Category Archive For "sales training"
Turn Lost ‘New’ Sales Into ‘Used’ Deliveries
At my last dealership, we averaged about 20 salespeople and sold 250-300 new and used. Four of us though, sold 100+ between us, and of my 30ish a month, at least a third were used. I moved a lot of new vehicle buyers to used and a lot of used to new. But you can’t …
Ready?
How you’ve been selling cars will need an update, as ‘back to normal’ is kicking in again. Why start now? Because the ‘back to normal’ changes started months ago. So if you haven’t put on your realistic glasses instead of the rose colored ‘I’m not concerned, everything will work out’ glasses, then fasten your seatbelt. …
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 …
Success comes at a price!
So many people confuse ‘waiting’ with ‘working’. They want more sales without more effort, but… “The only place in the world where success comes before work, is in the dictionary.” Quick story: It was a rainy day and I’d contacted all my prospects from hot to cold. My coldest was a farmer out in Riverside …
Wages for Waiting = $0
But how much you can earn in sales is unlimited! Write the question below on a few business cards, tape a note on the back of your phone or create reminders throughout the day so that you’re constantly reminded to “work” when you’re at work. “Am I doing the most productive thing possible right now?” …
3 Quick Reminders
Which statement is correct? (Slow down and think.) ● Buying is a logical decision based on facts, and the negotiation is emotional. ● Buying is the emotional decision, and negotiation is logical based on facts. Aren’t Sure? Do you recall anyone on the lot ever getting super excited when you tell them their trade is …
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 …
Talk Past The Sale…
“Joe, you said to ‘talk past the sale’. What does that mean and why?” There are dozens of ‘important things’ we need to do in sales to increase our chances of making it happen. One is to help people take ‘mental ownership’. That means see themselves using the vehicle, before they buy it. Think about …
It’s Half-Time – What’s your Plan to Finish Strong?
I’ve written 423 issues of my sales newsletter, “Selling Cars Today” and hundreds of sales blog posts, and I’ve never run out of new things we have to deal with. NOW it’s especially important to review critical skills, work habits and processes that make or break your sales every day. So how have you done …
“Tell us more about Questions”
The Short Version… Questions help you set appointments that show.Questions immediately set the direction of the sale.Questions give you ‘hot button’ info to help you sell.Questions help you sell what you have in inventory.Questions build the value and lead to a close.Questions cause people to take mental ownership.Questions set up a non-price negotiation.Questions close the …
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, …
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 …
How Can I Sell More?
This is another frequent question we get, and it’s the easiest one to answer. You’ll see workers and waiters in almost every job. A lot of people get paid the same, whether they work or wait. Not so for salespeople, though. You’re in a profession that pays for one thing, and one thing only … …
One of the Most Common Questions We’re Having…
Let’s talk about the questions we’re getting now… “Joe, why do you keep talking about your 8 steps to the sale when we have almost no inventory to sell? In real life, we either have the car they want or we don’t, and they either buy it or they don’t.” ————— I love it when …
Body Language Basics
Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language they’ll be reading. That’s why it’s so important to master your skills and the 8 steps so you can give your full attention to the customer. When you’re winging it, you can’t pay attention, because …
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 …
Your dislikes…
Which do you dislike more? Learning more so you can earn more this year? -OR- Earning less this year? Yep — You get to choose. #1 is a strain on your brain. #2 is a strain on your paycheck. ### Learn to set goals in sales is so important…Download this ebook by Joe Verde, the …
Develop More Skills & Improve Your Process
When I was stuck at selling about 8 a month, I was real cocky about defending myself when it came to why I didn’t sell more. I was convinced that with my years of experience, I was good at selling, and if I had a bad month, it wasn’t my fault. When I started learning …
