Category Archive For "sales training"
Back to the Basics with ‘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 …
Time To Expand What You’re Selling…
Let’s talk about how to sell more CPO & used cars, and more units at all of your dealership’s special sales events. Selling CPO & Used Cars It’s the same thing at every dealership I drive by and that we talk to. There are tons of new vehicles on the lot, and half a ton …
Down To The Wire…
I’ve written hundreds of blog posts and about 500 issues of my Sales newsletter, and never run out of new stuff we have to deal with. So now it’s especially important to review those critical skills, work habits and processes that make or break your sales every day. What we’re hearing from dealerships always depends …
Would Your Case Hold Up In Court?
Partly because social media is the main source of information for so many people, it’s amazing how many have lost the ability to discuss or debate a topic. That same thought pours over into sales because ‘selling’ is a discussion / debate you have to control to gather the information you need to build value …
Mental Ownership Comes First…
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 to see themselves using the vehicle, before they buy it. Think about it – you stopped at McDonald’s for a burger and fries, but only …
Buyer Stats
These buyer stats really never change! 99% of customers want to drive, before they buy. Yep, just like you and me, we don’t buy TVs without seeing the picture first, or cars without driving them. 90%+ of customers did their research online. I planned to replace one of my vehicles, and of course – I …
Best month at 25 units!
“I just had my best month ever at 25!” “Hello Joe – I just wanted to say thanks for creating such a user-friendly program and an easy-to-follow process on ‘everything’ sales, that anyone can follow. I have been selling cars at my dealership for 2½ years, and I love working here, and with the training they …
Closing & Negotiation Workshop
I’ve been selling for 2 years, and I just had my best month ever, after attending your Closing & Negotiation Workshop. “I sold 16 in February – the month of the workshop – and had my best month ever. Then in March, I sold 23, then 18 in April – and now, my current 3-month …
3 More Common Mistakes…
Salespeople make mistakes in the 8 steps to a sale that cost them those extra sales they want. 2. They skip the demo. 90% No Demo = No Sale After the demo, the 3 steps of closing are a summary close on the benefits, followed by an assumptive close, and then several action closes. 3. …
Think About It!
Do you recall anyone on the lot ever getting super excited when you tell them their trade is worth $5,000 less than their payoff, and they’ll probably need about 10 grand down, just to keep their payments under $1,000 for 96 months? OK, yeah that’s extreme, but you get the point, right? People get excited …
Perfect Practice Develops Perfect Skills
In our 2-day workshop, I always teach my simple 5 step process to find the next buyer in a household by asking just 5 questions. I have everyone write down each question, look at it for a minute, then turn it upside down. Then I ask someone to ask me those 5 short questions I …
You’ve got 2 ways to sell more – only 1 is permanent
Example: A 10 car salesperson works all the extra hours they can and sells 13 the 1st month, and 12 the 2nd month. The 3rd month, they sell 8. Why? Because they picked a plan that totally relies on a limited supply of effort, instead of setting a goal and creating a plan to improve …
It isn’t about price!
Early on in my business, I’d been using an old printer and it was slowly dying on the vine, so it was time to get a new Printer / Scanner. The problem was I didn’t even know where to start, so I went to Best Buy, and a guy walked over and asked if I …
Better Questions & Better Responses
To develop better questions & responses (scripts), do this… Work on one JVTN® course at a time (or what we cover in here.) We have at least 500 skills + processes in JVTN® in the 20+ courses and dozens more on selling cars… How to close, handle every objection that comes up, follow up and …
Price or Value
You will either build value or you’ll get stuck on price. It’s important to separate the transaction (the money part) from the value of owning it. Transactions & Negotiation should take place inside with a commitment. When I say don’t talk ‘price’ on the lot, I’m referring to all of these: Price, discounts, trade, payoff, …
It’s time to turn ‘Pro’!
What you know has gotten you to where you are now. To improve, you need to learn even more. At 30 years old, most of us reach our peak, and 90% just keep doing what they’re doing and keep getting what they’re getting now, or less. Trying to get to $100,000+ a year will take …
5 Big Ones!
The decisions every customer has to make… Before a customer can justify taking delivery of a new car or any real expensive product, they ask themselves these 5 questions. Most don’t ask all of these out loud, or consciously even think about them. But each has to be a ‘yes’ in their mind. That’s why …
From 6 units a month to 22.5!
“From selling 6, 8, and 10 to averaging 22.5 now, thanks to Joe’s online training and my managers.” “I was lucky to start at a great dealership that believed in the value and power of training, and I’ve been training on the Joe Verde Training Network since day one. 2 managers lead our training sessions …
