Average up 3 units & gross doubled!

“I doubled my gross and increased my average 3 units after your workshop!” “I’ve only been selling cars for 3 months, after being on the service side for 5 years. Your Sales Workshop was great, and I came back and worked on Joe’s 8 step sales process. It is so easy to follow with every …

Continue reading

You know what customers really want???

You know how frustrating it is, when you need help and you can’t get in touch with someone or can’t get them to return your calls? It’s even worse when you have an important question. Join the club, because that’s exactly how your customers feel, too. Every call from them is just as important to …

Continue reading

Top Salesperson with 21 units!

“I was the top salesperson this month with 21 units!” “I had been selling cars for one year, and before attending your 2-day workshop, I was a solid 13 car guy. In my first month after your workshop, I sold 19, 17 the next month, and then I had my best month at 21, and …

Continue reading

Watch out for tricks your mind & ego play…

Your mind, and especially your ego are not always your best friend. They want you to be perfect as-is, so they do their best to muddy the waters on anything new. It’s a mental tug of war. It’s tough to jump on board with ‘New’ things when you don’t understand how they could work. But …

Continue reading

From Not Making Enough Money To A Gold Mine…

Why are some salespeople afraid of learning more to sell more? After 5 years of bell to bell days, only selling 8 cars with not nearly enough money to pay the bills, when I thumbed through Zig Ziglar’s book, I saw a gold mine. I wasn’t afraid, I was excited. Here was the #1 salesperson …

Continue reading

Which is most important to make a sale – price or value?

Almost every salesperson is taught to focus on price, trade, down and the payments the customer is looking for when they’re out on the lot. Me, too, my first 5 years. We learned to do that from the other salespeople and from our managers. Everything was about price. We spent our time with customers trying …

Continue reading

Takes more than Optimism to Hit your Goals

“I will sell 30 cars a month!” That is certainly optimistic, but… Optimism is just another word for highball. Hitting 30 takes goals, a plan, skills and discipline. Everybody says they want to sell more, earn more, build their customer base and more. The problem always boils down to the ‘trades’ you’ll have to make. …

Continue reading

Spot your dream and make a deadline!

Goals – Goals – Goals In January, we talked about goals; what they are, who sets them, and the rules to goal setting. All of that leads to even more questions to talk about. Your success depends on 4 key elements. These are the 4 secrets to success: your Skills, work Habits, Attitude, and the …

Continue reading

The ‘slump’ is a growth killer…

“When I don’t do well, I find myself doing less, instead of more, to work my way out of a slump.” Instead of putting the spring back in their step and a smile on their face, most guarantee to fail again tomorrow, because of their attitude. Example: You started selling cars 12 months ago, climbed …

Continue reading

Stay in Control of daily activities & make more money!

Joe’s monthly planners keep me in control… “Last month I sold 13 units which was a tougher month, with all the events going on right now. I use Joe’s Monthly Planners, because they’re super easy, and very helpful to keep me on track every month. It really helps me maintain my contact with customers, track …

Continue reading

Sell More Cars, Have More Fun, Make More Money

“I never had so much fun helping people and getting paid for it at the same time.” “Selling cars was something I always wanted to do and just knew I would be good at it. I was working as a teaching assistant in the school system and I was so lucky to start at a …

Continue reading

What Will It Take To Hit $100,000 In ’24?

Most people have no idea! $100,000 a year should be the base you improve from, not your ‘hope to get lucky & hit one year’! So, the question I get a lot is, “Do I have to work in a high line store or in a better location?” Nope. Does it depend on if your …

Continue reading

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 …

Continue reading

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 …

Continue reading

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, …

Continue reading

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 …

Continue reading

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 …

Continue reading

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 …

Continue reading