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 …

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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 …

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Another Question…

What would you do if a couple came in and enthusiastically asked to see the new Mustang? ○ Show it to them.○ Tell them how great it is.○ Give them a demo.○ Try to close. The problem with assuming… A man ran into the drugstore and asked if they had a cure for hiccups. The …

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“What’s your #1 tip?”

Time to answer more of the “How can I…?” questions we get… “What’s your biggest #1 tip to help me sell more cars and make more money?” To succeed, you have to take charge of you. Fact: About 10% will buy no matter how bad you are, and 10% won’t buy no matter how good …

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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 …

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Their Wants and Needs…

Ask Joe: “You say ‘find their wants and needs’ a lot, please explain more.” Buying anything starts with a want or a need. Understanding the differences and how to handle them and improve skills is critical in sales. • I need a desk since I’m working from home now. A true ‘need’ isn’t optional. BUT, …

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To Grow – Build Your Repeat & Referral Business

How do you maintain relationships with friends you don’t see but every few years? You stay in touch by phone, text or email. How do you make future sales to the customer who just bought from you? You stay in touch by phone, text or email. You can’t control the # of leads you get …

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Developing Skills

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 …

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Turn Lost $ales Into $$$

8 out of 10 people you don’t sell are still going to buy – from you or someone else. You’ve done 80% of the work and when be-backs show, most buy so do your job and improve your sales 30-50% this month. #1. You can’t stay in touch with anyone if you don’t get their …

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Set Goals For Success in 2021…

Joe’s book…“Get Everything YOU WANT Goal Setting For Salespeople” “I used to take the Joe Verde training that was provided to me for granted. I looked at it as a daily task I had to do, that may prevent me from potentially getting a customer on the lot. I was given Joe’s book Get Everything …

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Help Your Customers Buy

If you were selling commercial vehicles, the buyer knows why they need the vehicle, that’s a given. But wouldn’t you need to know what their needs were so you could show them why your product is the perfect solution? If you sell cars, aren’t you also selling solutions to people’s wants and needs? Yes. To …

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Challenges To Developing Skills

What keeps salespeople from developing the critical selling skills to earn $100,000+ per year, usually in less time at work than it takes them to earn $40,000 now? • Practice … If I covered batting lessons, next you’d hit the cage and keep swinging until you’re better, and you’d continue with daily practice to keep …

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Questions To Find “Hot Button” Motives

Investigating to learn more than “I want a 2500 HD” is critical. When you find and sell to each driver’s “Hot Buttons”, people object less, and pay more for their dream truck (or car, RV, motorcycle or boat). Here are some bad vs. good examples… Dead End Questions Do you want a long bed? “No” …

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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 …

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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 …

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How To Move Up In Levels

The progression from the bottom to the top in sales is all about skills, processes, goals, organization & determination. So let’s look at the quick list of skills and habits you need to get to your next level. 1. From ‘Below Average’ to ‘Average’ First, get serious. Do what I cover in here and “Go …

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