Questions To Find “Hot Button” Motives

Investigating to learn more than “I want a 2500 HD” is critical. When you find and sell to each driver’s “Hot Buttons”, people object less, and pay more for their dream truck (or car, RV, motorcycle or boat). Here are some bad vs. good examples… Dead End Questions Do you want a long bed? “No” …

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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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Avoiding Distractions…

While we’re talking peer pressure, when I started selling cars again, I had a clear daily routine I followed to sell more. I’d get there half an hour early, then walk the front line and back lot to see what came in or moved around since I’d left. I walked through service, the customer lounge …

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Always Head North East!

A picture is worth 1,000 words. Which chart is most like your sales & income this year? Charting your performance is the easiest, most fundamental tool you have for a ‘look’ at how you’re performing in any area. A chart is the “picture” of your performance, or lack of it. It’s simple – draw a …

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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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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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How do I stay motivated?

How do I keep my head on straight right now? In my newsletter for auto Dealers and Managers this month, I reminded them that this month that now is the time to… Dig your way ‘up’ and ‘out’ of this, instead of ‘down’ and ‘deeper’ into it. The question focuses on the critical part of …

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Own The Phones!

“Keeping It Real” in these tough times… Traffic is “off”…But, now you can help your customers with new programs that weren’t around two or three months ago! Check out this short message from Joe Verde Trainer, Sean Gardner, and keep it real! ##### Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling …

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It’s Your Career – How far will you take it?

There is a ton of opportunity to grow for 2 reasons… 1. Experts say to expect 17’ish million units again this year, people got tax cuts, companies got breaks and can keep more employed or raise their pay. 2. 80% of the salespeople down the street are below average. That means your competition isn’t very …

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Is it goal setting – or is it magic?

Goal setting is the best kept secret in the world and it’s the closest thing there is to real magic. It’s simple, and it’s powerful. You figure out what you want, then write a very detailed plan on how you’ll get it, and then presto – if you just follow your plan, 94% of the …

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Your hard work paid off!

“From 13 cars and $7,000 to selling 14-15 cars and $15,000.” “I’ve been selling for 1 year and just attended your Closing and Negotiation Workshop with several salespeople from my dealership. Wake up call – I never realized how just changing a few words can impact my entire sales process. We left that workshop energized …

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Working “Bell to Bell”

Trade “Bell to Bell” For Better Selling Skills “I’m selling 30 units a month and on track for $100K.” “I attended your How To Sell Cars workshop and WOW, what a difference it’s made for me and my family! I’ve been selling cars for just under a year, and before your class I was selling …

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Secrets to Success…

Ask Joe: “I want to make $100,000 every year – where do I start?” We get this question a lot in class and through our ‘Ask Joe’ emails. That’s why I wrote these 3 books… • “How To Sell A Car” • “Earn Over $100,000 Every Year Selling Cars”• “Goal Setting For Salespeople” ‘Sell’ is …

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How much do you make per hour?

Why learn more? Why does it matter? How much do you make per hour in sales? If you assume a 45 hour week x 50 weeks… $ 50,000 per year = $ 22 per hour$100,000 per year = $ 44 per hour$200,000 per year = $ 89 per hour$300,000 per year = $133 per hour$400,000 …

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What Works Best for a Walkaround…?

Ask Joe: Why should a 6-Point Walkaround be a ‘Targeted’ 2 or 3-Point Walkaround instead? I was a judge at a walkaround contest held by the manufacturer. The best product sales experts from every region were there. They came on stage with the vehicles they’d present and the crowds roared (OK, no roar, but they …

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How To Work Fewer Hours And Sell More…

Who Could Pass This Up? So many people say, “Joe, if I did everything you talk about, I’d never have any time off with my family.” I’ve never said work longer. In fact, when you do what we teach, you’ll spend less time at work, earn more money, and have more quality time with your …

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