Ready for some “Recurring Revenue”?

When you improve your selling and income average – you create RR (Recurring Revenue). I just finished a document on how dealers can maximize their return on investment with JVTN®. One of the most important points for a dealership is the recurring revenue generated when salespeople improve their averages. Example: Say the dealership was selling …

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What’s an hour of your time worth?

It takes a couple of hours to make a sale today, so if you average $600 a sale, that means you’ve made $300 an hour. Nice! What are the other hours worth – when you don’t have a customer and are just waiting for another walk-in or lead? ZERO $. That doesn’t have to be …

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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, …

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More Answers

“Why do some new salespeople in their first few months (who know almost nothing about the product or selling) outsell a lot of the salespeople with experience?” If you think about it, you already know the answer. When we started selling, most of us knew nothing and if you were like me, I was definitely …

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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 … …

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Unsold Prospects

Happens every day: You spent time, didn’t make the sale and they left. You know the stats: 78% (8 of 10) came to buy, and that doesn’t change, just because they left. That means your hottest prospect for a quick & easy sale just drove away. Averages: 33% (3 out of 9) come back with …

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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 …

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Success Stories Help You Improve…

Why should I read other salespeople’s testimonials on your blog? That’s easy to answer. There are 4 things in sales that control your income and continued success – we call them S H A C. • Your Skills • Your Habits In Sales • Your Attitude • Your Choice Of Customers (Repeat, Referral & Prospecting …

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Closing & Negotiating…

How salespeople miss sales that could have easily become deliveries Your Opportunity To Deliver More Units We know 78% (8 out of 10) of the people on your lot came to buy. We also know that 86% are flexible and buy a different color, equipment or vehicle than they said they wanted. I will agree, …

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Your “Words” Control Your Success

Most salespeople say they hate scripts, because ‘they sound phony’ or ‘don’t work’ or some other reason to justify not learning new things that are more effective. If that’s you – surprise… Everything you say now is scripted. Understand that your scripts are your ‘skills’ and your skills control your success. If you’re selling 8 …

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Work on Commission…?

Why wouldn’t everyone on commission do something every month to improve? A lot of people in dead end jobs figure “What’s the point – no matter how hard I work or improve, I won’t earn more money.” For a lot, that’s very true. I’ve worked with other people in many ‘dead end’ jobs and I’m …

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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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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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Be A Pro – Look, Act, Sound & Think Like One

You have 11 more months this year and if you want to improve and break records, just do what other 20-30 car salesperson do: • Ditch ‘average’, and Look, Act, Sound and Think like a pro in sales this year! • Leave your problems and everything else that’s going on in life at the curb …

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Turn Lost $ales Into $$$

8 out of 10 people you don’t sell are still going to buy – from you or someone else. You’ve done 80% of the work and when be-backs show, most buy so do your job and improve your sales 30-50% this month. #1. You can’t stay in touch with anyone if you don’t get their …

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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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