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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You’ll Sell More When You Count Correctly

4 x 25 Does Not Equal 50 If your dealership requires you to track what you do and count the people you talk to each month, my bet is your total ‘ups’ hover right around 50 a month. How do I know? Because we surveyed 3,555 salespeople and asked, “Counting everyone who shows any interest …

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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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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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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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The $100K+ Club…

I made $109K my next year after Joe’s class. “My ongoing training with Joe began in 2013, when I returned from his 2 day Sales Workshop. Since then I’ve also implemented JVTN® as part of my daily routine and take 4 plus chapters a week. The Workshop taught me three valuable skills; • Building Rapport, • Staying …

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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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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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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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Staying at #1

 18 units/month & #1 “I’m proud to say I have been the top salesman at my dealership for the last several years.  My success in sales is so simple; I just follow Joe’s steps of selling and growth which never fail and have resulted in my business being solely repeats and referrals. I go the …

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Sold 75 Units in 3 Months

“Joe, after your Sales Workshop…I sold 75 units in the last 3 months, which is 39 more than I averaged in the 3 months before going to class!” -Jordan Edmond, Salesperson, Charlotte, NC ##### Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track – …

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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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Just Closed On A Home…

From 10 to 14 and my first home…” “Joe – I’ve been in the car business 3 years and was a solid 10 car guy before I attended your Sales Workshop. After really understanding the process and by following your 8 steps to the sale, my current average is now 14.5. The biggest change for …

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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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Leave me alone – I’m working!

Wouldn’t it be great to work with 10 other 30 car a month salespeople who are all on the same page, working smart, and making money? That atmosphere is all about doing a great job, having fun, making money, and making customers happier than they’ve ever been with their purchase. Peer pressure and peer distractions …

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