Training Content
Dealers and Managers
- Series: Fast Start To Recovery & Growth For Dealers & Managers
- Let’s Get Ready To Grow!
- What Changed About Selling Today?
- Are You Market Driven Or Management Driven?
- Price Matters – It’s Just Not Most Important!
- What Were We All Taught To Focus On?
- Can You Name Your Best Prospects Today?
- Three Groups – Three Key Responsibilities
- Good Gross Vs. Bad Gross – Why It Matters Today
- What’s Your Potential On Incoming Sales Calls?
- What’s Your Potential With Prospecting?
- What’s Your Potential With Unsold Follow Up?
- Critical Stats That Matter NOW!
- What’s Your Potential With The Basics And Closing?
- What Is Management’s Key Role In Your Dealership?
- You Set The Rules With Processes & Procedures!
- Tracking To Train – The Easy Way To Improve!
- Setting Clear Goals For Recovery & Growth
- Let’s Motivate – Not Demotivate Your Salespeople!
- Daily Training & Coaching Your Team
- Managing Your Salespeople & Their Activities
- Step 1 – Putting Your Recovery Team Together!
- Survival – Four Basic Steps To Take Now!
- Your Daily Dozen Steps To Recovery & Growth
- Something Important You May Have Overlooked…
- Series: Fast Start To Management For Sales Managers
- Welcome From Joe
- Introduction
- How Are You Doing Now?
- How To Double Your Net
- The Secret: How To Get Salespeople To 'Work'
- How To Keep Salespeople Motivated
- Gross: New Vs. Used
- 3 Easy Ways To Raise Sales
- Why Do Managers Get Stuck?
- What's Your Real Job?
- If Prospects 'Buy' - What Are We Supposed To Do?
- Why It's So Easy To Sell Cars Today
- Closing On Price Or Budget - Which Is Best For Gross
- Why Shouldn't You Talk Price First?
- They Buy Quick - So We Have To Follow Up Fast!
- What's Up With Today's Buyers?
- How Much Gross Do Salespeople Give Up?
- Why Color & Options Don't Cost You Sales
- Do You Want Higher Gross?
- Common Sense Usually Isn't So Common
- The Math Says It All: Follow Up = More Sales!
- Just How Serious Are Inbound Sales Callers?
- What's It Really Worth To Prospect?
- 25 Quick Answers That Matter
- The Big Math: Opportunity, Denial or Heartbreak?
- A Final Thought From Joe
- "Ask Joe & Our Trainers" - Managers Q&A On Managing Salespeople
- Any Quick Tips To Improve Sales?
- Aren't "Commitments" Kind Of Old School?
- What Are Customers Really Buying Today?
- How Can We Work With Price Questions?
- Describe An Effective Sales Force?
- Give Me The Short Job Descriptions We Need
- Why Do We Need To 'Rephrase' Price?
- Any Tips On Daily Prospecting?
- What's The Goal In Our 1x1s With Salespeople?
- Give Me Some Tips On Holding Better Training
- Describe An Effective Salesperson's Workday
- My Guys Smoke - How Do I Deal With It?
- When Is the Best Time to Close?
- Are Used Car Buyers Good Service Prospects?
- Why Do We Always Seem To Miss Our Goals?
- Who Should We Blame?
- Do Shortcuts Always Cost Us Sales Or Gross?
- How Can We Sell What's In Stock Instead Of Locating?
- Where's The Money Trail Lead?
- What Do You Mean By "Steady Growth"?
- What Do You Mean: Pay Now or Pay Later?
- What's It Really Cost To Get A Customer?
- Is There An Easy Way To Grow?
- Can't We All Just Get Along?
- What's Their Real Job?
- Can 'One Size Fits All' For Presentations?
- We Thought We Tracked Accurately - Any Tips?
- How Can We Handle Internet Price Shoppers Better?
- Give Me A Tip On An Effective Sales "Tool"?
- Don't Lower Prices = More Value For The Customer
- What Actions Speak Louder Than Words?
- What's The Real Math On Sales Vs. Lost Sales?
- Any Internet Tips?
- You Refer To "Family" Lead Generation - Explain?
- Where's An Easy Place To Prospect?
- Isn't SHAC A Basketball Player?
- Why Is "Welcome" So Important?
- How Does Complacency Kill Sales So Quickly?
- Any Tips On Management Time Savers?
- If You Find Something That Works, Duplicate It!
- Who Is Our Real Competition?
- How To Work Better With Women Buyers
- How Can We Keep The Ball Rolling?
- What Is 'Lead Management'?
- How Can We Trade-In "Ups" for Repeat Customers?
- What Are 'Action' Closes?
- Why Is The Right 'Uniform' Critical In Sales?
- Why Doesn't Price Matter?
- How Does The Average Salesperson 'Score' In Selling?
- What Do You Mean "Sell On Your Feet"?
- What's Our Potential?
- What Can Our Service Advisers Do To Sell More?
- What's A 'Kitchen Table Budget'?
- How Can We Improve Our Closing Ratio?
- How Can We 'Double Net' With No New Expenses?
- When Should We Just 'Get Out Of Salespeople's Way'?
- Why Do You Say "It's Almost Never About The Price"?
- What If You Don't Have The Right Vehicle For Them?
- What Do You Mean 'Closing Is A Process'?
- Why Does It Have To Be 'Anchors Away'?
- Rocket Science: To Sell More - Just Help Them Buy
- Driving The Vehicle - That's The Secret
- I Saw This In Your Newsletter - What Does "ABC" Mean?
- How Do You Use 'Yes' Questions?
- Which Is Best In Sales: Asking or Telling?
- Why Should You Close On Value First?
- Do Most Managers Motivate Or Demotivate?
- What Does "Slow Kills Negotiations" Really Mean?
- How Soon Do Customers Buy?
- How Can Every Sale Be A Potential 36-Car Account?
- What Percent Of People Shop Our Price If We Give Them One?
- Which Type Of Traffic Is Best?
- Is Doubling Your Net Actually Possible?
- What Can We Do To Get A 15% Increase?
- Any Tips On Goal Setting?
- How Do You Implement 'The' System?
- How Can I Improve My Average 10-Car Guy?
- How Should We Manage Our 'Sold' Accounts?
- What's The Difference: Market Vs. Management?
- New Vehicles - Used Vehicles - Which Is Better?
- You Said "Change Price To Budget" To Sell More - How?
- How Can We Retain More Gross Profit?
- How Can We Avoid Dealer Trades?
- Which First Ten Words Make Or Break Most Sales?
- I Sold Lots Of Cars Without One - How Important Is A Demo?
- What Does It Really Cost Us To Buy A "Sale"?
- When Should Salespeople Use Their Evidence Manual?
- Why Should I Help My Salespeople Make More Money?
- How Do I Start Motivating My Salespeople More Effectively?
- Any Hot Tips On Negotiating?
- It's Important, So Which Is It - 30 or 3?
- List Five Important Stats And "Why?"
- Tell Me More About Today's Buyer
- Creating Great Closers
- Math Or Method?
- Take A Look At Your Sales Team
- The Critical Half-Minute
- Too Much Car?
- Trade In Your Scripts
- What Does A "Buyer" Look Like?
- What Salespeople Can Control On The Lot
- What The Pros Do
- Why Customers Bolt - Part 1
- Why Customers Bolt - Part 2
Salespeople and Sales Managers
- NEW! COMING SOON.... Ask The Right Questions & Close More Sales
- Your 3 Most Important Questions
- Why You Need To Ask Either / Or Questions
- When Should You Use Open-Ended Questions?
- To Hear "Yes" More Often - Use This Question
- Build The Sale Using These Questions
- How To Get Their Buy-in Faster
- Turn Questions Into Commitments To Buy Now!
- Build Value Fast To Set Up Your Closing Question
- How You Put It All Together To Make More Sales
- NEW! COMING SOON.... Can I Really Make $100K+ Every Year Selling Cars?
- To Sell More - Understand Your Market
- Your Checklist: Which Skills Can You Improve To Sell More?
- Double Your Sales With Your Current Floor Traffic
- Increase Your Sales 67% With Unsold Customers
- Triple The Sales You're Making Now To Incoming Sales Calls
- Double Your Sales With Easy Daily Prospecting
- Raise The Gross On Every Sale You Make
- Hit The Big Time: Make An Extra $196K Every Year
- Fast Start Series: Fast Start To Selling Cars For Salespeople
- Welcome From Joe
- Are You Ready To Sell More Cars?
- Why Is Selling Cars The Best Job On The Planet?
- What's Your Income Potential In This Business?
- What Common Traps Destroy Success In Sales?
- What Do You Need To Know About Today's Buyer?
- Why The 'Demo' Will Make Or Break Your Sale
- Hot Buttons - What Info Do You Need To Close?
- Quick Question: Which Is Your Hottest Prospect?
- Did You Get A Job Description?
- What If There Were Four Simple Secrets To Success?
- Who Is Your Best Prospect?
- Should You Try To 'Tell' Or 'Ask' Your Way To The Sale?
- Could You Actually Close 75% Of Your Prospects?
- Do You Get A 2nd Chance To Make A Good 1st Impression?
- Which Two Steps Pull Your Sale Together?
- How Should You Present Your Product?
- Should You 'Walk Through' Service Or 'Sell' Service?
- If You Could Handle Price, Could You Sell More Units?
- Is Closing A Question Or A Process?
- How To Close When You Get Objections
- From The Lot to the Office with a Firm Commitment
- Would An Effective Daily Routine Improve Your Income?
- Which Two Steps Help You Close More Sales?
- A Note From Joe
- Series 1: "Double Your Income" - The Complete Joe Verde Sales Process
- Introduction
- Understanding the car business
- Joe's Story
- Average Vs. Pro - The Difference In Income
- 17 quick questions on you and sales
- Your potential in automobile sales
- The Secrets To Success
- Secret # 1, Developing Your Selling Skills
- Rating Your Skill Level
- Product Knowledge
- Feature/Advantage/Benefit Selling
- Secret # 2, Go To Work To Work
- Secret # 3, Maintaining a Great Attitude
- Secret # 4, Your Choice Of Customer
- Avoiding The 5 Most Common Traps
- Getting You Organized
- Organization/Monitoring/Tracking
- Track Everything You Do
- Working Prospects
- Track Your Progress
- Your End Of Month Results
- Chart Everything You Do!
- Forecasting & Goal Setting
- How To Set & Reach Goals
- Setting & Reaching Goals I
- All About Goals
- Different Types of Goals
- Setting & Reaching Goals II
- Examples Of Results & Activity Goals
- Fundamentals Of Selling
- What Is Selling?
- The Difference Between A Want And A Need!
- The Steps To Buying & Selling, And More About Your Customers
- Some More Facts About Selling & Your Customers
- Working With People
- General Tips On Working With People
- Learning How To Spot Buying Signs
- Understanding How We Communicate
- Avoiding "Bad Luck" Words and Phrases
- Using "Good Luck" Words and Phrases
- Your Pre-Presentation Steps
- A Few Questions About Buying
- First Impressions And Greetings
- Tips On Your Greeting
- Building Rapport
- Investigating: To Find Wants And Needs
- Investigative Questions
- Your Presentation Steps
- The Basic Steps Of Selling Anything
- A Controlled Walk-Around Presentation
- Presentations That Are After Your Demonstration
- How To Give Great Demonstrations
- A Wander-Around And Service Walk
- The Evidence Manual
- The Delivery!
- Series 2: Closing The Sale & Overcoming Objections
- Introduction
- How To Succeed In Sales
- Learning Vs. Skill Development
- Your Key To Success In Sales
- How Can I Work Smarter In Sales?
- About Selling
- Why Do You Need Skills In Sales?
- How Many Sales Do You Miss Each Month?
- Why Not Play Your Best Odds In Sales?
- What About Your Buyer?
- Which Are Your Best Prospects?
- Getting You Ready To Sell
- Why Is Selling A Process?
- Why Is Tracking Critical To Growth?
- How Can You Make More Money?
- Why Is Goal Setting So Important?
- Developing Your Selling Skills
- Big Skills & Little Skills
- How Do I Develop My Skills?
- How Do We Communicate?
- It's Your Choice: Good Luck Or Bad Luck
- How Can I Tell If They're Ready To Buy?
- Q & A On Closing The Sale
- How Can I Control The Conversation?
- Answers To Your Questions About Closing
- What Do You Do If They Say 'No'?
- 5 Biggest Mistakes In Closing The Sale
- Q & A On Handling Objections
- Is It A Condition, Concern Or Objection?
- Reflex & Sincere Objections
- Working With Objections
- Mistakes Salespeople Make With Objections
- The Questions That Pros Ask
- What Are The Best Questions To Ask In Sales?
- How To Build Mental Ownership
- Closing Sales The Easy Way
- Easy Questions To Help You Sell More Cars
- More On Questions
- Secrets From The Pros On Objections
- Learning To Control Objections
- How To Bypass Price Questions
- How To Bypass Color And Equipment Objections
- Isolating Objections
- Ten Ways To Get A Commitment
- How Can I Make Objections Easier To Handle?
- Closing Sales The Easy Way
- Similar Situation Close
- Creating Urgency
- 3 More Closes That Work
- Last Resort Close
- What To Do When They Say "NO"
- What They Say Isn't What They Mean
- Closing On "I'll think it over"
- Finding The Real Objection
- The Ben Franklin Close
- Turn "NO" On The Lot Into "YES"
- How To Turn "No" Into "Yes"
- More Closes That Work
- Seriously Now!!!!
- 3 Closes For The Pro's
- The Lost Sale Close
- Transitioning To The Paperwork
- You Can't Negotiate Without A Commitment
- More Commitments More Commitments = More Sales
- Overcome Unrealistic Trade Value Expectations
- Create Doubt And Close
- Your Next Step To More Success
- Series 3: How To Follow Up, Prospect and Retain Customers in Today's Market
- Introduction
- What Is Follow Up & Why We Need To Do It?
- More Contacts=More Sales
- To Earn More - Do More Smart Work
- CSI Calls Vs. Follow Up Calls
- Least Productive Vs. Most Productive Customers
- General Information
- Short & Long Term Success
- Why It Works!!!
- Why Salespeople Don't Follow Up Or Prospect
- 7 Good Reasons To Learn How To Follow Up & Prospect
- Set Realistic Goals For Yourself
- How To Prospect In Today's Market
- Your 5 Year Goal
- You're in Business for Yourself
- We Are Missing Opportunities
- Building Your Master List
- Make A Game Plan
- How To Prospect By Mail
- Sending Out Your Follow Up Mail Outs
- How To Manage Your Daily Mail Outs
- Why White Space Is Critical
- Common Mistakes On Mailouts
- How To Prospect By Phone
- 4 Steps To Build A Future
- Sell The Appointment, NOT A Car!!!
- Control The Incoming Call
- Learning Gets Easier Not Harder
- How To Prospect In Person
- Prospecting Is NOT Selling- It's Way Easier
- The Key Is To Make Friends
- Prospect With Anyone, Anywhere, Anytime!!!!
- Don't Fear Prospecting/ Nothing Bad Happens II
- Setting Up Your Follow Up System
- Create Your List & Watch It Grow
- You Need A 3 Step Process
- Quick & Easy, Make Contact Every 45 Days
- Getting Yourself Organized
- How To Follow Up Each Type Of Prospect
- Prospecting Your Friends & Family
- The "First 45 Days" After The Sale
- Follow Up On Your "Working" Prospects
- Follow Up At Auto Shows & Tent Sales
- Joe's Newsletter
- Series 4: Phone Skills For Today's New Market
- Introduction
- 4 Areas That Control Your Success In Sales
- Bad Habits You Should Avoid
- Learning How To Sell Comes First
- Why The Telephone Is Critical To Your Success In Sales
- Why Are Phone Skills So Important?
- The Buying & Selling Process
- Why Do You Need Phone Skills?
- Why Is Repeat Business So Important?
- How Long Does A 5-Minute Phone Call Last?
- Phone Facts On The Different Types Of Prospects
- What Are The Stats On Incoming Calls?
- Why Do We Miss So Many Sales?
- Why Is Prospecting In Service So Effective?
- Missed Opportunities
- Your 5 Key Opportunity Areas For More Sales
- 5 Easy Ways To Make More Money
- The Big Math On Your Potential
- Getting Ready To Pick Up The Phone
- Communication Skills
- Good Luck vs. Bad Luck Words & Phrases
- 3 Questions Will Make You Rich
- How To Get People To Say "Yes"
- Your Basic Incoming Call Script
- 10 Steps To An Easy Appointment
- Firming Up Your Appointment
- Your Incoming Call Script
- Your Most Common Questions And Objections On The Phone
- Working With Tough Customers
- Understanding Phone Objections
- Bypassing Objections On The Phone
- Developing Your Responses For The Different Types Of Calls
- Keep It Short & Sweet
- Internet Leads
- Outgoing Follow Up Calls
- Keys To Making Outbound Calls
- What Is A 5-Minute Follow Up Call Worth?
- Your Initial Follow Up To Sold Customers
- How To Prospect By Phone (The Keys To The Gold Mine)
- Prospecting on the Phone
- How To Prospect In Service
- Orphan Owners & Lease Customers
- Calling Your Referrals
- The Mini-Series Collection
- Plan Your Day - Work Your Plan
- How Do I Get Organized So I Can Sell More?
- A Few Simple Habits that will explode your earnings!
- Who are the best people to call?
- What is the most important hour of my day?
- Find out how to improve in sales
- Three ways to increase your sales
- How to track and set record sales
- What story do my numbers tell me?
- How to control your success
- How Goal Setting Can Help Increase Your Sales & Income
- A Dream With A Deadline
- Why Do Goal Setters Earn More Money?
- What Is A Realistic Goal?
- What Mistakes Do Most People Make Setting Goals?
- Make A 'Never-Ending' Goal List
- Your Final Step In Goal Setting
- What's Different About Today's New Buyer?
- Introduction
- Floor Traffic Part 1
- Floor Traffic Part 2
- Floor Traffic Part 3
- Upside Down & Tech Savvy Buyers
- Steps To Get Committed Buyers
- Selling Used Cars
- Working Deals
- Power Closes To Win More Negotiations
- Welcome From Joe
- Time Is Money
- Long Term Savings
- New Vehicle vs. Trade-In
- Gas Savings Close
- Reduce To The Ridiculous
- Odd Ball Split
- If You Were Me
- Lost Sale Close
- The Apology Close
- Sell To The "Easy To Close" Prospects
- How Can I Increase My Closing Ratio Fast?
- Where Is The Pot Of Gold In My Dealership?
- What's The Quick & Easy Way To Get Referrals?
- How Can I Get More People On The Lot Asking For 'me'?
- What Prospecting And Follow Up Matter To 'you'?
- How Do I Make Sure People Buy From Me Next Time?
- How To Turn A Prospect Into A Friend
- Definition Of Closing
- What's The Definition Of Closing?
- Creating A Committed Buyer
- How Can I Set Better Goals And Manage My Selling Day?
- MPG Introduction
- Managing Your Daily Activities
- Plan Your Day - Especially Your Appointments!
- Managing Your Working Prospects
- Working Prospects Questions
- Daily, Weekly, and Monthly Tracking
- The Easy Way To Track Your Daily Activities
- Monthly Sales Log
- Monthly Sales Log Questions
- Daily Travel Rate Chart
- Q&A On Daily Travel Rate Charts
- Q&A On Weekly Progress Reports
- End Of Month Summary Part 1
- End Of Month Summary Part 2
- End Of Month Summary Part 3
- End Of Month Summary Part 4
- End Of Month Summary Part 5
- Forecasting, Goal Setting and Planning (1)
- Forecasting, Goal Setting and Planning (2)
- Quick Tips On Using Your Daily Planners
- Ask Joe & Our Trainers
- What Can I Do To Sell More & Earn More?
- How To Use Incentives & Rebates
- What Should I Do At Work Each Day?
- Can You Control The Sales Process?
- 3 Steps To Growth
- What's the Best Way To Get Their Name?
- Ben Franklin Close
- Quick Tips On Reaching Goals
- Hot Tips To Sell More During Holidays
- I'm New - What Should I Do?
- Which Is Best: A Service Walk Or A Service Presentation?
- What Are The Key Points Of Leasing?
- What Should I Focus On?
- What Does "L.A.S.T." Mean?
- What Do You Mean "Would You Do If You Were The Dealer"?
- Is 1/2 Of Something Really Better Than All Of Nothing?
- Is There An Easy Way To Sell From Stock?
- Where Do I Miss The Most Opportunities To Sell More?
- Is There An Easy Way To Build Rapport With Everyone?
- There Are So Many Skills You Need - How Do I 'Master' Selling?
- How Can I Manage My Activities More Effectively?
- Is There A Way To Prevent Buyer's Remorse?
- What Are The Biggest Mistakes Salesepeople Make With Product Knowledge?
- You Said There Are Rules To An Effective Demonstration - What Rules?
- How Important Is Attitude To Selling - Really?
- How Can I Get Their Kids To Help Me Sell to Mom And Dad?
- What's The Best Way To Handle Their Trade-In When It Comes Up?
- What Are Some "Bad Luck" Things I Say That Cost Me Deals?
- Is There A Quick Question That Makes Them Want The Car More?
- Is This About Me?
- How Can I Avoid Burnout?
- What's Does "Qualifying" Really Mean?
- Sometimes I'm Bored - What Can I Do?
- It's Slow - Should I Get A Part-Time Job?
- How Do Some Salespeople Make The Big Bucks?
- Should I Change Dealerships Now And Then Or Stay In One Place?
- What's The Best Way To Develop Skills?
- Should I Focus On Walk-In Customers Or Repeat Customers?
- What's The Quickest Way To Lose Sales?
- When is it better to turn it?
- Who Is My Competition?
- What Can I Do To Guarantee My Long Term Success In This Business?
- Should I Focus On Walk-In Customers Or Repeat Customers?
- What Do You Mean When You Say "Nothing Bad Happens"?
- Should I Try To Focus On Selling The Vehicles I Like Most?
- How Can I Get Them More Excited About Wanting The Car?
- Do You Have Any Quick Tips That Will Help Me Sell More?
- Any Tips On Setting Goals?
- How Can I Find My Prospect's Hot Buttons?
- Should You Use "And" or "But"?
- Do You Have Any Tips On Using My Evidence Manual?
- Who Is Clark?
- You Say "Triple Your Sales" - But Is That Really Possible?
- Do We Honestly Need To Give Almost Everyone A Demo?
- Business As Usual?
- Who Is The Decision Maker?
- It Is Rocket Science!
- Positive Or Negative?
- What 99% Said!
- What Do You Mean ... "100 = 57"?
- Aren't Most Customers Pretty Tough In Real Life?
- Who Is Really Buying?
- What Do You Mean "Speed Kills Selling"?
- How Can I Use Goals To Develop Better Habits?
- How High Can You Jump?
- What Do You Mean "Sell On Your Feet"?
- What Are The "30 Car Accounts" You Refer To?
- Can You Explain The Buying Process?
- 'Good' Vs. Being 'Prepared' - Doesn't Being Good Mean You're Prepared?
- What Is A "Master List" And How Do You Use It?
- What Is The Most Productive Thing I Can Do To Sell More?
- Do You Ever Get A 2nd Chance To Make A Good 1st Impression?
- What Can I Talk About With A Customer?
- What Do I Do Right After The Greeting?
- How Do Some Top Salespeople Work 8 to 5 - Isn't It 'Ding to Dong' Everywhere?
- Does The Process Change Based On Who You're With?
- What Do You Do When You're Already The Best?
- Retention Means Future Sales
- Can't You Skip Some Steps In Real Life?
- If They Came To Buy - How Come They Don't?
- How Important Is Training?
- When Should We Use Open-Ended Questions?
- How Can I Control The Selling Process?
- How Can I Close The Sale "One Question At A Time"?
- What Do You Mean By "The Big Bucks Are In The Small Details"?
- Any Ideas On The Internet?
- 1st Impressions
- Why A 1st Impression Matters
- Ted
- When Do You Stop Building Rapport?
- How Do We Practice Until We Can't Get It Wrong?
- How Many People Are Buyers?
- Would You Explain 'Yes' Questions A Little More?
- What's The Difference Between A Career And A Job?
- How Can I Challenge Myself To Improve?
- How Can I Prepare For A Great Day?
- How Can I Get The Prospect To Agree With Me More Often?
- Do I Need A Custom Presentation?
- How Can I Get To My Next Level?
- How Many Sales Do We Really Lose From Pre-Qualifying?
- How Can I Improve?
- What Can I Do To Avoid Losing Sales In A Recession?
- How Can I Sell More From Inventory Instead Of Locating So Many Vehicles?
- Any General Tips?
- Where Do I Start If I Want To Raise My Gross?
- What Do You Mean About The "Heart Of Selling"?
- Which Is The Most Important Step?
- Should I Think Big Or Be More Realistic?
- Where Do We Miss Sales?
- Is Asking Questions Really That Important?
- What Potential Do You Really Think We Have In Sales Today?
- So Now, What Do We Do With What We Know?
- What Do You Mean By 'Double Double' - That's Not A Burger, Right?
- Any Tips On Controlling Customers And The Sale?
- Power Tips
- Set Better Appointments
- 5 Things To Avoid
- Average Days Lead To Average Months
- Understanding Our Customers
- Investigate Or Guess?
- What Are The BEST Ways To Close The Sale?
- Let Ben Franklin Close Your Sale
- Quick & Easy Either / Or Closes
- How To Isolate Any Objection To Close The Sale
- How To Close 'Bad' Bob
- How To Use The Maintenance Close
- The Sold Line Action Close
- How To Use The Gas Savings Close
- How To Turn "We're just looking" Into A Delivery
- When To Use An Assumptive Close
- The Easy Way To Handle Price Book Shoppers
- How To Use The "New Car Vs. Trade In" Close
- How The "Long Term Savings" Close Works
- The 5-Step Close For "I'll Think It Over"
- How & When To Use The "Summary" Close
- Rephrase "Price" Objections To Raise Your Gross
- It's Time To Call Their Bluff
- Handling Your Toughest Price Customer
- Your Key To Success: 4 Steps To Handle Any Objection
- Winning The 30 Second Battle
- Logic vs. Emotions
- Concerns vs. Objections
- 7 Steps To More Sales
- Closing Is A Process - Not A Question
- Justifying
- Don't Fear "NO"
- Technique
- Close It Now - Price Is Not The Issue
- How Do You Avoid "Just Looking"?
- How To Get The Deal Done
- How To Close 57% Of The Time
- It's All About Attitude - Develop A Closer's Mindset
- Everybody Can Learn To Close More Sales
- 3 Ways To Close Without A "No"
- How Can I Improve My Follow Up & Prospecting
- How To Work Lease Returns For More Sales
- Follow Up: What's My First Step?
- Phone Skills Control 90% Of Your Success
- Who Do Your Friends Buy Their Vehicles From?
- Easy Or Tough? It's Your Choice!
- Handling Internet Leads
- Ultimate Retention Program
- How Do You Close In The Negotiation?
- How To Use A Credit App To Sell More
- Negotiation Power Tips
- How To Take A Customer Statement
- Have You Done Your Job On The Lot?...
- Closing vs. Negotiation
- Same Time-Better Results
- Get The Edge In Negotiating
Service Salespeople and Service Management
- Series: Selling On The Service Drive
- Joe Verde
- I'm In Sales?
- 4 Secrets to Success
- Easy Traps To Fall Into
- 5 Biggest Mistakes Selling In Service
- Customer Retention = Growth
- Why We Lose Service Customers
- Understanding Selling
- How We Develop Skills
- 3 Easy Questions To More Sales
- Q&A on Closing Part 1
- Q&A on Closing Part 2
- Biggest Mistakes In Closing
- Our Buyers 5 Biggest Concerns
- Presenting on the Drive Part 1
- Presenting on the Drive Part 2
- Presenting on the Drive Part 3
- Control the Flow Throughout The Day
- 4 Steps To Appointments That Show
- One Last Thought
- Series: R E T E N T I O N - The Key To the Gold Mine
- Why It Matters
- Where Are The Customers? Part 1
- Where Are The Customers? Part 2
- Cut Your Losses!
- Why Me?
- Power Tips: Selling More - Gross - Productivity
- Seeing Is Believing
- Up Your RO
- Lost Time = Lost Revenue
- Higher Value = More Sales
- PDF Your Specials
- Happy Letters
Finance Sales and Management
- Series: Understanding Your Role In Finance
- Introduction
- The Manager Side Of Business Manager
- The Selling Side Of Finance
- About Finance
- Working With Salespeople
- Series: Skills - Processes And Attitudes In Finance
- Intro
- System / Process Skills (F&I Skills Part 1)
- Paperwork Skills (F&I Skills Part 2)
- Presentation Skills (F&I Skills Part 3)
- Questioning Skills Part 1 (F&I Skills Part 4)
- Questioning Skills Part 2 (F&I Skills Part 5)
- Turning Knowledge Into Skills (F&I Skills Part 6)
- Work Habits
- Your Success Attitude
- Why Customer Retention Is Critical
- Series: Selling In Finance Is 'Selling'
- To Sell More - Understand Buyers
- To Sell More - Follow The Selling Process
- How To Avoid Price Until You've Covered Benefits
- Two Quick Closes In Finance
- Series: Power Tips: Approvals - Penetration - Gross
- Paperwork In Finance
- Current Averages - Why They Matter
- Do You Approve Or Improve The Deal?
- Secure The Deal
- Transitioning Into Finance
- How To Transition Out Of Finance
- Just Filling In For Finance
- Why You Need To Hold Training
Compliance - Human Resources
- Compliance Series: Compliance For Finance & Operations
- Introduction To Compliance
- Gramm-Leach-Bliley Privacy Rule
- Joe Verde
- Gramm-Leach-Bliley Privacy Rule
- General Requirements Part 1
- General Requirements Part 2
- GLB Privacy Policy Summary
- Gramm-Leach-Bliley Safeguarding Rule
- Joe Verde
- Safeguarding Rule
- Safeguarding Rule Requirements
- Common Sense Practices Part 1
- Common Sense Practices Part 2
- Safeguarding Rule - Responsibility And Training
- OFAC
- FTC Telemarketing Rule
- Joe Verde
- TelemarketingSales Rule Part 1
- TelemarketingSales Rule Part 2
- Michael Benoit Q&A
- Michael Intro
- IRS/Fin Cen For 8300
- ECOA and Reg B
- Fair Credit Reporting Act
- GLB Privacy
- GLB Safeguarding
- OFAC
- FTC Telemarketing
- Reg Z and Reg M
- Michael Benoit "Who They Are"
- Equal Credit Opportunity Act and Regulation B
- Joe Verde
- Equal Credit Opportunity Act & Regulation B
- Fair Credit Reporting Act
- Joe Verde
- Fair Credit Reporting Act
- Regulation Z
- Joe Verde
- Regulation Z Part 1
- Regulation Z Part 2
- Regulation M
- Financial Crimes Enforcement Network IRS/FinCEN 8300
- Joe Verde
- IRS/FinCEN Form 8300 Cash Reporting
- OFAC/SDN List
- FTC Used Car Rule
- Joe Verde
- Used Car Rule Part 1
- Used Car Rule Part 2
- FTC Telemarketing Rule
- Joe Verde
- TelemarketingSales Rule Part 1
- TelemarketingSales Rule Part 2
- Financial Crimes Enforcement Network IRS/FinCEN 8300
- Joe Verde
- IRS/FinCEN Form 8300 Cash Reporting
- Red Flags Rule
- Red Flags Introduction
- Red Flags Rule
- Red Flags Rule Requirements
- Red Flags Rule Common Sense Practices
- Human Resources - Your Most Important Responsibilities
- Discipline Part 1
- Discipline Part 2
- Records Part 1
- Records Part 2
- Compensation Part 1
- Compensation Part 2
- Safety Part 1
- Safety Part 2
- Discrimination Part 1
- Discrimination Part 2
- Leave
Other Administrative Training
- Reception: Train Your Only Employee Who Talks To Every Customer
- Introduction
- The Receptionist Series
- How Do You Spell RECEPTIONIST?
- How To Make A Good 1st Impression
How Can You Make Sure
This Will Be Your Best
Year Ever?
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