Sell More When The Main Thing Stays The Main Thing

Isn’t it great when you’re on a roll and having that great day, great week or great month? When you’re ‘on’, doesn’t everything you do or say just seem to come out right? What makes that happen? When you’re selling cars, making money and talking to prospects all day, your mind slips into automatic and …

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Success Is Made In The Details

Like the fine print in big ads, salespeople never understand the big bucks in sales are in the finer details. They learn about their product, they develop basic skills, win the walk around contest, they’re nice, and they like cars and love talking to people. They’re doing their best, but they reach a certain level …

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Habits Can Be Difficult To Break

The dictionary says a habit is a pattern of action that has become so automatic that it’s difficult to break. I hope you noticed the dictionary said a habit is difficult to break. It didn’t say it was impossible to break. Everything we do repeatedly will normally become a habit. Prospecting is a good habit; …

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Slow Down & You’ll Sell More

Of course you want to get the sale done quick – and of course, so does your customer. But remember, if they don’t see the value, they don’t buy and… Value doesn’t come fast and value doesn’t come cheap! There are two quick ways to destroy a sale or make it way tougher than it …

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Help Them Buy!

Buying is an emotional process and often an ‘impulse’. That’s why your enthusiasm is critical from the greeting throughout your selling and closing process. You can help build their emotions even more in your presentation, but only if you know their emotional hot buttons which you find in a thorough rapport and investigation process. Then …

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Make the Rest of December Count!

Most salespeople already know what to do to sell more, but sometimes just a reminder is all you need to make it happen. So let’s hit a few biggees you can easily focus on to make this December your best month ever. Is this for a special occasion? Everybody loves presents. So ask, “Is this …

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Get Ready For 2018

Customer Retention Is The Secret To Continuous Growth  The average 9 unit salesperson… earns under $40,000, works long hours, 23-26 days per month, talks on the phone to a few people each day, makes an appointment now & then – and now & then some show, doesn’t usually talk to any service customers each day, …

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The Generation Gap…

What’s most important to…Baby Boomers, Gen X & Millennials? There’s a lot of commotion about the differences between these age groups. If you really listen to them though, they’re really almost the same when it comes to actually buying the vehicle. The biggest difference between these groups is understanding how they shop for a car, …

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Your Support Group May Be Holding You Back

Unfortunately, more than half of the people reading this are stuck… Because they weren’t paying attention to what was happening, they’re… stuck with an average attitude, stuck with poor work habits in sales, stuck with skills that don’t work, and all of that means they’re stuck at average or below in sales and income. Why? …

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Expand Your Used Vehicle Inventory

If you had 2 or 3 times as many units on the used car lot as customers ask for, could you sell more every month? You actually do have that many or more, but instead of expanding your inventory, salespeople actually shrink the options your customers have. What do I mean? Isn’t this how most …

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Really…?

I got an email from someone who justified not using what I cover. Why? He counted the times I used the word most. (I also get grief about using run-on sentences, and now and then I get a hit on my grammar – go figure.) I use ‘most’ so often because most means more than …

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5 Steps To More Success

Keep it simple – here’s how to keep you enthusiastic and positive about your career in sales… #1 – Continually improve your skills. How? Make the decision to learn more about selling every day through JVTN®, in our workshops, with my books, these articles, or on our blog. #2 – Set clear goals. You need …

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Avoid Handing Out Your Dismissal Slip…

“I’ll think it over and get back to you,” is one of the easiest objections to bypass and handle. Instead of dropping the price or handing them your dismissal slip (business card) try this instead: “Bob, help me out for a second before you leave … this seems like the perfect vehicle for you guys, …

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How long does it take to change a habit?

We’ve all heard, “It takes 21 days to change a habit.” Then I read it takes 28 days, and then I realized that when you’re trying to break a bad habit and replace it with a good habit, you better give it 60 or 90 days instead. If you’ll commit to doing just 3 things …

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Manage Your Activities

Want a 13th month of pay, without spending any more time at work? Sure, Joe, but what’s the catch? What if there is no catch – what if you can just tighten up your day so you can use more of it on activities that lead directly to more sales? Some things are just about …

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A New Chapter In Life

Another year of school for kids, and for some it’s the start of a new chapter of their life called ‘work’. We all had to take classes in subjects that didn’t apply to what we’d do in the future. Worse we had to pass, so we could graduate. So we studied, and I’m sure you …

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Keep Up Your Momentum

How can I keep my momentum going after I sell something? When runners hit that sweet spot on a long run, they get a runner’s high, that second wind. They’ve reached the point where they’re at their optimum performance level. If they stopped then to take a break, they’d lose the momentum they worked so …

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Being Productive

“Am I doing the most productive thing possible right now?” Write this question down on a few business cards and put this note to yourself everywhere – so you’re constantly reminded to “work” when you’re at work. Put a card on your dashboard, on your telephone at work, in your pocket so you’re reminded every …

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