Back to the Basics with ‘Closing’ & ‘Objections’
Closing: Everything that moves the sale forward. And of course, getting that final TMO ‘total mental ownership’ commitment is closing. Objections: They’re just speed bumps! Some are easy, some are tough. Overcoming them is closing, too. I have 100 or so closes I’ve used. Some almost never, and about 10 were my ‘go to’ closes …
Time To Expand What You’re Selling…
Let’s talk about how to sell more CPO & used cars, and more units at all of your dealership’s special sales events. Selling CPO & Used Cars It’s the same thing at every dealership I drive by and that we talk to. There are tons of new vehicles on the lot, and half a ton …
Down To The Wire…
I’ve written hundreds of blog posts and about 500 issues of my Sales newsletter, and never run out of new stuff we have to deal with. So now it’s especially important to review those critical skills, work habits and processes that make or break your sales every day. What we’re hearing from dealerships always depends …
Moe Hit 25!
“I just had my best month ever at 25!” “Hello Joe – I just wanted to say thanks for creating such a user-friendly program and an easy-to-follow process on ‘everything’ sales, that anyone can follow. I have been selling cars at Lindsay Chevrolet for 2 ½ years, and I love working here, and with the training …
From 12 to 15 to 25 with your training!
“Hello Joe – I have been selling cars 18 months now, and 3 months ago, we attended your Sales Workshop and we also started group training on JVTN®. I loved your workshop, and picked up so many great things, including your 8-step sales process. Now that we have JVTN® online, there is so much more …
Would Your Case Hold Up In Court?
Partly because social media is the main source of information for so many people, it’s amazing how many have lost the ability to discuss or debate a topic. That same thought pours over into sales because ‘selling’ is a discussion / debate you have to control to gather the information you need to build value …
Mental Ownership Comes First…
There are dozens of ‘important things’ we need to do in sales to increase our chances of making it happen. One is to help people take ‘mental ownership’. That means to see themselves using the vehicle, before they buy it. Think about it – you stopped at McDonald’s for a burger and fries, but only …
in ask joe, bypass price, close, demo, develop skills, gross, JVTN, sales, sell more cars, selling
Go With The Flow
Almost every customer will ask a price question right away. Why? Maybe it’s just habit, maybe they don’t know what else to ask, or maybe they just want to know, “What can I buy this for?” The ‘why’ doesn’t matter – what does matter is that if you allow the conversation to start off on …
“What can I sell realistically in today’s market?”
When I got out of the Army, I started selling cars with zero experience. My first 5 years as an 8-car guy, I never met and rarely heard of anyone selling more than 12 or 15. If we did hear about someone selling more than that, we could easily explain that their numbers were rigged. …
Buyer Stats
These buyer stats really never change! 99% of customers want to drive, before they buy. Yep, just like you and me, we don’t buy TVs without seeing the picture first, or cars without driving them. 90%+ of customers did their research online. I planned to replace one of my vehicles, and of course – I …
Started with zero experience…
“Joe, how many units can someone realistically sell in today’s market?” When I got out of the Army, I started selling cars with zero experience. My first 5 years as an 8 car guy, I never met and rarely heard of anyone selling more than 12 or 15. If we did hear about someone selling …
Best month at 25 units!
“I just had my best month ever at 25!” “Hello Joe – I just wanted to say thanks for creating such a user-friendly program and an easy-to-follow process on ‘everything’ sales, that anyone can follow. I have been selling cars at my dealership for 2½ years, and I love working here, and with the training they …
“Joe, I just wanted to say Thank You!!!”
“I have been in sales 12 years, with little or no training, until I came to The Serpentini Group, three months ago. I was introduced to your online sales training (JVTN®) from day one, and I have been a sponge ever since. One of the first chapters I watched said to throw away ‘if I …
What’s your story?
I was watching a program about how people either stay the same or change. The end point was that we all either write our own story in life, or life will write it for us. Think about it. Aren’t our life experiences broken into chapters; kid, teenager, adult, soldier, bartender, salesperson, trainer, etc.? If yours …
in ask joe
Success comes at a price!
So many people confuse ‘waiting’ with ‘working’. They want more sales without more effort, but… “The only place in the world where success comes before work, is in the dictionary.” Quick story: It was a rainy day and I’d contacted all my prospects from hot to cold. My coldest was a farmer out in Riverside …
in close, closing workshop, demo, sales, sales training, selling
Closing & Negotiation Workshop
I’ve been selling for 2 years, and I just had my best month ever, after attending your Closing & Negotiation Workshop. “I sold 16 in February – the month of the workshop – and had my best month ever. Then in March, I sold 23, then 18 in April – and now, my current 3-month …
3 More Common Mistakes…
Salespeople make mistakes in the 8 steps to a sale that cost them those extra sales they want. 2. They skip the demo. 90% No Demo = No Sale After the demo, the 3 steps of closing are a summary close on the benefits, followed by an assumptive close, and then several action closes. 3. …
We either have what they want or we don’t
Wouldn’t it be great if we actually could prequalify people real quick, take shortcuts, and still sell more units! Too many salespeople hold their breath, hope the right person will want the only vehicle they have, and that they’ll pay full price. Facts Matter You’ll either spend 90 minutes or so on the lot ‘selling’ …
