Certified & Used

If you start your sale on a used car with, “What were you looking for?”, they’ll say, “An XYZ for around $X0,000.” If you don’t have it or they don’t like it, it’s “Ok, I’ll check back.” To sell more, instead of focusing on price first, find who it’s for, how they’ll use it and …

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“From $45,000 to $80,000 to $100,000!”

“I started selling cars 3 years ago in the middle of the pandemic, at a great dealership that believed in the value of great training – and if it wasn’t for your training, I would not have made it. From Day 1, I have trained daily on JVTN® learning your 8 Step Sales Process To …

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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 …

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Appreciate What You Have…

Before It Becomes What You Had! Isn’t it fun taking the negotiations out of the process? When you have the only vehicle in town they want, selling is so much easier. I’m hearing about BIG commissions. In class, we just heard about a $50,000+ month a Toyota salesperson had. That’s more money than I made …

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Building Your Own Business

Plan your day and work your plan is more important now than ever… I sold cars for 5 years as the 8 car guy, quit & opened an accessory business, and had it for 3 years. Then I started selling cars again. In those 3 years, I learned so much more about selling than I’d …

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“No Be-Backs”

When I started selling cars, my managers kept saying ‘there’s no such thing as a be-back’ … so none of us did any follow up. Because I believed it, I spent 5 years doing almost zero follow up to get an unsold prospect back on the lot. And I spent zero time and effort trying …

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Working Your Deal

To sell more cars, just eliminate price as an issue. It’s one of the easiest things you can do to not only sell more, but to hold more gross. Since price comes up early on, learn to turn their price objections into budget concerns. Why? Especially now with inflation gone wild, budget is definitely the …

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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 …

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Being Skeptical…

Being skeptical is fine, especially since I keep talking about how easy it is to start selling more…Check out a recent testimonial… “I just wanted to say thanks!” “I was a bit of a skeptic when we started on JVTN® 2 months ago. I am just that way about new things. Since I started your …

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Talk Past The Sale…

“Joe, you said to ‘talk past the sale’. What does that mean and why?” 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 see themselves using the vehicle, before they buy it. Think about …

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“Tell us more about Questions”

The Short Version… Questions help you set appointments that show.Questions immediately set the direction of the sale.Questions give you ‘hot button’ info to help you sell.Questions help you sell what you have in inventory.Questions build the value and lead to a close.Questions cause people to take mental ownership.Questions set up a non-price negotiation.Questions close the …

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What’s an hour of your time worth?

It takes a couple of hours to make a sale today, so if you average $600 a sale, that means you’ve made $300 an hour. Nice! What are the other hours worth – when you don’t have a customer and are just waiting for another walk-in or lead? ZERO $. That doesn’t have to be …

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More Answers

“Why do some new salespeople in their first few months (who know almost nothing about the product or selling) outsell a lot of the salespeople with experience?” If you think about it, you already know the answer. When we started selling, most of us knew nothing and if you were like me, I was definitely …

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Dealing with the Added Mark Up

Ask Joe: “How do I deal with the added mark up  when a customer complains about it?” It sounds like chip shortages will continue to disrupt vehicle production this year. As long as dealers have a shortage, almost all new vehicle prices will be way above value. Limited new vehicles also creates demand and over …

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How Can I Sell More?

This is another frequent question we get, and it’s the easiest one to answer. You’ll see workers and waiters in almost every job. A lot of people get paid the same, whether they work or wait. Not so for salespeople, though. You’re in a profession that pays for one thing, and one thing only … …

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One of the Most Common Questions We’re Having…

Let’s talk about the questions we’re getting now… “Joe, why do you keep talking about your 8 steps to the sale when we have almost no inventory to sell? In real life, we either have the car they want or we don’t, and they either buy it or they don’t.” ————— I love it when …

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PRICE or VALUE

You can’t do double-speak in sales. You either build value or get stuck on price. You have to learn to separate the transaction (paying for it) from the value of owning it. Transactions should take place inside, after you have a commitment to purchase. When I say don’t talk ‘price’ on the lot, I’m always …

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