Category Archive For "objection"
Stop saying you can’t!
I keep trying to talk you into selling more, but first you have to believe that you can. The first step to selling more is to stop saying you can’t. A few questions… • Can an 8 car SP sell one more and hit 9? Seriously, of course! • How would they achieve that? A …
Closing Sales & Handling Objections
Closing sales is so easy and so much fun – the only catch is that you have to learn and practice everything you’ll use, until you can use it all perfectly. As I was learning more, I studied all the time when I wasn’t with a customer, then I tried to apply it when I …
Selling at the Pro Level
Selling at a professional level is… An 8 Step Process,Not A Casual ConversationWith A Closing Question. You won’t earn $100,000+ with a casual, “Hey – need any help?”, asking a few pre-qualifying questions and skipping steps along the way. Ask yourself these questions for a great example of the difference between the casual approach, versus …
How Wade handled ‘price’ and held gross!
“Thank you, Joe! I have so much more confidence after attending your Closing & Negotiation Workshop! You just know when a customer is going to be tough, and it usually starts right after the greeting – when they bombard you with price related questions. I counted 4 times that I bypassed those, just so I …
Choices…
I read “Choices” by Shad Helmstetter. After just a few pages, I knew I wasn’t going to like it. The more I read, the more I really didn’t like it. I couldn’t stop, because as I read more, I was forced to realize that almost everything that happens is just the result of our choices. …
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. …
‘Closing’ & ‘Objections’
Closing: Everything that moves the sale forward. And of course, getting that final TMO ‘total mental ownership’ commitment is closing. Objections: They’re just speed bumps! Some are easy, some are tough. Overcoming them is closing, too. I have 100 or so closes I’ve used. Some almost never, and about 10 were my ‘go to’ closes’ …
Working Your Deal
To sell more cars, just eliminate price as an issue. It’s one of the easiest things you can do to not only sell more, but to hold more gross. Since price comes up early on, learn to turn their price objections into budget concerns. Why? Especially now with inflation gone wild, budget is definitely the …
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 …
Handling Objections in Today’s Market
How should salespeople handle the 3 most common objections from today’s buyer? Joe Verde Trainer, Sean Gardner, focused on handling objections in today’s interview with CBT News. “If we don’t have any tools in the toolbox to work through these objections, we’re going to miss a lot of sales we could be getting,” said Gardner. …
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 …
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 …
How To Work Fewer Hours And Sell More…
Who Could Pass This Up? So many people say, “Joe, if I did everything you talk about, I’d never have any time off with my family.” I’ve never said work longer. In fact, when you do what we teach, you’ll spend less time at work, earn more money, and have more quality time with your …
How you can improve your sales, income right away…
Great job Colby! “From 6-7 to 14.5 and on track to make $80,000 this year!” “Without the training on JVTN® I have no clue where I would be today. If it wasn’t for Joe’s step-by-step processes and his practice and repeat wording, I’d have no framework to follow. And I love being able to study …
50 ways you can improve!
Are you ready to make the big bucks? Here are 50 ways you can improve If you’re serious about selling more, have fun and rate yourself in each area from 0% to 100%. Then start improving YOU. (Careful on the 100%, nobody’s perfect.) The BasicsFirst Impressions (% Great) ____%Your Greeting (% Great) ____%Bypassing Price On …
How Important Is Price?
Ask Joe: “Should we focus on what people want & need a vehicle for or on what they have to pay?” Of course, in the car business, price comes up with every customer – it has to because they have to pay for the vehicle. When it’s handled correctly though, price is actually one of …
Go-to Closes For Objections…
Closing is everything that moves the sale forward. Yes, an effective greeting is closing because it moves you closer. And of course, getting that final TMO commitment is closing. When you get an objection like, “I’m not buying because…”, handling it means you’re also closing. I have close to 100 or so closes I personally …
The Generation Gap…
What’s most important to…Baby Boomers, Gen X & Millennials? There’s a lot of commotion about the differences between these age groups. If you really listen to them though, they’re really almost the same when it comes to actually buying the vehicle. The biggest difference between these groups is understanding how they shop for a car, …
