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 …

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Goals Require Plans

Everyone takes a different path, but the steps to the top are the same, and in my book I explain why & how to set goals correctly to grow. Too many people give up after they say they want to hit $$$ income, because they didn’t create a plan (map) to get them there. 1st …

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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. …

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Put On Your Very Best Happy Face

It’s the holidays, so greet them with a smile – be positive. And remember it’s just as important every day the rest of the year, too. Smile – Or Get A Different Job! When people have to spend $30,000 to $50,000 for a car, their fear is making a bad decision. No customer wants to …

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Only Santa Drives A Sled

Most people have a trade-in, so I want to remind you to never knock a person’s trade. They trade them in because they don’t like them or because they have issues, or they just want a new car. But if you start knocking it, they’ll start defending it! We all want too much for our …

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Appreciate What You Have…

Before It Becomes What You Had! Isn’t it fun taking the negotiations out of the process? When you have the only vehicle in town they want, selling is so much easier. I’m hearing about BIG commissions. In class, we just heard about a $50,000+ month a Toyota salesperson had. That’s more money than I made …

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Questions About Closing More Sales

Don’t confuse selling to someone, with someone who is buying. I bought an SUV, actually I almost did – until the whole process was so ridiculous, I just walked out. Anyway, the salesperson I tried to work with, didn’t make any attempt to talk to me, even though he was just standing on the lot …

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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 …

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“What are the tricks to selling more?”

Lots of people say they’re just shopping, and in real life, that’s true. But based on buyer facts, they’re shopping all right, but not just for a car. 71% said they’re shopping mostly for a salesperson they feel comfortable with, just like you and I do, when we buy expensive things. Have you ever gone …

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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 …

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It’s 90 + 6 … Not 20 + 1

“Things are different now Joe. We either have what they want or we don’t & they can either afford it or they can’t. What difference does ‘selling’ make?” Wouldn’t it be great if ‘different’ means we actually could prequalify people real quick, take shortcuts and still sell more! Too many salespeople hold their breath, hope …

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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 …

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Go With The Flow

Almost everyone will ask you a price question right away. Why? Maybe it’s just a habit, maybe they don’t know what else to ask, and maybe they’re just trying to ask you ‘what can I buy this for?’ ‘Why’ doesn’t matter – what matters is: if you let the conversation focus on price instead of …

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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 …

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Unsold Prospects

Happens every day: You spent time, didn’t make the sale and they left. You know the stats: 78% (8 of 10) came to buy, and that doesn’t change, just because they left. That means your hottest prospect for a quick & easy sale just drove away. Averages: 33% (3 out of 9) come back with …

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Closing & Negotiating…

How salespeople miss sales that could have easily become deliveries Your Opportunity To Deliver More Units We know 78% (8 out of 10) of the people on your lot came to buy. We also know that 86% are flexible and buy a different color, equipment or vehicle than they said they wanted. I will agree, …

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Got Any Room To Improve?

Rate Yourself 1-10… ○ Control during the sale ○ Following our 8-Step Process ○ Finding ‘wants & needs’ for targeted demos & presentations ○ Bypassing price on the lot ○ Building value to help you close ○ Closing for a solid commitment ○ Negotiating (not dropping price) ○ Holding gross ○ Selling the ‘other’ units …

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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 …

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