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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“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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5 Cars in 4 Days!

I sold 5 cars the next 4 days after your workshop for our dealership! “Joe, I have been selling for 3 years and averaging about 15 a month and I was so lucky that my dealership just had an in-house event with the Joe Verde Group. I have been to many different sales trainings over …

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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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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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Success in 5 Critical Steps

Did You Know…Your success depends on 5 critical steps. 1. Believing that you can improve. “Whether you think you can, or can’t, you’re right.” Henry Ford 2. Your desire to improve. If you aren’t motivated, it won’t happen. 3. Your commitment to DO IT! “I’ll try”, “I’ll give it a shot”, “I’ll do my best” …

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Challenges To Developing Skills

What keeps salespeople from developing the critical selling skills to earn $100,000+ per year, usually in less time at work than it takes them to earn $40,000 now? • Practice … If I covered batting lessons, next you’d hit the cage and keep swinging until you’re better, and you’d continue with daily practice to keep …

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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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