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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“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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Are You Making These Mistakes?

Right now, salespeople everywhere are making critical mistakes in the 8 steps to a sale that are costing them those extra sales they want to be making now. Review my 8 steps… • In Step 2. Mistake – they don’t investigate to find wants, needs and hot buttons. Remember, 86% buy a different make, model, …

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It’s 90 + 6 … Not 20 + 1

“Things are different now Joe. We either have what they want or we don’t & they can either afford it or they can’t. What difference does ‘selling’ make?” Wouldn’t it be great if ‘different’ means we actually could prequalify people real quick, take shortcuts and still sell more! Too many salespeople hold their breath, hope …

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Go With The Flow

Almost everyone will ask you a price question right away. Why? Maybe it’s just a habit, maybe they don’t know what else to ask, and maybe they’re just trying to ask you ‘what can I buy this for?’ ‘Why’ doesn’t matter – what matters is: if you let the conversation focus on price instead of …

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Mileage Matters Again

Here in California, premium is almost $5 a gallon, up from $3.99 not long ago and I have to buy about 40 gallons a month. Diesel went up $1, too. My truck holds 36 gallons + 70 more in the auxilary tank for equipment, so I also buy another 200 gallons of diesel a month. …

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Your “Words” Control Your Success

Most salespeople say they hate scripts, because ‘they sound phony’ or ‘don’t work’ or some other reason to justify not learning new things that are more effective. If that’s you – surprise… Everything you say now is scripted. Understand that your scripts are your ‘skills’ and your skills control your success. If you’re selling 8 …

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Work on Commission…?

Why wouldn’t everyone on commission do something every month to improve? A lot of people in dead end jobs figure “What’s the point – no matter how hard I work or improve, I won’t earn more money.” For a lot, that’s very true. I’ve worked with other people in many ‘dead end’ jobs and I’m …

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Quick Solutions…

In sales, everything matters… Who buys – men or women? A Forbes report in 2019 showed that women buy 62% of the new cars in the U.S. and influence 9 out of 10 vehicle purchases. (Tip: If you aren’t sure about the stats, ask your wife.) Women tend to be more practical and ask more …

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What Works Best for a Walkaround…?

Ask Joe: Why should a 6-Point Walkaround be a ‘Targeted’ 2 or 3-Point Walkaround instead? I was a judge at a walkaround contest held by the manufacturer. The best product sales experts from every region were there. They came on stage with the vehicles they’d present and the crowds roared (OK, no roar, but they …

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How you can improve your sales, income right away…

Great job Colby! “From 6-7 to 14.5 and on track to make $80,000 this year!” “Without the training on JVTN® I have no clue where I would be today. If it wasn’t for Joe’s step-by-step processes and his practice and repeat wording, I’d have no framework to follow. And I love being able to study …

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* Urgent Notice *

People don’t buy cars, boats, bikes or RVs until they’ve already taken mental ownership. Try to remember that none of us buys anything, even something as simple as a bottle of water, until we visualize ourselves using it for the purpose we want or need it for. When you’re thirsty, you think about something to …

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50 ways you can improve!

Are you ready to make the big bucks? Here are 50 ways you can improve If you’re serious about selling more, have fun and rate yourself in each area from 0% to 100%. Then start improving YOU. (Careful on the 100%, nobody’s perfect.) The BasicsFirst Impressions (% Great) ____%Your Greeting (% Great) ____%Bypassing Price On …

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Rate ‘You’ On ‘Price’

How much of your time with a customer focuses on price? 1. a. On the lot…Do you pre-qualify, asking what they want to pay, want for their trade, down & monthly payment and then determine whether you think they could buy? b. Or do you find out what they want to buy, who it’s for, …

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Winning Attitudes

Albert Einstein did terrible at arithmetic, Winston Churchill got lousy grades in English, and both ended up being two of the greatest men in history. And I saw a pic of Jeff Bezos the other day when he started Amazon in his apartment. Now he’s worth $135,000,000,000 (135 billion dollars). Persistence eliminates resistance! Whether you’re …

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2019 Is Here…What will you do different?

It’s a brand New Year and that means it’s time to get out of your rut and sell more! How long have you been selling the same number of units and earning about what you earned last year? If you’re like most salespeople who’ve been selling for a while – the answer is probably close …

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Another Dozen Skills You Need To Earn $100,000+

Learning how to sell with the Basics is critical, but here is a list of the other skills you need if your goal is to earn $100,000+ every year. Just check what you want to improve. Keep The Sale On Track If you don’t control the process, good luck, you’ll need it. Control isn’t negative, …

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