Category Archive For "free book"
How do I plan my day to be more productive?
This is one of the most important questions I get – because having a productive day, especially in sales, is a combination of lots of stuff… An effective day in sales ‘to grow’ is made up of critical activities… PLANNING IS BIG! Please understand I can hit the highlights here, but there’s no room to …
How To Lose 3 Sales At A Time
I was having my BMW serviced for the first time, and while I waited, started talking to another customer. I assumed he’d bought there, and asked him about service. He said service was great. When I asked if he bought his car there, he said – “No, the price was higher than I thought it …
Build your own Prospect Gold Mine
Happens every day: You spent time, didn’t make the sale and they left. You know the stats: 78% (8 of 10) came to buy, and that doesn’t change, just because they left. That means your hottest prospect for a quick & easy sale just drove away. Averages: 33% (3 out of 9) who leave will …
Learn More = Earn More!
Some say they don’t think they should have to read this, or go to class or use the courses on JVTN® they have access to. My only question to you is… Do you really NOT want to earn more? Most salespeople ignore that ‘earning more’ is the real question. They also ignore that their decision …
Last Chance To Make It Up…
In sales, months are a race, but record years and continuous growth are a marathon. Just 4 things control your income and continued success in sales. We call them S H A C. I include testimonials from salespeople to help others realize they can learn more and sell more. Once a salesperson learns more, “I …
Develop Skills to Avoid 2 Sales Killers
My biggest challenges with developing my skills started with taking everything I learned about selling pots and pans, real estate, insurance, etc., and reworking that into the specific words & phrases I’d need to use selling cars. Then came processes. Selling pots and pans or insurance going door to door, isn’t the same process you’d …
Sales are up after class!
From 12 a month to 19.5 after your class! “I had been working in Service for 4 years, before I started selling cars. I sold cars for 5 months, and really enjoyed it – and I just got back from the Joe Verde Sales Workshop. Before I went to the class, I was averaging about 12 …
The easy way to control your growth in units & income!
Nothing Past 3 Months Ago Matters Now Why? Because it’s “History”! Let’s say you had your best month ever back in February and sold 20, that was a great month. It’s gone now, though, and so is that big paycheck. If you want to improve your sales and income, you have to know where you …
Closing Momentum: how Pros build the sale, step by step
Unlike average salespeople who just tell customers what they know about the product, and then pop in a price close somewhere hoping for a bite – pros in sales methodically build the sale a step at a time,and one question at a time. When a pro is ready to close, their customer is ready to …
A response we hear about using Scripts again & again…
“You tell us to say ‘exactly’ what you’re saying and in the same order, but everybody is different, so I need to play it out as it goes.” True: Everyone is different. Some tall, some are not. Some are young, some are old. Some have lots of money, some have hardly any. How we all …
Turn Lost $ales Into More $$$ On Payday
Your goal is to get the people who didn’t buy from you back in for a second chance. And I have no idea who taught us to wait 3 days. Quick facts… You’ve done 80% of the work, and when you get that customer back on the lot, most of them will buy. 1. Get …
Valuable Tips On Training Together That Bring Success
There aren’t any limits on what you can earn selling cars. It all depends on you! If you want to earn over $100,000 every year, just set a goal, learn more and make it happen. And as you sell more, reinvest your time and money to keep learning more. You can hit $100K by mastering …
Are you pretending to be someone else?
So many of us spend our lives pretending that we’re someone else… I’m not talking about the ‘you’ that you present to others, I’m talking about the ‘you in your head’ that controls what you do, or don’t do. It took me close to 40 years to finally understand that I can be the person …
You know what customers really want???
You know how frustrating it is, when you need help and you can’t get in touch with someone or can’t get them to return your calls? It’s even worse when you have an important question. Join the club, because that’s exactly how your customers feel, too. Every call from them is just as important to …
Do you use this to close the sale on price: “If I could, would you?”
I started selling at a very old school store; push hard, lowball some $ and get ‘em inside! We were all 8 car guys. The only sales training we got was working the deal. That was great, but we didn’t ‘sell the car’ first, we were just taught to sell the lowball ‘price’. I always …
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 …
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 …
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 …