Why You Picked The Right Profession…

A career guide in sales to earn the big bucks in life! Pay attention… What can you do about it? Based on these stats, I’d recommend the following… (Note: ‘Waiting’ isn’t ‘Working’!) *********** How serious are you about wanting to earn more money? I’m not talking about ‘wishing’ … do you want to sell more …

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Watch out for tricks your mind & ego play…

Your mind, and especially your ego are not always your best friend. They want you to be perfect as-is, so they do their best to muddy the waters on anything new. It’s a mental tug of war. It’s tough to jump on board with ‘New’ things when you don’t understand how they could work. But …

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“Being new, what should I focus on?”

We spend 2 full days in class, have 20 different 2-5+ hour courses on JVTN®, and I have a 400 page book to cover the answer to your question. Your success in sales depends on how serious you are about learning to sell, the right way. When people show up, even if they say ‘I …

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From Not Making Enough Money To A Gold Mine…

Why are some salespeople afraid of learning more to sell more? After 5 years of bell to bell days, only selling 8 cars with not nearly enough money to pay the bills, when I thumbed through Zig Ziglar’s book, I saw a gold mine. I wasn’t afraid, I was excited. Here was the #1 salesperson …

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Your Only Tools In Sales Are The Words You Use

Master techs can take care of any problem, and their toolbox is so full it requires a tow truck to move it. The lube guy, though, can fit most of their tools in their pocket. Both work hard every day, but only one has the skills and tools to handle any and every job that …

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Which is most important to make a sale – price or value?

Almost every salesperson is taught to focus on price, trade, down and the payments the customer is looking for when they’re out on the lot. Me, too, my first 5 years. We learned to do that from the other salespeople and from our managers. Everything was about price. We spent our time with customers trying …

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Does Talking Price Kill The Deal?

The more you talk price on the lot, the closer you are to losing the sale. The easiest change you can make in 2024 to avoid missing sales is to have a great year is to stop focusing on price, trade, down and payments on the lot. Those discussions should always be inside after you …

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Takes more than Optimism to Hit your Goals

“I will sell 30 cars a month!” That is certainly optimistic, but… Optimism is just another word for highball. Hitting 30 takes goals, a plan, skills and discipline. Everybody says they want to sell more, earn more, build their customer base and more. The problem always boils down to the ‘trades’ you’ll have to make. …

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Spot your dream and make a deadline!

Goals – Goals – Goals In January, we talked about goals; what they are, who sets them, and the rules to goal setting. All of that leads to even more questions to talk about. Your success depends on 4 key elements. These are the 4 secrets to success: your Skills, work Habits, Attitude, and the …

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The ‘slump’ is a growth killer…

“When I don’t do well, I find myself doing less, instead of more, to work my way out of a slump.” Instead of putting the spring back in their step and a smile on their face, most guarantee to fail again tomorrow, because of their attitude. Example: You started selling cars 12 months ago, climbed …

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Stay in Control of daily activities & make more money!

Joe’s monthly planners keep me in control… “Last month I sold 13 units which was a tougher month, with all the events going on right now. I use Joe’s Monthly Planners, because they’re super easy, and very helpful to keep me on track every month. It really helps me maintain my contact with customers, track …

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Sell More Cars, Have More Fun, Make More Money

“I never had so much fun helping people and getting paid for it at the same time.” “Selling cars was something I always wanted to do and just knew I would be good at it. I was working as a teaching assistant in the school system and I was so lucky to start at a …

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SHAC Applied Skills

“We train daily on JVTN®. Your 8 step process has been the key to take me from averaging 20 to 32.6 now.” Ameer, Medina Auto Mall, OH “From 13 units to 23 from working on your 8 steps, focusing on closing and handling objections.” Addison Winch, Romeo Toyota, NY “I worked in fast food before …

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What Will It Take To Hit $100K In ’24?

Most people have no idea! $100,000 a year should be the base you improve from, not your ‘hope to get lucky & hit one year’! So, the question I get a lot is, “Do I have to work in a high line store or in a better location?” Nope. Does it depend on if your …

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What Will It Take To Hit $100,000 In ’24?

Most people have no idea! $100,000 a year should be the base you improve from, not your ‘hope to get lucky & hit one year’! So, the question I get a lot is, “Do I have to work in a high line store or in a better location?” Nope. Does it depend on if your …

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A Few Things To Understand About Today’s Market

About Today’s Market… A lot of buyers and salespeople have retreated to a bunker and are trying to hide from the storm. We’re all faced with higher prices, and yesterday here in South Orange County, I paid $6.99 for gas. Buyers are cautious about everything they buy now, and that means cars, too. So if …

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Stuff That Matters Every Time

Even though 8 out of 10 came to buy, impulses control the outcome. When you’re dancing (not the jerky kind), someone has to lead. Same with sales. If you wander around waiting for them to take the lead, most will wander off the lot soon. Repeating ‘do you have any questions?’ means you didn’t learn …

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Attitude Is Everything

Attitudes are your most important tool to sell more, especially now, while everything is going on. When you walk out with a spring in your step & a smile on your face to greet every customer, you just buried the last 3 salespeople they met down the street, and that’s before you even say anything. …

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