Category Archive For "set goals"
Stuff That Matters Every Time
Even though 8 out of 10 came to buy, impulses control the outcome. When you’re dancing (not the jerky kind), someone has to lead. Same with sales. If you wander around waiting for them to take the lead, most will wander off the lot soon. Repeating ‘do you have any questions?’ means you didn’t learn …
Customer Satisfaction
What does it take to make a customer happy with their purchase? The answer lies in what makes any of us feel good after we’ve spent a lot of money on something.We all want to feel like we got… A “Fair Price” is always determined by what customers pay in relation to the value you’ve …
Are You Working Or Waiting To Work?
You have the opportunity to make a $300 or $500 or $1,000 commission 4 times every day. Instead of developing sales skills and having the discipline to follow 8 simple steps, most salespeople settle for an average voucher every 2 or 3 days. And then explain to family and friends that it isn’t their fault, …
Stop saying you can’t!
I keep trying to talk you into selling more, but first you have to believe that you can. The first step to selling more is to stop saying you can’t. A few questions… • Can an 8 car SP sell one more and hit 9? Seriously, of course! • How would they achieve that? A …
Amateur vs. Pro
Whether you played amateur or professional sports, how many games would you win if you didn’t pay attention to the plays the coach was covering and didn’t practice any of them before the game… Would you win or lose? Experience kills growth, because people think, “I don’t need to learn more, I’ve been doing this …
The Worst Day Of The Week
What’s your worst day of the week? You know those days when… Traffic is slow, the phone doesn’t ring, people don’t show up for appointments, they say they want to buy and we write ‘em up, but they don’t. It’s just terrible. Let’s say you said Wednesday is the toughest day of the week. On …
No Manual When I Needed It!
I hadn’t used my drone lately and needed it for a video of my property. It’s off grid with no internet connection, so I couldn’t get to the manual on how to link to the controller. I wish I’d downloaded it sooner, so I’d had it when I needed it. I did that today! Download …
Final Frontier In Sales…
How To Close The Sale More Often Wouldn’t it be great if there was a ‘secret close’ that worked almost every time? That would sure save a lot of time and effort, huh? Actually, we teach about a dozen of those perfect closes that work almost every time. If they don’t, then we teach a …
Experience vs. Skills & Attitude
About experience in sales… 1. If all it took was experience to get better at selling and closing, and if I look back at my time in sales, other than the COVID bonanza on income the last few years, if I haven’t been continually improving my skills, it’s on me…not our inventory, market, etc. ❑ …
Crazy Question…
Seems like a crazy question, but do you actually want to make $100,000+ every year selling cars? With inventory shortages in the last 3 years, a lot of salespeople made $100K. It was easy when a vehicle finally came in and was guaranteed full price or higher. Most were bought – not sold. Yes, things …
Goals Require Plans
Everyone takes a different path, but the steps to the top are the same, and in my book I explain why & how to set goals correctly to grow. Too many people give up after they say they want to hit $$$ income, because they didn’t create a plan (map) to get them there. 1st …
Do you sell everything or just the ones you like?
It’s one thing to sell your favorite vehicle that your dealership offers. It’s another thing to care enough, learn enough, and try just as hard to sell those you don’t like. In one of the first classes I held for Toyota, we were talking about investigating who it’s for, etc., so we can select the …
It’s time for the main event, so…
UFC: “Let’s Get Ready To Rumble!”YOU: “Let’s Get Ready To Sell!” = Whether you started during the COVID years or have been selling cars forever, things are changing. Your favorite sports teams prepare before every game for a win, and it’s time for you to prepare for your 2023 win now, too. Our Training Support …
The Sales Process
Your goal is to sell, and the buyers goal is satisfaction. Buyers have a consistent process they follow, and the 8 steps in my selling process will guide them to an easy and satisfactory purchase. Do you have to follow the steps? Have you ever sold a car without giving people a demo? Of course. …
Skills + Processes
There are a couple dozen different skills & processes to master in sales. And each of the 20+ courses on JVTN® is on developing a specific skill + the process for that topic. Example: “How To Sell A Car” includes closing for 75% of the objections you’ll get in most sales. “Advanced Closing” covers more. …
Turn Lost ‘New’ Sales Into ‘Used’ Deliveries
At my last dealership, we averaged about 20 salespeople and sold 250-300 new and used. Four of us though, sold 100+ between us, and of my 30ish a month, at least a third were used. I moved a lot of new vehicle buyers to used and a lot of used to new. But you can’t …
Certified & Used
If you start your sale on a used car with, “What were you looking for?”, they’ll say, “An XYZ for around $X0,000.” If you don’t have it or they don’t like it, it’s “Ok, I’ll check back.” To sell more, instead of focusing on price first, find who it’s for, how they’ll use it and …
Only Santa Drives A Sled
Most people have a trade-in, so I want to remind you to never knock a person’s trade. They trade them in because they don’t like them or because they have issues, or they just want a new car. But if you start knocking it, they’ll start defending it! We all want too much for our …
