Perfect Practice Develops Perfect Skills

In our 2-day workshop, I always teach my simple 5 step process to find the next buyer in a household by asking just 5 questions.

I have everyone write down each question, look at it for a minute, then turn it upside down. Then I ask someone to ask me those 5 short questions I just gave them.

Of course they can’t do it, because they just heard it
and wrote it down, and they haven’t practiced it.

Asking the exact questions are critical, so I tell them to practice during the next break. When they’re back, I ask someone to ask me the questions, then ask another, and another, and almost no one is close to being perfect.

It’s the first day, so I have them practice it out loud at least 10 times before tomorrow and to practice again before we start day 2.

I ask 2 or 3 people, and for the most part, they’re really close to 100% on the words. BUT they’re only 50% correct on what will make the difference; and it’s the delivery.

Now they have to master using those words
to get the customer to purchase.

Once they understand that it takes practice to develop a skill, now they have to master the…

ABCs Of Effective Communication

Like mastering the right words, now it’s time to learn the right delivery.

Practice Your ABCs

A. When you’re talking to a potential buyer, the words you say are critical. But your words alone are only 7% of what it takes to build the value to sell expensive vehicles or any other expensive items.

B. How you say those words; your tone & inflection are 38% of the effective communication you need for them to buy today.

By that, are you talking to them in a boring monotone, or with enthusiasm and confidence ie; ‘you’re going to love the way this truck will…’.

C. The real kicker that makes or breaks sales is that 55% of your body language is the make it or break it key to delivering a vehicle.

You’re trying to get people to do what they came to do, so your body language has to visibly match your words, tone and inflection with that smile as you physically move to head to your office.

Example: You’re on the way back from the demo – a few hundred feet before they pull in, say…

“You guys are gonna love it, so park in the sold line, grab your registration & miles and let’s get you outta here, so you can surprise the kids.” And then head to the office.

Just follow these ABCs and you’ll sell more cars and have a lot more fun doing it.

I know you can understand the logic of the ABCs, so use that chapter on JVTN®, focus on one skill, and practice and practice the ABCs until you own them.

Perfect practice develops perfect skills and that means more sales!

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Sell more cars with Joe Verde’s sales book, “Earn Over $100,000 Selling Cars – Every Year” for a free PDF or to order a soft cover book.