Category Archive For "sell more cars"
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 …
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 …
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 …
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 …
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 …
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 …
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, …
“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 …
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 …
What do you do with prospects calling from out of state?
1. First rule: Assume they’re calling you, because they want to buy a vehicle. 2. Then there are 8 steps to selling. Quick Recap of 8 steps to a “Sale” 1. Greet & get some rapport working for you. 2. Investigate to find who, what, when, how & why. 3. Help them select the perfect …
Body Language Basics
Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language they’ll be reading. That’s why it’s so important to master your skills and the 8 steps so you can give your full attention to the customer. When you’re winging it, you can’t pay attention, because …
Go With The Flow
Almost everyone will ask you 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 you ‘what can I buy this for?’ ‘Why’ doesn’t matter – what matters is: if you let the conversation focus on price instead of …
Learn To Negotiate
I would never try to summarize ‘negotiation’ in here, it’s way too big. That’s why we have advanced courses on closing and setting up more successful negotiations on JVTN®. Big Tip: The key to a successful negotiation depends on what you did on the lot – not what you do in your office. To Set …
No Rushing & No Shortcuts
Making or missing a sale takes the same amount of time, about 90 minutes. The result depends on what you do in those 90 minutes. If you spend 80% of your time on the lot following each of my 8 steps and focus on a targeted demo & presentation on the closest to perfect vehicle …
Mileage Matters Again
Here in California, premium is almost $5 a gallon, up from $3.99 not long ago and I have to buy about 40 gallons a month. Diesel went up $1, too. My truck holds 36 gallons + 70 more in the auxilary tank for equipment, so I also buy another 200 gallons of diesel a month. …
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 …
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 …
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 …
