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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Negotiation

Preparation is everything in sales, so you want to start every opportunity with the end in mind, because the negotiation is where you bring it all together and get the final agreement to buy. The more shortcuts you take, the less likely you are to end up with a delivery. What do you want to …

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From $27,000 to $70,000 first year selling cars

“Almost 2 years ago, I decided it was time for a career change, and I started selling cars. My 2 year anniversary in sales is coming up next month and this has been a great career change from the mental health care industry where I was only earning $27,000 per year.  I knew the car …

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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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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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