Questions About Closing More Sales

Don’t confuse selling to someone, with someone who is buying. I bought an SUV, actually I almost did – until the whole process was so ridiculous, I just walked out. Anyway, the salesperson I tried to work with, didn’t make any attempt to talk to me, even though he was just standing on the lot …

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3 Quick Reminders

Which statement is correct? (Slow down and think.) ● Buying is a logical decision based on facts, and the negotiation is emotional. ● Buying is the emotional decision, and negotiation is logical based on facts. Aren’t Sure? Do you recall anyone on the lot ever getting super excited when you tell them their trade is …

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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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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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No Rushing & No Shortcuts

Making or missing a sale takes the same amount of time, about 90 minutes. The result depends on what you do in those 90 minutes. If you spend 80% of your time on the lot following each of my 8 steps and focus on a targeted demo & presentation on the closest to perfect vehicle …

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Got Any Room To Improve?

Rate Yourself 1-10… ○ Control during the sale ○ Following our 8-Step Process ○ Finding ‘wants & needs’ for targeted demos & presentations ○ Bypassing price on the lot ○ Building value to help you close ○ Closing for a solid commitment ○ Negotiating (not dropping price) ○ Holding gross ○ Selling the ‘other’ units …

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Another Question…

What would you do if a couple came in and enthusiastically asked to see the new Mustang? ○ Show it to them.○ Tell them how great it is.○ Give them a demo.○ Try to close. The problem with assuming… A man ran into the drugstore and asked if they had a cure for hiccups. The …

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Help Your Customers Buy

If you were selling commercial vehicles, the buyer knows why they need the vehicle, that’s a given. But wouldn’t you need to know what their needs were so you could show them why your product is the perfect solution? If you sell cars, aren’t you also selling solutions to people’s wants and needs? Yes. To …

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Go With The Flow

Almost everyone will ask 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, “What can I buy this for?” The ‘why’ doesn’t matter – what matters is that if you allow the conversation to start off about price …

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Career Makes Good After Stint In Army

Congrats To Joe Baucco… “After I got out of the Army, I was looking for a new adventure where the sky was the limit. As I was going through your training, I realized I was following in your footsteps from the military into sales, and was very lucky to start at a great dealership that …

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Congratulations, Brandon!

“Even with the pandemic, I sold 22 units and was #1 in March after your sales workshop.” “I’ve been in the car business 2 years, and was already doing good averaging about 15 cars a month when the opportunity came up to attend your sales workshop. I knew what I would learn at your class …

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Secrets to Success…

Ask Joe: “I want to make $100,000 every year – where do I start?” We get this question a lot in class and through our ‘Ask Joe’ emails. That’s why I wrote these 3 books… • “How To Sell A Car” • “Earn Over $100,000 Every Year Selling Cars”• “Goal Setting For Salespeople” ‘Sell’ is …

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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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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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“From 9 to 26.5 after your class.”

Congratulations Brett! “From 9 to 26.5 after your class.” “I was brand new 7 months ago, and didn’t realize how lucky I was when my managers said I’d be attending your Sales Workshop. Before your class, I was averaging about 9 and keeping pace with the rest of my dealership. I always wanted more sales, …

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They Won’t ‘Trade’

Sure, most salespeople say they want to sell more and earn more, but it’s the ‘trades’ they aren’t willing to make… • They won’t trade bad habits like skipping demos to follow the steps to the sale 100% of the time to sell more. • They’d rather spend half an hour doing nothing, than spend …

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