Category Archive For "free books"
Experience vs. Skills & Attitude
About experience in sales… 1. If all it took was experience to get better at selling and closing, and if I look back at my time in sales, other than the COVID bonanza on income the last few years, if I haven’t been continually improving my skills, it’s on me…not our inventory, market, etc. ❑ …
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 …
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 …
Ready for some “Recurring Revenue”?
When you improve your selling and income average – you create RR (Recurring Revenue). I just finished a document on how dealers can maximize their return on investment with JVTN®. One of the most important points for a dealership is the recurring revenue generated when salespeople improve their averages. Example: Say the dealership was selling …
Summer is Definitely Here…
Dealers are getting dozens of new vehicles instead of hundreds, these days. I talked to one yesterday who was getting just over 100 and now only shows 30-35 coming in this month. To the rescue… Selling CPO & Used Cars It’s the same thing at every dealership I drive by. There are almost no new …
It’s Half-Time – What’s your Plan to Finish Strong?
I’ve written 423 issues of my sales newsletter, “Selling Cars Today” and hundreds of sales blog posts, and I’ve never run out of new things we have to deal with. NOW it’s especially important to review critical skills, work habits and processes that make or break your sales every day. So how have you done …
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 … …
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 …
Stop Wasting Your Day Waiting For An ‘Up’
A lot of salespeople spend most of their day just waiting and hoping. They hope for traffic, hope they’ll get an ‘up’, hope that person is serious, hope there’s a unit in stock they’ll want to buy, and hope they can and will take it home today. WOW! That’s just way too much ‘hope’ to …
Success Stories Help You Improve…
Why should I read other salespeople’s testimonials on your blog? That’s easy to answer. There are 4 things in sales that control your income and continued success – we call them S H A C. • Your Skills • Your Habits In Sales • Your Attitude • Your Choice Of Customers (Repeat, Referral & Prospecting …
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 …
Living The Dream…
“Joe, my story started out very similar to others – I was in a job working long and hard, and being underappreciated and wanted a change and the opportunity to earn more money. When I first applied at the dealership, I told the GM during my interview that I needed to make $60K, which would …
What’s Your ‘One Thing’…?
There’s always ‘one thing’ (or more) that you can improve! What If You Could Learn The ‘One Thing’…? ● one question you could ask to break the ice quickly, when you first meet someone● one sales process you could follow every time, to sell more● one question to move away from price, so you could …
Setting Goals Means Doing ‘Better’ & That Means ‘Different’
More Success Requires A Trade… Everybody says they want more. With clear goals, they could easily have it. The problem is almost always about the ‘trades’ they’ll have to make that stop them. Two examples… Your Goal: Get more appointments and more people asking for you every month, so you can sell more and earn …
Ask your way to the sale!
As the 8 car guy my first 5 years, the only questions I asked were; how much down, what payments did you want, do you have a trade, what do you owe, how’s your credit, are you ready to buy today? Before I sold cars again, I learned more about selling and I learned why …
Success in 5 Critical Steps
Did You Know…Your success depends on 5 critical steps. 1. Believing that you can improve. “Whether you think you can, or can’t, you’re right.” Henry Ford 2. Your desire to improve. If you aren’t motivated, it won’t happen. 3. Your commitment to DO IT! “I’ll try”, “I’ll give it a shot”, “I’ll do my best” …
Selling Is About Communicating
Two key points I want to make… 1. The different ways we communicate directly affect the outcome, so stick with the best… • What we say: By themselves, words aren’t bell ringers and only make up 7% of effective communication. • How we say it: Our tone & inflection adds more meaning to what we …
What are you working on to improve?
In the last few months on my blog, we’ve talked about… • Trade bad sales habits for good ones. Did you create a list of yours? Have you traded a few, so you can sell more? • Emotions Drive Sales On the lot, are you focusing less on the ‘transaction’ and focusing more on their …
