Category Archive For "sales book"
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 …
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 …
Summer is Definitely Here…
Dealers are getting dozens of new vehicles instead of hundreds, these days. I talked to one yesterday who was getting just over 100 and now only shows 30-35 coming in this month. To the rescue… Selling CPO & Used Cars It’s the same thing at every dealership I drive by. There are almost no new …
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 …
Are You Making These Mistakes?
Right now, salespeople everywhere are making critical mistakes in the 8 steps to a sale that are costing them those extra sales they want to be making now. Review my 8 steps… • In Step 2. Mistake – they don’t investigate to find wants, needs and hot buttons. Remember, 86% buy a different make, model, …
“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 …
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 …
What do you do with prospects calling from out of state?
1. First rule: Assume they’re calling you, because they want to buy a vehicle. 2. Then there are 8 steps to selling. Quick Recap of 8 steps to a “Sale” 1. Greet & get some rapport working for you. 2. Investigate to find who, what, when, how & why. 3. Help them select the perfect …
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 …
Learn To Negotiate
I would never try to summarize ‘negotiation’ in here, it’s way too big. That’s why we have advanced courses on closing and setting up more successful negotiations on JVTN®. Big Tip: The key to a successful negotiation depends on what you did on the lot – not what you do in your office. To Set …
Mileage Matters Again
Here in California, premium is almost $5 a gallon, up from $3.99 not long ago and I have to buy about 40 gallons a month. Diesel went up $1, too. My truck holds 36 gallons + 70 more in the auxilary tank for equipment, so I also buy another 200 gallons of diesel a month. …
Learn More = Earn More!
Some say they don’t think they should have to read this, or go to class or really dig in to courses on JVTN® they have access to. My question to you is… “Do you want to earn more $$$ or not?” Most salespeople ignore that ‘earning more’ is the real question. They also ignore that …
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 …
Doubled Units, Tripled Gross
I more than doubled my units & tripled my gross with Joe’s training! “When I first started selling cars, my manager told me to just go talk to people and that I’d get the hang of it. I didn’t, so a year later I reached out to The Joe Verde Group and I started with …
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, …
5 Cars in 4 Days!
I sold 5 cars the next 4 days after your workshop for our dealership! “Joe, I have been selling for 3 years and averaging about 15 a month and I was so lucky that my dealership just had an in-house event with the Joe Verde Group. I have been to many different sales trainings over …
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 …
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 …
