“No Be-Backs”

When I started selling cars, my managers kept saying ‘there’s no such thing as a be-back’ … so none of us did any follow up. Because I believed it, I spent 5 years doing almost zero follow up to get an unsold prospect back on the lot. And I spent zero time and effort trying …

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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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Would Your Case Hold Up In Court?

Partly because social media is the main source of information for so many people, it’s amazing how many have lost the ability to ‘discuss or debate’ a topic. That same thought pours over into sales because ‘selling’ is a discussion / debate you have to control to gather the information you need to build value …

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Being Skeptical…

Being skeptical is fine, especially since I keep talking about how easy it is to start selling more…Check out a recent testimonial… “I just wanted to say thanks!” “I was a bit of a skeptic when we started on JVTN® 2 months ago. I am just that way about new things. Since I started your …

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Talk Past The Sale…

“Joe, you said to ‘talk past the sale’. What does that mean and why?” There are dozens of ‘important things’ we need to do in sales to increase our chances of making it happen. One is to help people take ‘mental ownership’. That means see themselves using the vehicle, before they buy it. Think about …

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“Tell us more about Questions”

The Short Version… Questions help you set appointments that show.Questions immediately set the direction of the sale.Questions give you ‘hot button’ info to help you sell.Questions help you sell what you have in inventory.Questions build the value and lead to a close.Questions cause people to take mental ownership.Questions set up a non-price negotiation.Questions close the …

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Dealing with the Added Mark Up

Ask Joe: “How do I deal with the added mark up  when a customer complains about it?” It sounds like chip shortages will continue to disrupt vehicle production this year. As long as dealers have a shortage, almost all new vehicle prices will be way above value. Limited new vehicles also creates demand and over …

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Develop More Skills & Improve Your Process

When I was stuck at selling about 8 a month, I was real cocky about defending myself when it came to why I didn’t sell more. I was convinced that with my years of experience, I was good at selling, and if I had a bad month, it wasn’t my fault. When I started learning …

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Stop Wasting Your Day Waiting For An ‘Up’

A lot of salespeople spend most of their day just waiting and hoping. They hope for traffic, hope they’ll get an ‘up’, hope that person is serious, hope there’s a unit in stock they’ll want to buy, and hope they can and will take it home today. WOW! That’s just way too much ‘hope’ to …

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Your Words Matter

Buying things, especially something expensive like a vehicle that people don’t really need to buy, is an emotional process. That means the words you say either move them forward to purchase, slow things down, or turn them off completely. Example: The customer is looking at an SUV to pull their Airstream… How many times have …

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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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Doubled Units, Tripled Gross

I more than doubled my units & tripled my gross with Joe’s training! “When I first started selling cars, my manager told me to just go talk to people and that I’d get the hang of it. I didn’t, so a year later I reached out to The Joe Verde Group and I started with …

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Here’s ‘one thing’ to help you sell more

Most salespeople don’t count all of those other potential customers, because most don’t buy. The problem is with the word ‘most’. All People – Most People = Some People who do end up buying, when you do your job. I learned to cheat too, because my first manager told me to log all ‘ups’. The …

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Hammer, Pliers & Baling Wire

I grew up on a 250 acre ‘barely get along’ farm with my grandparents. Gramps didn’t have enough money to buy many tools, so when things broke, we either couldn’t fix it or it took forever … all because we didn’t have the right tools to use. Everybody says they want to sell more & …

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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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“27 cars in my 2nd month!”

“3 weeks of Joe’s training before I was allowed to talk to a customer.” “Getting into the car business was one of the best decisions I have ever made, and I’m so glad my dealership values your training and provided it for me. I have a boss and manager who believed in me, and pushed me out …

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More Effort vs. More Skills

I’ve seen 8-car guys have a 20 or 30-car month because they put in a ton of extra effort. But it can’t be maintained, because it’s based on a ton of extra effort instead of a ton of extra skills. The better option is to develop more skills to improve even some. It’s math; selling …

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