Are you Asking the Right Questions to Control the Sale?

Note: Your first few minutes and first few words determine the path of every sale. The questions you aren’t asking that start & keep your sale on track… ○ “Welcome to ABC Motors, I’m ___ and you are ___?” (Asking this question will prevent a ‘just looking’ or other vague reply.) ○ Quick Yes: “Y’all …

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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. …

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What’s Your ‘One Thing’…?

There’s always ‘one thing’ (or more) that you can improve! What If You Could Learn The ‘One Thing’…? ● one question you could ask to break the ice quickly, when you first meet someone● one sales process you could follow every time, to sell more● one question to move away from price, so you could …

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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 …

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Another Question…

What would you do if a couple came in and enthusiastically asked to see the new Mustang? ○ Show it to them.○ Tell them how great it is.○ Give them a demo.○ Try to close. The problem with assuming… A man ran into the drugstore and asked if they had a cure for hiccups. The …

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Quick Solutions…

In sales, everything matters… Who buys – men or women? A Forbes report in 2019 showed that women buy 62% of the new cars in the U.S. and influence 9 out of 10 vehicle purchases. (Tip: If you aren’t sure about the stats, ask your wife.) Women tend to be more practical and ask more …

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Make at Least 4 More Easy Sales This Month

If you’re willing to follow this simple plan, you can easily pick up an extra sale a week. What’s the plan? It’s simple …“Just make a plan every day.” That’s it! Most salespeople go to work and ‘hope’. To sell more, change that to ‘go to work to work’ with a plan and then ‘do …

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More Effort vs. More Skills

I’ve seen 8-car guys have a 20 or 30-car month because they put in a ton of extra effort. But it can’t be maintained, because it’s based on a ton of extra effort instead of a ton of extra skills. The better option is to develop more skills to improve even some. It’s math; selling …

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Find Your Stats!

To improve at sales, gross or working leads, you have to find out what you’re really doing and be totally honest in your ‘counts’, below. A. Find your results when you’re only communicating by web / email & texts. 1. Count ALL of these leads this month.2. Count all of your back and forth contacts …

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Selling Is About Communicating

Two key points I want to make… 1. The different ways we communicate directly affect the outcome, so stick with the best… • What we say: By themselves, words aren’t bell ringers and only make up 7% of effective communication. • How we say it: Our tone & inflection adds more meaning to what we …

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Snapshot Of Today’s Buyer

So with COVID, fires & hurricanes, let’s check to make sure these are still accurate… Are these buyer stats accurate today? ○ 99% want to drive it. Yep, just like you and me, we don’t buy TVs without seeing the picture first or cars without driving them. ○ 90%+ did their research online. Me, too. …

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Go With The Flow

Almost everyone will ask 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, “What can I buy this for?” The ‘why’ doesn’t matter – what matters is that if you allow the conversation to start off about price …

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Fall down, Get back up!

When you fall down, do you get back up? Think about when you miss a few sales in a row – do you give up and blame it on the market, the dealership, the customers, etc. or do you learn more, so you can sell more units in the future? ————— I’m sure glad this …

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Who’s on the lot?

Joe Verde trainer, Sean Gardner, has another great sales training tip for the automotive industry… Check out this quick tip and don’t forget – they’re all buyers NOW! ##### Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a free soft …

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