Category Archive For "goal setting"
Final Frontier In Sales…
How To Close The Sale More Often Wouldn’t it be great if there was a ‘secret close’ that worked almost every time? That would sure save a lot of time and effort, huh? Actually, we teach about a dozen of those perfect closes that work almost every time. If they don’t, then we teach a …
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. ❑ …
Crazy Question…
Seems like a crazy question, but do you actually want to make $100,000+ every year selling cars? With inventory shortages in the last 3 years, a lot of salespeople made $100K. It was easy when a vehicle finally came in and was guaranteed full price or higher. Most were bought – not sold. Yes, things …
Do you sell everything or just the ones you like?
It’s one thing to sell your favorite vehicle that your dealership offers. It’s another thing to care enough, learn enough, and try just as hard to sell those you don’t like. In one of the first classes I held for Toyota, we were talking about investigating who it’s for, etc., so we can select the …
It’s time for the main event, so…
UFC: “Let’s Get Ready To Rumble!”YOU: “Let’s Get Ready To Sell!” = Whether you started during the COVID years or have been selling cars forever, things are changing. Your favorite sports teams prepare before every game for a win, and it’s time for you to prepare for your 2023 win now, too. Our Training Support …
The Sales Process
Your goal is to sell, and the buyers goal is satisfaction. Buyers have a consistent process they follow, and the 8 steps in my selling process will guide them to an easy and satisfactory purchase. Do you have to follow the steps? Have you ever sold a car without giving people a demo? Of course. …
Skills + Processes
There are a couple dozen different skills & processes to master in sales. And each of the 20+ courses on JVTN® is on developing a specific skill + the process for that topic. Example: “How To Sell A Car” includes closing for 75% of the objections you’ll get in most sales. “Advanced Closing” covers more. …
Turn Lost ‘New’ Sales Into ‘Used’ Deliveries
At my last dealership, we averaged about 20 salespeople and sold 250-300 new and used. Four of us though, sold 100+ between us, and of my 30ish a month, at least a third were used. I moved a lot of new vehicle buyers to used and a lot of used to new. But you can’t …
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 …
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 …
