Category Archive For "set goals"
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 …
“From $45,000 to $80,000 to $100,000!”
“I started selling cars 3 years ago in the middle of the pandemic, at a great dealership that believed in the value of great training – and if it wasn’t for your training, I would not have made it. From Day 1, I have trained daily on JVTN® learning your 8 Step Sales Process To …
What’s your story?
I was watching a program about how people either stay the same or change. The end point was that we all either write our own story in life, or life will write it for us. Think about it. Aren’t our life experiences broken into chapters; kid, teenager, adult, soldier, bartender, salesperson, trainer, etc.? If yours …
Success comes at a price!
So many people confuse ‘waiting’ with ‘working’. They want more sales without more effort, but… “The only place in the world where success comes before work, is in the dictionary.” Quick story: It was a rainy day and I’d contacted all my prospects from hot to cold. My coldest was a farmer out in Riverside …
Appreciate What You Have…
Before It Becomes What You Had! Isn’t it fun taking the negotiations out of the process? When you have the only vehicle in town they want, selling is so much easier. I’m hearing about BIG commissions. In class, we just heard about a $50,000+ month a Toyota salesperson had. That’s more money than I made …
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 …
“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 …
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 …
