, lets me go back through the information we covered at my own pace, which is helping me to learn even more and learn faster too.

I am on my way to a brand new career where there are no limits!  Thanks again, Joe!”

– Kristen Duggan, Sales Consultant, NY

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

Ask Joe: Is selling cars worth my time?

Joe, you keep talking about the money you can make selling cars – well, that’s not happening for me. I was making $20 an hour back at my old job and my boss said I could get my job back. Why should I keep selling cars and just hope it will get better for me?”


Two thoughts…

  1. Stop ‘hoping’ you’ll start selling more and go make it happen. Whether you sell 6 or 36, everybody reading this can sell one more unit on average.

“I can’t sell more” is never an accurate statement.

Once you do sell one more – you can still learn how to sell one more again – and that never ends. That’s the great thing about selling – you control your income. If you want to earn more, just learn more and work smarter.

And it’s that opportunity to continually improve your own income, and at your own pace, that is not available at any hourly or salaried job, anywhere.

  1. If you’re an ‘average’ salesperson, you’ll take a big pay cut if you go back.

I just read that an average salesperson now makes $50,000 and works about 50 hours a week. In 4.3 weeks, that’s 215 hours per month.

  • $50,000 divided by 12 months equals $4,166 per month, divided by 215 hours equals $19.37 per hour.

Seems like the same pay, but there’s a catch. We’ve surveyed thousands of salespeople and the average salesperson doesn’t work 50 hours per week.

3,500+ salespeople said they’re at work 9 hours but only ‘work’ 3 hours. The rest of their time is spent ‘waiting for a customer to talk to’. That means…

They spend 6 hours ‘waiting to work’.

If we do the real math on what an average salesperson earns, they’re making $4,166 per month, and working about 62 hours, not 215, so they’re really making…

$67.19 per hour they ‘work’.

So my recommendation is that you don’t go back to a $20 per hour job. Instead just start working more while you’re on shift each day.

If you want to make more money, here are six hot tips from the pros…

  • Develop your selling skills and follow “Joe’s Basics” with every customer. Learn to sell value, not ‘cheap’ prices, by following my steps to selling!
  • Learn more so you can earn more. Fact: When you 1) stop learning more, 2) you quickly plateau, and very soon, 3) you start heading back downhill.
  • Leave your problems at the curb! Everyone has problems, but the pros learn how to leave their problems at the curb, and you can, too.
  • Stay away from the underachievers. Make new friends because who you ‘hang with’ determines your success. Pros don’t hang around with negative people or even ‘nice’ lazy underachievers.
  •  Go to work to work! Every day in sales is one day of opportunity and you’ll either use it, or lose it forever. (Download my free audio: “Go To Work To Work”.)
  • Master phone skills and follow up. When that $100,000+ pro isn’t with a customer they have a phone in their hand. That’s how they develop their business so they can ‘work’ more of their shift.

You have incredible opportunity to earn more than almost anyone else can, so do it. You’ll be glad you did. Call us today and we’ll get you started.


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!