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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“What’s your #1 tip?”

Time to answer more of the “How can I…?” questions we get… “What’s your biggest #1 tip to help me sell more cars and make more money?” To succeed, you have to take charge of you. Fact: About 10% will buy no matter how bad you are, and 10% won’t buy no matter how good …

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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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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, …

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From $37K to $127K after class

“From $34,000 a year to $127,000 after your class.” “I was a detail manager for 7 years before moving into sales and making about $34,000 a year.  When I started selling cars in 2019, my Dealer and Managers sent me to your 2-day sales class and that’s where you convinced me that everyone is a buyer. …

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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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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 …

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Good vs. Getting Better

80% of salespeople are average – and I know a lot of you who read this every month aren’t just average – you’re good, so congratulations. My question is, “Do you want to get even better?” In the last 3 months on my blog we’ve covered • Goal Setting • Asking Better Questions • Things …

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Topping $170,000

“$125K, $140K, and $170K with JVTN®!” “Joe – When we first got JVTN® and went through your How To Sell Cars online course, I followed your new Basics, because that’s what I was told to do. Then I began to see it work consistently, then I began to understand why it works consistently. Now it …

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What are you working on to improve?

In the last few months on my blog, we’ve talked about… • Trade bad sales habits for good ones. Did you create a list of yours? Have you traded a few, so you can sell more? • Emotions Drive Sales On the lot, are you focusing less on the ‘transaction’ and focusing more on their …

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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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“Lucky for me…”

“Lucky for me that we started training on JVTN®.” “I had been in Service for 17 years and I loved working with the people, loved the product and the dealership but my dealer kept telling me I’d be great in sales, so 3 years ago I finally made the change. Lucky for me after averaging …

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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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Gross is Up!

Dealers are telling us ‘gross is up’. Why? They say it’s because people don’t want to shop several dealerships with the COVID outbreak to buy a car, so they’ll pay more. But customers always felt that way and most of them would have paid more. The difference is, most salespeople don’t follow the basics, they …

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Emotions Drive Most Purchases

Customers buy a different car or truck because they want to, not because they need to. The more excited they are when they’re on the lot, the more likely they are to buy. (Think about it – when people are cautious, aren’t we all less likely to buy?) Their positive emotions come from the sights, …

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