To Sell More Take It 1 Step At A Time

You’ve heard me say ‘speed kills sales’ and that’s because fast requires skipping steps. It’s just math, how long does it take to… Step 1: Warm Up… Greet someone: 2 – 3 minutes Visit (build rapport): 3 – 5 – 10 Wander Around, General Q&A: 5 – 10 General Presentation: 5 – 10 Investigate: 5 …

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Go-to Closes For Objections…

Closing is everything that moves the sale forward. Yes, an effective greeting is closing because it moves you closer. And of course, getting that final TMO commitment is closing. When you get an objection like, “I’m not buying because…”, handling it means you’re also closing. I have close to 100 or so closes I personally …

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What A Difference…

Here are a few comments we just got about salespeople’s improvements after our sales class. What a difference… Ford salesperson – Started selling in Dec. 2017 and averaged 8 before class in June 2018. He ended at 16 in June, 17 in July and 13 out by mid-August. His down payment average went from $1,000 …

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Peer Pressure Kills Sales & Careers

It doesn’t take much more than a ‘duh’ degree to know that if you don’t do what it takes to succeed – you won’t. But so many people reading this who want to improve and know they can, don’t. Most don’t even try, because they’re afraid of the ‘resistance fighters’ or of what some of …

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Take Them on a Mental Ownership Cruise…

People don’t buy cars, boats, bikes or RVs until they’ve already taken mental ownership. Try to remember that none of us buys anything, even something as simple as a bottle of water, until we visualize ourselves using it for the purpose we want or need it for. When you’re thirsty, you think about something to …

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How You Count Things Will Control Your Career

Amateurs count the times things they do don’t work. Why? It helps them justify not doing the things you have to do in sales to sell more, earn more and control your career in sales. “I made 5 follow up calls and nobody came back in – what a waste of time.”  “I tried staying …

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Let’s Talk About Features…

Features don’t add value by default. Unless you sell the benefit, they just add to the price. Another common problem that goes along with knowing all of the product stats is being able to explain what they mean, and then tying it in to how each of those features relates to each customer’s specific wants …

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Angst Creates Objections & Costs You Sales

Angst … “A feeling of deep anxiety.” 8 out of every 10 customers you talk to today will buy. More important, 6 of the 8 specifically left home to buy a car today and from your dealership (that’s why they stopped at your dealership instead of the one next door). They came to buy, but …

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Unsold Follow Up

For my first 5 years, my managers said ‘there’s no such thing as a be-back’…so of course, I didn’t follow up. For 5 years I didn’t even get names and numbers if they didn’t buy. Since none of us did any follow up, we didn’t get many be-backs, either, which meant our managers were correct. …

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What’s your choice…20/60/20?

Ask Joe: “What do you see as far as sales for the rest of 2018, will it be good or bad?” In my manager’s newsletter this month, we’re talking about the 80/20 rule, which is really the 20/60/20 rule and about how it applies to almost every group of people. Between our sales and support …

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No Change – No Gain

If you do everything in sales for the next six months exactly the same as what you did the last six months, will you probably… ○ Sell the same ○ Sell the same or less Experts everywhere are telling us… ○ We may have a record year ○ We may have a bad year ○ …

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How To Deal With A Well-Prepared Customer?

When customers walk on the lot with a printout on their trade value from Kelley Blue Book and 2 best deal offers from a competitor, to give yourself the best chance of making a sale, should you… ❑ Escape. Introduce yourself, tell them you’re with someone, turn them to the new guy, hope he sells …

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Our 31st NADA Convention

NADA had another great annual convention in Las Vegas this year. We certainly go there to sell ‘stuff’, but after 31 conventions and tens of thousands of people through our classes and even more online, it’s more like an annual ‘reunion’ with ‘hugs’ from people who’ve been successful with our training – and it just …

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What’s Your Most Critical Selling Tool?

The telephone is the single most important tool you have in sales to help you sell more today and in the future. Sell Today … Use it correctly on incoming sales calls and unsold follow up to put more people on the lot today – asking for you. Sell Tomorrow … Use the phone today …

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Get Joe’s New Book for Dealers & Managers – FREE!

Check out this video on Joe Verde’s New Book for dealers and managers, “Growth – High Achievers vs Amateurs” from its launch at the NADA Show 2018! Order your FREE today at www.JoeVerde.com/Growth…and let Joe Verde show you how to make minor improvements that will generate more gross profit this year!

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Success is a Journey, not a Destination

The most important thing to remember about success is that it’s not just a bull’s-eye you aim for one time. Success is a constantly forward moving target, and that’s why having daily, monthly, yearly and lifetime goals are critical. The old adage, you either have what it takes or you don’t, just isn’t true and …

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Buying Is Emotional – Negotiation Is Logical

That’s why you can’t talk price until you’ve sold the vehicle. As soon as the conversation moves to money, they go from excitement to logic. Closing and the negotiation itself are logic-based by default. But the smart salesperson will also keep the emotions flowing throughout both of those processes. When you do, you’ll close more …

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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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