Tag Archive | "Joe Verde"

Joe Verde Releases New eBook

ORANGE COUNTY, Calif. — Joe Verde Sales & Management Training Inc. released a new eBook titled, “The 10 Technical Skills Every Automotive Sales Manager Needs.”The eBook is the second in a planned series, and one of the most popular excerpts from Joe Verde’s guidebook for auto dealers and managers, “A Dealer’s Guide To Recovery And Growth In Today’s Market.”

The new eBook explains that when a salesperson develops or improves a skill and grows, it only affects their sales. However, when managers develop their management skills, it affects all of their salespeople’s production. The eBook explains in detail the 10 technical skills every automotive sales manager needs.

“Here’s an example of the Power of Management: When managers decide to improve all 10 salespeople by just one unit and 10% in gross, you have a 10% improvement in sales and gross for the entire dealership,” Verde explained. “In a 100 unit dealership with $2,500 gross per unit, that 10% improvement means the dealership goes from 100 units and $250,000 in gross to 110 units for $302,500 in total gross.

“That’s a 21% improvement in gross with 60% of the extra $52,500 headed to ‘net.’ Believe it, you really do control your success, and you’re sitting on a gold mine. Now it’s time to find out how to get the gold. I hope this eBook helps guide the way.”

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How to Protect Your Attitude…

What you see is what you get.” – Unknown

Because we’re only paid on what we produce, most people in sales understand why getting and keeping a positive, success focused attitude is critical. We all have bad days, okay days and bell ringers – and the more of those bad and just okay days we can eliminate, the more sales we’ll make.

When we talk about how your attitude controls your success though, there’s a lot more to a ‘great success attitude’ than being a happy person in general.

I know a lot of very happy salespeople, who aren’t quite as happy about everything that has to do with selling. And even if you’re happy but you still can’t sell or you don’t go to work to work every day, you could just end up as a happy underachiever.

Our attitude is the foundation of just about everything we do in sales, even in our skill development.

If you don’t like (attitude) follow up, you won’t apply yourself for six short weeks to train online daily and do it correctly to develop the follow up skills that will pay you back in extra units and income the rest of your life, selling any product.

Same with selling, closing, and negotiating – if deep down you don’t like selling because you’re fearful, or feel (attitude) selling is pushy, sneaky or dishonest, you’ll never devote six weeks to developing your skills so you can sell on a professional level – which is the total opposite of pushing or tricking.

If you think (attitude) you deserve a sale just because you show up and wander around with a customer for a few minutes telling them what you know about the product and offering the lowest price on the planet, you’ll miss most sales and you’ll have way more bad days than good. Why? Attitude again.

I met a guy like this the other day. He felt because he spent 20 minutes with me that he deserved a commission. In real life, he didn’t know his product very well and he couldn’t close a door with a spring on it, much less close a sale on an expensive product.

His attitude was the pits and he’ll never be any good if he won’t spend the time it takes to actually sell his product instead of just doing paperwork when someone buys his product. He’ll always go home and explain to everyone who’ll listen why he doesn’t sell more.

Another example – I recently talked to a salesperson who doesn’t like trucks. He only sells cars and loses half of the sales he could make. Other salespeople don’t like their product and say that’s why they can’t sell it. If you only sell what you like, wake up: Buying isn’t about your likes, it’s about what your customers want.

Do You Need An Attitude Adjustment?

Your attitude is everything. You need to take inventory of your attitude in everything you do that affects selling and earning an income. When or if you find something you don’t like, learn how to fix it. In real life, almost everything that affects selling – including the hours and the pay – is solved when you develop real skills in sales and come to work for just one reason – to work!

Take a couple of minutes and do a realistic assessment of your attitude in some of the most critical areas in sales.

Then start training and start by ordering my free books. Do everything it takes to turn selling cars into a highly profitable, fun profession.

Check the statements you agree with…

  • Your attitude about being in sales affects your performance.
  • Your attitude about your product affects your performance.
  • Your attitude about your dealership affects your performance.
  • Your attitude about your customers affects your performance.
  • Your self confidence (attitude) affects your performance.
  • Your attitude about success affects your performance.
  • Being around negative people affects your attitude which in turn affects your performance.
  • Negative customers affect your attitude and performance.
  • The stress of your away-from-work life also affects your attitude and performance in sales.
  • Problems at work with people, service, deals or problems with the product affect your attitude and performance.
  • Almost everything can affect your attitude and performance.

Yes – Yes – Yes – Yes – Yes!

I’m betting you checked everything on the list because those topics affect everyone. So the real question you need to answer is how do you protect your attitude?

Everything above – being in sales, your product, your success and your customers…are all controlled by your education in sales or the lack of a real education in selling professionally.

Look at the list above again – from top to bottom, everything negative is directly related to a lack of skills on your part. Even those things on the list you don’t control directly (negative people / problem deals / tough customers) are also eliminated as you continually develop more skills.

I disliked almost everything about selling cars my first five years because I didn’t understand selling, success, or the customers.  I always had tough sales, problems getting deals cleared, etc. But when I learned to sell correctly, I made more during my next seven months than my first five years combined, and you can, too.

I rarely run across anyone who attends our training who doesn’t immediately do a 180 on everything we’ve just talked about. Your success is completely in your hands. When you learn more, you can deal with more things that affect selling, your income and your attitude. If you’ll devote one year to learning to sell – your life in sales will never be the same.

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To Sell More – Remember Three Rules

When you overhear a presentation, all you’ll usually hear is a lot of talking, mostly by the salesperson. Usually he or she is going on and on telling the customer about the vehicle.

In fact, most presentations start way before the salesperson even knows who it’s for, how they’ll use it, or why they’re getting it – and that’s a recipe for failure 80% of the time.

Example: A customer walks on the lot and says, “I want to look at a Mustang,” and the salesperson says, “Sure, we’ve got a whole row of them,” and they just start telling the customer everything they know about a Mustang.

To sell more, remember all three 80/20 rules…

1. Talk 20% and spend 80% of your time asking questions and listening to what the customer tells you. Your talking time should be spent asking those who, how, why questions.

Too many salespeople think because they love cars, people will want to buy from them. Sorry, it doesn’t work that way.

You don’t tell your way to the sale, you ask your way to the sale!

2. People make their decision on just 20% of the features on a vehicle. They don’t care about everything you know (the other 80%), just the things they care most about. How do you find those hot buttons? By asking questions of everyone in the group and then listening. Who? How? Why?

Attention: Product Knowledge Experts

Know everything – but only share what matters to them!

3. 80% of the selling (and buying) is done in your demo & presentation steps of the sale, not in the office talking about price.

If you know nothing about your prospect or why they want or need the vehicle, you can’t persuade them to buy. You don’t know what FABs to target. You have to know hot buttons and buying motives to give a targeted demo & presentation. Skipping steps, offering cheap prices and repeating, “Will you buy it if we make the numbers work?” will keep you stuck in the average rut your entire sales career.

One more question … are you listening, or waiting to talk?

Even after they ask a question, most salespeople don’t hear the answer … they’re just waiting to talk again. That means the selling clues in what the customer is saying just sail right by and you miss every one of them. Remember the 80/20 Rule and listen to the customer! Ask those WHO, HOW, WHY questions and listen to their answers. Questions are the key to your success in sales.

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How To Follow Up Your Unsold Prospects

Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far…

  • 86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked.
  • You spent from 20 minutes to a couple of hours and went through some or all the steps of selling.
  • For whatever reason – they didn’t buy, so you have one of two choices.

The first option is to blow the time and effort you have already put into this potential sale, send them to your competitor and miss another sale you could be making. Or, learn to get their information before they leave and spend 5 more minutes on follow up to get 1/3 of them back on the lot. This will result in delivering 2 out of 3 of them a vehicle. If you fail to choose the second option, then unfortunately, the first option will be the result by default – another missed sale!

Here’s a very short summary of unsold follow up from one of our online courses. Of course there’s way more to learn, but follow these quick directions and you’ll start selling more now. Your only goal with follow up is to sell an appointment. Not the vehicle or the price, just an appointment that shows.

  • Get their phone number first – their cell phone number is best and get their permission to text them). Then get their email & mailing address – or you can’t follow up. Don’t ask, “Can I get your number?” Just ask, “What’s your best number?” Next, get their email, street address and finally, “Spell your last name.”
  • Send a text within minutes. One that works with just about everyone is: “Bob, make a U-turn quick, my manager has a buyer for your trade and wants to take a look at it.” Your manager does have a buyer.
  • If you get no response from your text, call them as soon as possible with the same urgent message.
  • Within an hour, send an email to say thank you for stopping by. Add personal ‘PS’ and repeat the ‘trade’ urgency.
  • At the end of the day, put a ‘thank you’ note in the mail.
  • Next day – call them again with ‘new’ information.
  • Call them again and again until they buy somewhere. Even if not from you, put them on your Master List.

One final tip – talk with your manager on exactly what to do and say.

Why does follow up work so well? That’s easy…

  1. You built rapport and gave them a good presentation.
  2. You made a great impression with your follow up.
  3. They enjoy recognition and appreciate the contact.
  4. They want to deal with someone they ‘like’.
  5. And – none of your competition did any of this!

So why not follow up to make another 6 – 10 sales per month? You have to work tomorrow, either way!

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Work Less and Earn More?

Actually that isn’t true. If you do everything I talk about doing, you’ll actually spend less time at work, earn more money for you and your family and have more free time than you’ve ever had.

Besides, you’ve got the wrong guy – I’ve never suggested that you need to put in double shifts to sell more cars.

Most of you could cut your time dramatically and increase your units and income overnight if you’d just go to work to work. And that doesn’t even count improving your skills. Just use what you know and quit wasting your day at work waiting for something to happen and you’ll double your sales.

On average, most people reading this talk to at least 3 or 4 prospects on the lot in their 8 to 10 hours at work. From experience, I know you only spend about 10 minutes with one of those prospects who showed almost no interest, maybe twenty-five minutes with one or two of the others educating them about pricing and trade values and an hour and a half with the third or fourth one.

Do the math – that means most salespeople reading this only work about 2 hours a day talking to prospects, possibly 1 hour or so in meetings, making calls or checking on cars in service. And that means the other 4 to 6 hours of an 8-hour shift are spent just waiting.

If you’re only spending 4 hours actually working out of the 8 or 10 hours you’re at the dealership every day – you don’t need a degree in math to figure out that if you work 8 hours instead, you’d double your sales and income.

What can you do?

It’s easy. If you aren’t with a customer, pick up the phone to prospect or to get that unsold customer back in – or walk out to service and start prospecting there to fill your pipeline so you can sell more cars in the future.

Get yourself ready to sell more.

In sales, you have to get good, stabilize, and then get better so you can grow.

Let’s look at a few things you need to do every day to be ready to sell…

  • Get some rest. Studies found that when you miss one hour of sleep per night, in one week your IQ drops 10 points. Since being ‘sharp’ is critical in selling, most of us can’t handle that kind of loss and still produce much.
  • Exercise every day. You don’t have to pump heavy iron, but you do need to get your brain and body working before you go in to work. Just taking an early walk helps. Studies have shown that exercise improves performance!
  • Get to work 15 to 30 minutes early. Get there early to check the inventory, talk to the early customers and get ready for your selling day.
  • Make daily training your new best friend. Learning more about selling, closing, and overcoming objections, or prospecting and follow up is something you should be doing daily.
  • Read a few pages of one of my books or watch a quick video now and then just to stay pumped, or to review a particular skill or technique.

If you’ll just make selling your priority and work hard every day to improve, I promise you can double or triple your sales and income – FAST!

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Joe Verde Launches Goal-Setting Calculator for Salespeople

Orange County, Calif. — Joe Verde Sales & Management Training Inc. released a new online goal-setting calculator. The calculator can be used both by individual salespeople or the entire dealership to find their starting point in units and income so they can set a realistic and achievable one-year improvement goal.

The tool calculates the value of setting and reaching these goals and the benefit to the individual and the dealership in sales volume and extra income.

“I think everyone wants to sell more and earn more, and most of us believe we’re setting goals correctly to achieve success. Unfortunately, that just isn’t the case 97% of the time,” said Joe Verde, president. “If you set a goal correctly, reaching it is a very straightforward process.”

Verde is the author of five popular books for dealers, managers and salespeople. In 2003, he created the Joe Verde Training Network, one of the first online training venues for auto dealers.

“As long as the goal is realistic and you’re willing to put in the effort to achieve it — no problem, you can increase your sales and income year after year. If you start off on the wrong track, that first misstep derails your goal and your long-term success,” Verde explained. “To set a clear, realistic and achievable sales goal, you need to delete the older history and calculate your ‘Current Average,’ which is your average of just your last three months.”

Verde encouraged dealers and their salespeople to use the calculator to find their current average, and then to set realistic goals for units and income so they can reap the benefit to them and their families.

“There are no tricks, no smoke and mirrors. When you set a clear goal and have a clear plan and are willing to go to work to work — the sky is your limit,” Verde added.

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