Kick off your Success…

“Whether you think you can, or think you can’t, you’re right.” – Henry Ford This is a famous common sense statement from Henry Ford, and it’s so true: How we think always affects what we do, and how well we do it. From what I didn’t learn about selling at my first dealership, I not …

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They Won’t ‘Trade’

Sure, most salespeople say they want to sell more and earn more, but it’s the ‘trades’ they aren’t willing to make… • They won’t trade bad habits like skipping demos to follow the steps to the sale 100% of the time to sell more. • They’d rather spend half an hour doing nothing, than spend …

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Did You Know…

• More salespeople are millionaires than physicians. • 70% of self-talk (what you tell yourself) is negative and huddle talk is even worse. • We spend over 11 hours per day watching, reading or interacting online or on TV (2 hours & 15 minutes of that is on social media). We check our phones over …

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Winning Attitudes

Albert Einstein did terrible at arithmetic, Winston Churchill got lousy grades in English, and both ended up being two of the greatest men in history. And I saw a pic of Jeff Bezos the other day when he started Amazon in his apartment. Now he’s worth $135,000,000,000 (135 billion dollars). Persistence eliminates resistance! Whether you’re …

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How Important Is Price?

Ask Joe: “Should we focus on what people want & need a vehicle for or on what they have to pay?” Of course, in the car business, price comes up with every customer – it has to because they have to pay for the vehicle. When it’s handled correctly though, price is actually one of …

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Sell A Few More Each Month – The Easy Way…

You always have a “personal assistant” with you…Here’s how to use it to help you sell more! There’s a lot of organizational stuff most salespeople aren’t very good at. The good news is your iPhone or smartphone can easily help you sell more and earn more. Here are a few ideas on how you can …

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Selling More Cars In December

The holidays and gift giving can be great closing tools to help you deliver more units this month. Put a new car, truck or whatever you sell on the showroom floor with a big red bow on it, and start talking about “Christmas presents”… NOW! People love giving presents, especially to themselves. I discovered a …

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Baby Steps…

If you’re at 8 units now, don’t worry about getting to 30 or taking giant leap in sales – just get to 9. If it takes you two months to average 9, that’s OK. If you’ll improve by just 1 unit every 2 months, you’ll average 14 units within 12 months and double your income. …

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From 5th in Sales to #1 in Sales at 23 units

From the middle of the pack to 23 units a month. I have been selling for 2 years and have always been consistently in the middle of the pack for my dealership. When I left your How To Sell A Car workshop, I was on fire and my confidence was way up. Your sales process …

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Take A Quick Personal Survey

A lot of people in sales do everything but what they need to do to sell more cars and earn more money. They’re happy, they love their job, they love the dealership, they love their customers and they may even put in double shifts every day. The problem is they haven’t learned to sell, and …

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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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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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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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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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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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