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 …

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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 …

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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 …

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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 …

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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 …

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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, …

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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 …

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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 …

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Ask Joe: Fear, Angst & Discomfort

Why do you even need to close if everyone came to buy?…” FEAR – ANGST – DISCOMFORT 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 …

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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 …

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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?” …

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Quick Tip: Get Social!

You need to let people know who you are, what you do and where you work – and using social media is a great way to help you do that. Whether you send emails to your customer base, tweets to your fans, or you direct people to your page on Facebook or LinkedIn profile, do …

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Imagine a different future and bigger paycheck

If you want to sell & earn more, imagine what you could learn in our 3 sales classes! There’s so much to learn about “selling” that we have 3 completely different 2-Day Workshops: ‘How To Sell A Car’ … on core selling skills and the sales process to double your average production now ‘Advanced Closing …

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‘Best Price’

A friend wanted my help to buy a car. She knew exactly what she wanted, and just wanted me to help her get a ‘deal’. I was buried, so I gave her the secret to finding the best deal in town… I told her to call 5 dealerships, describe what she wanted, ask them for …

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And the winner is…ATTITUDE

Every book on selling or success begins with the importance of having a great attitude. The catch is that there are a lot of people with a great attitude who still fail more often than not. The key is understanding that more success isn’t just about having a great attitude. Consistently achieving more success – …

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Be Persistent And Sell More

All things are difficult before they are easy.” Einstein got low scores in math, Churchill got poor grades in English, and both became two of the greatest men in history. When I say don’t give up, I’m not talking about just quitting – I’m talking about mentally throwing in the towel, because you missed a …

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Take Time To THINK!

One of the most difficult things for most people to do is to sit down and think. It’s a lost art because we have so many distractions. In fact, we get more input in a week than our great grandparents got in their whole lifetime. We have TV, the Internet, radio, baseball, football, politics, the …

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