Category Archive For "free book"
What do you do with prospects calling from out of state?
1. First rule: Assume they’re calling you, because they want to buy a vehicle. 2. Then there are 8 steps to selling. Quick Recap of 8 steps to a “Sale” 1. Greet & get some rapport working for you. 2. Investigate to find who, what, when, how & why. 3. Help them select the perfect …
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 …
Body Language Basics
Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language they’ll be reading. That’s why it’s so important to master your skills and the 8 steps so you can give your full attention to the customer. When you’re winging it, you can’t pay attention, because …
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 …
Your dislikes…
Which do you dislike more? Learning more so you can earn more this year? -OR- Earning less this year? Yep — You get to choose. #1 is a strain on your brain. #2 is a strain on your paycheck. ### Learn to set goals in sales is so important…Download this ebook by Joe Verde, the …
Develop More Skills & Improve Your Process
When I was stuck at selling about 8 a month, I was real cocky about defending myself when it came to why I didn’t sell more. I was convinced that with my years of experience, I was good at selling, and if I had a bad month, it wasn’t my fault. When I started learning …
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. …
Your Words Matter
Buying things, especially something expensive like a vehicle that people don’t really need to buy, is an emotional process. That means the words you say either move them forward to purchase, slow things down, or turn them off completely. Example: The customer is looking at an SUV to pull their Airstream… How many times have …
Unsold Prospects
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) come back with …
Closing & Negotiating…
How salespeople miss sales that could have easily become deliveries Your Opportunity To Deliver More Units We know 78% (8 out of 10) of the people on your lot came to buy. We also know that 86% are flexible and buy a different color, equipment or vehicle than they said they wanted. I will agree, …
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 …
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 …
Are you Asking the Right Questions to Control the Sale?
Note: Your first few minutes and first few words determine the path of every sale. The questions you aren’t asking that start & keep your sale on track… ○ “Welcome to ABC Motors, I’m ___ and you are ___?” (Asking this question will prevent a ‘just looking’ or other vague reply.) ○ Quick Yes: “Y’all …
Lazy Salespeople Put In More Hours Than Sales Pros
I proved that my first 5 years when I was an average salesperson, because I had to work bell to bell almost every day just to sell 8 a month. Then one day I realized I wasn’t even an 8 car guy. I was a 4 car guy working two shifts every day, and most …
Avoid more objections when you close!
Stop adding more objections & make closing the sale easier. How many times has a customer given you an objection like, “It’s too much,” and you made the mistake of thinking you’ll close it quick with, “Not a problem, we’ll make you the deal of the month.” Only to have them add another one… “We …
“27 cars in my 2nd month!”
“3 weeks of Joe’s training before I was allowed to talk to a customer.” “Getting into the car business was one of the best decisions I have ever made, and I’m so glad my dealership values your training and provided it for me. I have a boss and manager who believed in me, and pushed me out …
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 …
Make at Least 4 More Easy Sales This Month
If you’re willing to follow this simple plan, you can easily pick up an extra sale a week. What’s the plan? It’s simple …“Just make a plan every day.” That’s it! Most salespeople go to work and ‘hope’. To sell more, change that to ‘go to work to work’ with a plan and then ‘do …
