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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Ask your way to the sale!

As the 8 car guy my first 5 years, the only questions I asked were; how much down, what payments did you want, do you have a trade, what do you owe, how’s your credit, are you ready to buy today? Before I sold cars again, I learned more about selling and I learned why …

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Developing Skills

My biggest challenges with developing my skills started with taking everything I learned about selling pots and pans, real estate, insurance, etc., and reworking that into the specific words & phrases I’d need to use selling cars. Then came processes. Selling pots and pans or insurance going door to door, isn’t the same process you’d …

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Find Your Stats!

To improve at sales, gross or working leads, you have to find out what you’re really doing and be totally honest in your ‘counts’, below. A. Find your results when you’re only communicating by web / email & texts. 1. Count ALL of these leads this month.2. Count all of your back and forth contacts …

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Fall down, Get back up!

When you fall down, do you get back up? Think about when you miss a few sales in a row – do you give up and blame it on the market, the dealership, the customers, etc. or do you learn more, so you can sell more units in the future? ————— I’m sure glad this …

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Emotions Drive Most Purchases

Customers buy a different car or truck because they want to, not because they need to. The more excited they are when they’re on the lot, the more likely they are to buy. (Think about it – when people are cautious, aren’t we all less likely to buy?) Their positive emotions come from the sights, …

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