Category Archive For "set goals"
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 …
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 …
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 …
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 …
“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 …
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 …
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 …
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 …
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 …
