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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Avoiding Distractions…

While we’re talking peer pressure, when I started selling cars again, I had a clear daily routine I followed to sell more. I’d get there half an hour early, then walk the front line and back lot to see what came in or moved around since I’d left. I walked through service, the customer lounge …

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Fall down, Get back up!

When you fall down, do you get back up? Think about when you miss a few sales in a row – do you give up and blame it on the market, the dealership, the customers, etc. or do you learn more, so you can sell more units in the future? ————— I’m sure glad this …

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Gross is Up!

Dealers are telling us ‘gross is up’. Why? They say it’s because people don’t want to shop several dealerships with the COVID outbreak to buy a car, so they’ll pay more. But customers always felt that way and most of them would have paid more. The difference is, most salespeople don’t follow the basics, they …

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Career Makes Good After Stint In Army

Congrats To Joe Baucco… “After I got out of the Army, I was looking for a new adventure where the sky was the limit. As I was going through your training, I realized I was following in your footsteps from the military into sales, and was very lucky to start at a great dealership that …

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