Category Archive For "goal setting"
Do You Believe In YOU?
Albert Einstein got low scores in arithmetic, Winston Churchill got poor grades in English, and both ended up being two of the greatest men in history. Bezos (Amazon) and Musk (Tesla) are both headed to a TRILLION in value for their companies. Their initial value was ZERO. Thomas Edison failed 10,000 times trying to make …
“No Be-Backs”
When I started selling cars, my managers kept saying ‘there’s no such thing as a be-back’ … so none of us did any follow up. Because I believed it, I spent 5 years doing almost zero follow up to get an unsold prospect back on the lot. And I spent zero time and effort trying …
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 …
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 …
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 …
“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 …
Beat Who’s On Top, Or Improve?
Is your goal to ‘beat the top salesperson’ or to continually improve? Math: If you both just work your shift and the top SP sells 15 and you sell 12 – of course you can beat him or her just by doubling down on your hours. Problem: You can’t maintain double down, so I’d recommend …
More Answers
“Why do some new salespeople in their first few months (who know almost nothing about the product or selling) outsell a lot of the salespeople with experience?” If you think about it, you already know the answer. When we started selling, most of us knew nothing and if you were like me, I was definitely …
Dealing with the Added Mark Up
Ask Joe: “How do I deal with the added mark up when a customer complains about it?” It sounds like chip shortages will continue to disrupt vehicle production this year. As long as dealers have a shortage, almost all new vehicle prices will be way above value. Limited new vehicles also creates demand and over …
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 … …
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 …
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 …
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 …
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 …
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 …
Learn More = Earn More!
Some say they don’t think they should have to read this, or go to class or really dig in to courses on JVTN® they have access to. My question to you is… “Do you want to earn more $$$ or not?” Most salespeople ignore that ‘earning more’ is the real question. They also ignore that …
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 …
