Category Archive For "ask joe"
Body Language Basics
Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language that they’ll be reading. There are 8 steps to a sale, and each step has many specific skills that make it happen. That’s why it’s so important to master your skills, follow the 8 steps, …
Price or Value
You will either build value or you’ll get stuck on price. It’s important to separate the transaction (the money part) from the value of owning it. Transactions & Negotiation should take place inside with a commitment. When I say don’t talk ‘price’ on the lot, I’m referring to all of these: Price, discounts, trade, payoff, …
It’s time to turn ‘Pro’!
What you know has gotten you to where you are now. To improve, you need to learn even more. At 30 years old, most of us reach our peak, and 90% just keep doing what they’re doing and keep getting what they’re getting now, or less. Trying to get to $100,000+ a year will take …
5 Big Ones!
The decisions every customer has to make… Before a customer can justify taking delivery of a new car or any real expensive product, they ask themselves these 5 questions. Most don’t ask all of these out loud, or consciously even think about them. But each has to be a ‘yes’ in their mind. That’s why …
Ready to Wrap this up?
“Are you ready to wrap it up and take this home with you?” NO! When they say ‘no’, do you hand them your card & mumble ‘call me when you’re ready to buy something’? Do you feel like a failure when people don’t say, “Sure, I’ll take it.” The only way to get past that …
In Sales, You Decide Your Salary
Selling is the only job most of us could get that pays an unlimited income that can be as high as we want, and we get to decide what we’ll be paid. Excluding Exotics, Etc. ##### Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order …
Deal Makers & Breakers
There’s one exception to everything we’ve covered so far, that will cost you a sale almost every time. No Demo – No Sale If you skip the demo, which is the most common error, you’ll almost never make the sale. And that should just be common sense, not something to argue about. You and I …
Stats That Matter
Understand and improve your stats to sell more and earn more. When you’re ready to sell more, step away from the salespeople huddle and start to develop your skills. ##### Learn to set goals in sales is so important…Download this free ebook by Joe Verde, the leader in car sales training, “Get Everything You Want In Sales” today …
They don’t just want to ‘look at cars’…
There aren’t buyers, lookers, shoppers and flakes (aka: special finance prospects). Everyone is a buyer today or down the road, and wants one thing… To talk to a salesperson who’s nice, cares about helping them get the right vehicle, knows about the product, and can help them see how owning it will benefit them as …
Find What They Want & What They Need
First, let’s talk about ‘why’ you want to find their wants & needs. Does ‘I want to look at’ mean they want to buy one? A well-dressed, 40ish guy came in, asked to see the used Corvette. I said, “Jump in,” burned some rubber, slid around a corner, got back and said, “What do you …
How To Lose Most Sales Within The First 5 Minutes…
What not to say… “How can I help you?” (Just looking.) “Anything in particular?” (Not really, we just want to look at a 150.) “We have a sale going; we can save you $2,500 on most models.” (Like I said, just looking.) [SP opens door] “Any questions? (They have a 6 cylinder or Hybrid,don’t they?) …
You need a plan…
Let’s lay out a plan for you to make 2026 your best year ever… I want to stress how important it is to follow the steps to a sale to double your sales — just like the thousands of people who submit testimonials that I post on the blog every month. It’s a new year, …
Big Gift Under The Tree…
Learn to use the spirit of Christmas and gift giving as a closing tool to help you deliver more units this month. Put a new car, truck or whatever you sell on the showroom floor with a big red bow on it, and start talking about “Christmas presents”… NOW! People love giving presents, especially to …
Going … Going … Almost Gone!
2025 ain’t over ‘til it’s over … and you still have time to pull yourself out of a slump, or finish a good year with a bang and make this a great year. Let’s talk about how to find and use some of the advantages the holiday season offers you, that most salespeople miss. Selling …
Only Santa Drives A Sled
Most people have a trade-in, so I want to remind you to never knock a person’s trade. They trade them in because they don’t like them or because they have issues, or they just want a new car. But if you start knocking it, they’ll start defending it! We all want too much for our …
Features don’t add value by default…
Let’s talk about Features… 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 and needs. …
The Power Of Suggestion…
I saw a hypnotist one time, who within minutes had a woman with her feet on one chair and her head and neck on the other, stiff as a board. That was cool, so I went to a bookstore to learn more and bought… “Hypnosis & Behavior Modification” Not to hypnotize people, I was just …
How important is a proper greeting?
Your first few minutes with a customer are more important than the next couple hours. From the time they pull in on the lot, the clock is ticking. And you have less than 5 minutes to make them feel comfortable with you! You’re making your first impressions of who they are, and they’re sizing you …
