JV Trainer Sean Gardner Will Speak At NADA

Joe Verde Sales & Management Training, Inc., (JVSMT) today announced that their trainer, Sean Gardner, has been selected to present a workshop, “Turn Millennial Price Shoppers into Loyal Customers,” at the annual NADA Convention in New Orleans, LA, January 26-29.

Commenting on his workshop, Gardner stated, “There are 80 million-plus millennials in the U.S. They’re not a trend, they’re your consumers of today and tomorrow. This workshop presents a selling process adapted to today’s buyers’ habits and requirements that will generate the units and ROI dealers need to sell more vehicles and maintain exceptional customer satisfaction.”

The learning objectives from Gardner’s session include:

-A process for the initial online connection to establish trust, handle price questions and concerns and set up the in-store visit for your millennial shoppers

-How to generate excitement to make buying today a much easier process

-A retention process to create customer loyalty

His workshops are scheduled for:

-Thursday, January 26, at 2:30 pm • Room 220
-Saturday, January 28, at 10:30 am • Room 231-232
-Sunday, January 29, at 10:45 am • Room 223

More details are available at www.JoeVerde.com/NADA.

Sean Gardner began his career in the automobile business in 1986 as a salesperson, then F&I and sales manager. He was promoted to General Manager for a high-volume dealership where he led his team to increased sales, gross and improved CSI. Transitioning from the retail side of the business, he became a training manager for an F&I development and sales training company. He joined Joe Verde Sales & Management Training, Inc. in 1997. As a trainer for Joe Verde, Gardner teaches leadership classes for dealers and managers as well as sales workshops. He has spoken at several NADA Annual Conventions, the RVDA Annual Convention, and numerous industry events throughout North America.

JVSMT trainers are in constant demand to speak around the world to automotive groups. With a verifiable track record of success every year since 1985, and with over 50 percent of the top 500 dealers in America along with most of the Top 100 Internet Dealers as clients, the Joe Verde focus is on “Leadership First” with an exclusive formula for success taught only in Joe Verde leadership workshops.

JVSMT also offers advanced sales and management workshops for dealerships of any size. Verde’s training is exclusive to the automotive industry and provides common-sense solutions to every challenge that salespeople, managers and their dealerships face today in selling more vehicles, earning more profit, and retaining their customers for life.

When Verde pioneered online sales training in 2005 with JVTN.com, it was an instant success. As a complete training source, JVTN® gives its dealership customers 24/7 access to all of its courses. And because JVTN® courses mirror the live training workshops, this allows dealers to continue their training after they attend classes. From Verde’s ‘Core 4 Fast Start’ for every dealership, to the dozens of continuing education courses online, JVTN® has proven to be the most valuable in-house sales training resource in the automotive industry today. Verde regularly releases new online content and new books to help auto dealers get the results they are looking for.

Joe Verde and his training team will also be in booth #2819 at the 2017 NADA Convention & Exposition in New Orleans, LA, January 27-29, 2017, to answer questions about how to sell more cars, have more fun and make more money in 2017.

To learn more about Joe Verde and his team at NADA click here. Or, to learn about Joe Verde workshops and training products, or to request a free copy of other Joe Verde books, visit: www.joeverde.com, or call (800) 445-6217.

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Remember Our Wounded Vets For The Holidays…

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Let’s remember our wounded veterans this holiday season…As many of you know, I’ve been a strong supporter of Canine Companions for Independence – they provide highly trained assistance dogs for wounded vets. We’ve donated to CCI’s Wounded Veterans Initiative through both the NADA Charitable Foundation and the annual Diamond Ball. I’ve seen up close how CCI assistance dogs help veterans make a new start and regain their independence after an injury. Please do all you can to support this worthy cause. Find out more at CCI.

Thanks,

-Joe

December 17 / 2016

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 car.
• Work your shift. Don’t wait, hope, or visit – just ‘work’. Read this often…

“Am I doing the most productive thing possible right now?”

• Don’t ask – assume each prospect will buy today and treat them as buyers.
• Build rapport with everyone.
• Assume nothing. Find each person’s wants and needs for buying.
• Don’t talk price – focus on value.
• Stop prequalifying. Quit trying to be smarter than the customer, your manager and your lender. You aren’t.
• Give every customer on your lot your best presentation and demonstration.
• Write up everyone you can – period.
• Focus the negotiation on ‘terms’, not price. Keep bringing it back to down and payments. That, not price, is the real decision 90+% have to make to buy.
• Follow up everyone: the ones who bought and those who didn’t – yet.

Do this, and I guarantee Santa will be very good to you in sales this month.

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track.

My Average Gross on the Front End is $3,000…

“I was in construction before I started at my dealership 3 years ago…”

“My dealership is very pro training, and very pro Joe Verde. They send us to classes and we have JVTN® to keep learning more every day. I compare what I learn in Joe’s classes and online to having a set of blueprints used in construction. If I wanted a structure we were building to turn out correctly, I would follow the plans exactly how they were drawn. If I got off track on the building, I would take out the blueprints, reexamine them and make adjustments that were necessary.

Now I follow the sales processes Joe lays out step-by-step, and when I realize I’m off track in Joe’s 8-Step Process, I go over it again and again, then get back on track.

Also, I just came back from Joe’s Business Development Workshop and am now implementing unsold follow-up, prospecting, using handwritten thank you cards and incorporating all this into an action plan. I asked myself, ‘Do I want to wait on ups, in the cold or heat, or do I want a steady stream of appointments?’ Joe knows the answer to that and now, so do I!

I came back from the workshop and showed the staff how to change how we work the deal and we all benefit with a greater down payment and higher gross by making a few easy changes.

Thanks to my dealership for their dedication in providing consistent training by sending all our sales staff to workshops and for providing JVTN® for our continued education.

My average gross on the front end is $3,000 and my commission per unit is $750 to $1,000. My first year I made $60K, the second year I made $77K, and I am at $110K in my third year. And to give kudos to our store, we had not been able to reach a goal of 100 pre-owned cars in the last 5 years, but in July we hit 101!

Joe, thanks for helping me realize that my potential in this business is enormous!”

– Jon Krabbe, Sales Consultant, Colorado

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft cover book.

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 impression of you and your dealership starts forming as they’re pulling onto the lot.

Next comes you; your approach, how quickly you greet them, your attitude, how you act, and how you’re dressed.

Your first few words…

Most salespeople just can’t stop asking, ‘what can I do for you’ or ‘how can I help you’ – which generates their first negative response of ‘we’re just looking’ or something similar.

It’s easy to make a bad first impression, get a quick objection, and blow the sale in under a minute, and in less than 20 words!

Those first 20 seconds aren’t guaranteed to make the sale for you, but they can cost you the sale.

Dress like a pro, act like a pro, and put a spring in your step & a smile on your face as you greet every person properly.

Just do those things, and you’ll more than double your chances of making your next sale.

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track.

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, and the more skills you develop, the more often you’ll get the OK.

2. Bulk up gradually. If you’re afraid to ask for the order 5 times, that’s OK, ask once. Then as you’re developing your skills, ask two times. Next week, up it to 3, and add one more each week. By the end of the month, you’ll have that 80% stat working for you.

3. Put your fears into perspective. In real life … what’s the worst thing that can happen to you if you pick up the phone and call someone?

What’s the worst that can happen if you ask for the order and keep hearing ‘no’?

There is no ‘worst’ thing … nobody will hit you if you ask them to buy or if you call to say hi after the sale, or call the police if you ask for a referral.

How about looking on the positive side for a change? If you ask everyone to buy 6 times, it’s just a fact, more will buy.

If you contacted 5 service customers or orphan owners a day and ask my 5 easy prospecting questions … that’s 25 a week and 100 more contacts you’d make this month, and whether you’re good or bad at selling, you’ll bump into a buyer or two in spite of yourself.

Just boldly go where most people in sales don’t – and don’t worry, you’ll do fine. And always remember…

Nothing Bad Happens Unless You Do Nothing

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track. Find out more about Joe Verde’s workshops and how to sell more cars, have more fun and make more money — now!

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 matter what you say.

Whether it’s the lunch time shopper, a kid on his bike, the couple just dreaming about a new car, or ‘Bad Bob’, the worst price shopper on the planet with the, “I hate people who sell cars” attitude – give them everything you’ve got.

Do not talk about price, just ask them every question you can remember, bypass price when it comes up, rephrase it if you get a price objection, take them on a demo, and pull out your Weekly Pocket Guide and follow my steps to selling and closing (see page 44 & 45).

Go through the Landmark Closes, Assumptive Sold Line, & Seriously Now Closes. Use a dozen Action Closes, practice your Silent Walkaround on their trade, get the mileage, MPG and maintenance info, and then start walking towards the showroom as you ask your final closing question.

Also write them up if you can, and practice your 3-pass negotiation process, too. When you’ve used up everything you know – do it again. Seriously, if they’ll keep talking to you, do a recap, “Bob, just to make sure I understand…”, and start all over. If that didn’t work say, “Hang on a minute,” and look through your workbook for something you might have missed.

Do this at least once a day with that customer you’re sure won’t buy. Then make quick notes on what you need to work on and do it again tomorrow.

You’ll be shocked the first time you sell one of these customers, but if you’ll practice on them every chance you get, I guarantee you’ll sell more cars overall, and deliver some of them, too.

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft cover book.

Online Training Helped Internet Sales

JVTN® Improved His Internet Sales

“I just wanted to thank you and Joe Verde for all the help. When I changed to the auto industry I had a lot of sales experience and studied many of the most popular sales methodologies. JVTN® really helped me understand how to apply those skills to the automotive industry and adapt them for the internet. Your constant ‘support’ has always kept me on the ball and focused. I have completed many of Joe’s online courses multiple times and continue to absorb something or refresh myself every chapter I take. Thanks again! The Joe Verde Training & System works and is amazing!”

– John Potvin, Internet Sales Consultant, ON, Canada

Blurred Lines Between Selling & Closing

See what I mean about the blurred lines between selling and closing?

Everything you do to bring a customer into the dealership; turning incoming calls into appointments, prospecting in service, and retaining your sold customers – moves the sale forward.

Everything you do in Steps 1-4 of our 8-Step Basics, from your attitude, to your greeting, to your investigation, and your targeted demo and presentation – moves the sale forward.

When you control the conversation and keep it on track by not letting it focus on price instead of value, you’re also moving the sale forward.

Creating urgency helps you close, using CRIC on objections, and obviously mastering effective ‘closes to overcome different objections’, mean closing. Then there’s closing in the negotiation (working the deal), and those final closes to wrap it up so they take it home now.

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When you look at “selling”, give it a 50/50 split between selling and closing. Just remember, 71% said they bought because they liked their salesperson.

Farmers thrive on repeats and referrals so they have the 71% edge right away, and don’t have to become great closers.

Great closers have an advantage with every customer, but they can get tripped up when there’s not much floor traffic, if they haven’t developed their repeat and referral business.

The Sweet Spot

The real sweet spot is to be in that group of “Farmers Who Can Sell”. They’re the salespeople who hit those $100,000+ yearly incomes.

You don’t have to go from “can’t sell now”, or “don’t farm now” to being a superstar. If you aren’t on JVTN® and can’t get to our classes, get my book, “How To Sell More Cars”. Follow my directions to sell more, earn more, and have more fun.

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Get Joe Verde’s sales book, Get Everything You Want In Sales, now and put your career on the right track. Find out more about Joe Verde’s workshops and how to sell more cars, have more fun and make more money — now!

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 they’re going to make $1 million in sales. The only question is, “How long will it take you?”

The math is easy – just divide a million dollars by what you’re earning now…

Annual Income & How To Earn $1,000,000…
$ 40,000 – 25 Years
$100,000 – 10 Years
$250,000 – 4 Years
$500,000 – 2 Years

Every time you increase your income, you start cutting years from the total time it takes you to earn more.

Example … If you’re making $40,000 now, your average is $3,333 per month, and that means it will take you 25 years at that rate to collect your million bucks.

But focus on selling just a couple more units, and raise the gross just a couple hundred dollars in the next 90 days to raise your current average to $4,166, and now you’re on track to earn $50,000 in the next 12 months, and that means you’ve already cut the time it takes down to 20 years.

Or what if you really buckle down like Nick did (below)? We just got his comment back a couple of weeks ago, and he jumped from being the new guy to $110,000 his first year and hasn’t slowed down since. That means at $170,000 this year, he’ll hit his next million dollars in just under 6 years.

Don’t waste your money on a lottery ticket, just learn more so you can work smarter and earn your millions much faster.

“$110,000 my first full year with JVTN®.”

“When I started selling cars, I had zero knowledge and needed all the information I could gather.

My GM and an associate, were big inspirations, and at our store, there is a very clear picture painted that if you take Joe’s training seriously and follow his process to a ‘T’ you will experience success.

I buried myself in online training for the first month and I haven’t slowed down. I do my best daily to follow all Joe Verde processes. I practice, drill and rehearse and take 10-15 JVTN® chapters a week. I have clear goals and activities that I refer to daily. I work 5 days a week from 10-7, so I don’t work long and hard, I just work smart.

My first full year I made $110,000, $145,000 the next year and I am on pace to make $170,000!”

– Nick Knutson, Sales Consultant, Oregon