Category: ask joe

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 […]

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 […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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, […]

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 […]