Ready?

How you’ve been selling cars will need an update, as ‘back to normal’ is kicking in again. Why start now? Because the ‘back to normal’ changes started months ago. So if you haven’t put on your realistic glasses instead of the rose colored ‘I’m not concerned, everything will work out’ glasses, then fasten your seatbelt. …

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Put On Your Very Best Happy Face

It’s the holidays, so greet them with a smile – be positive. And remember it’s just as important every day the rest of the year, too. Smile – Or Get A Different Job! When people have to spend $30,000 to $50,000 for a car, their fear is making a bad decision. No customer wants to …

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Wages for Waiting = $0

But how much you can earn in sales is unlimited! Write the question below on a few business cards, tape a note on the back of your phone or create reminders throughout the day so that you’re constantly reminded to “work” when you’re at work. “Am I doing the most productive thing possible right now?” …

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‘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’ …

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Building Your Own Business

Plan your day and work your plan is more important now than ever… I sold cars for 5 years as the 8 car guy, quit & opened an accessory business, and had it for 3 years. Then I started selling cars again. In those 3 years, I learned so much more about selling than I’d …

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Do You Believe In YOU?

Albert Einstein got low scores in arithmetic, Winston Churchill got poor grades in English, and both ended up being two of the greatest men in history. Bezos (Amazon) and Musk (Tesla) are both headed to a TRILLION in value for their companies. Their initial value was ZERO. Thomas Edison failed 10,000 times trying to make …

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Questions About Closing More Sales

Don’t confuse selling to someone, with someone who is buying. I bought an SUV, actually I almost did – until the whole process was so ridiculous, I just walked out. Anyway, the salesperson I tried to work with, didn’t make any attempt to talk to me, even though he was just standing on the lot …

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Working Your Deal

To sell more cars, just eliminate price as an issue. It’s one of the easiest things you can do to not only sell more, but to hold more gross. Since price comes up early on, learn to turn their price objections into budget concerns. Why? Especially now with inflation gone wild, budget is definitely the …

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3 Quick Reminders

Which statement is correct? (Slow down and think.) ● Buying is a logical decision based on facts, and the negotiation is emotional. ● Buying is the emotional decision, and negotiation is logical based on facts. Aren’t Sure? Do you recall anyone on the lot ever getting super excited when you tell them their trade is …

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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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Summer is Definitely Here…

Dealers are getting dozens of new vehicles instead of hundreds, these days. I talked to one yesterday who was getting just over 100 and now only shows 30-35 coming in this month. To the rescue… Selling CPO & Used Cars It’s the same thing at every dealership I drive by. There are almost no new …

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It’s Half-Time – What’s your Plan to Finish Strong?

I’ve written 423 issues of my sales newsletter, “Selling Cars Today” and hundreds of sales blog posts, and I’ve never run out of new things we have to deal with. NOW it’s especially important to review critical skills, work habits and processes that make or break your sales every day. So how have you done …

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Beat Who’s On Top, Or Improve?

Is your goal to ‘beat the top salesperson’ or to continually improve? Math: If you both just work your shift and the top SP sells 15 and you sell 12 – of course you can beat him or her just by doubling down on your hours. Problem: You can’t maintain double down, so I’d recommend …

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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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“What are the tricks to selling more?”

Lots of people say they’re just shopping, and in real life, that’s true. But based on buyer facts, they’re shopping all right, but not just for a car. 71% said they’re shopping mostly for a salesperson they feel comfortable with, just like you and I do, when we buy expensive things. Have you ever gone …

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It’s 90 + 6 … Not 20 + 1

“Things are different now Joe. We either have what they want or we don’t & they can either afford it or they can’t. What difference does ‘selling’ make?” Wouldn’t it be great if ‘different’ means we actually could prequalify people real quick, take shortcuts and still sell more! Too many salespeople hold their breath, hope …

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