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! The Basics Of Negotiation
    • Working Deals For More Sales & Maximum Gross Profit
    • You're At Your Desk With A Commitment
    • The Difference Between Closing & Negotiating
    • A Dozen Rules For Maximum Gross Negotiations (1-6)
    • A Dozen Rules For Maximum Gross Negotiations (7-12)
    • Effective Terms & Phrases To Sell More & Maximize Gross (1-6)
    • Effective Terms & Phrases To Sell More & Maximize Gross (7-15)
    • Creating Urgency Throughout The Sale To Deliver More Units
    • Trainer Q & A On Negotiations
  • NEW! Prospecting For New Business
    • Intro By Joe Verde
    • Introduction To Prospecting For New Business
    • 10 Facts About Prospecting To Increase Sales
    • What is Prospecting?
    • (Part 1) Contacting Previous Customers
    • (Part 2) Contacting Customers In Service
    • (Part 3) Contacting Orphan Owners & Others
    • Trainer Q & A: Your Best Prospect To Work With
    • 5 Questions To Get A Referral Every Time
    • How To Ask Previous Customers For A Referral
    • How To Ask Service Customers For A Referral
    • How To Ask Orphan Owners & Others For A Referral
    • Trainer Q & A: What To Say To A Referral
    • Your Master List: How To Guarantee Your Future Sales
    • Trainer Q & A: Your Master List Is Your Pipeline Of Future Sales
  • NEW! Sold Customer Retention Process
    • Intro By Joe Verde
    • Introduction To Sold Customer Retention
    • Facts / Stats
    • Why Should I Care About Retention?
    • Trainer Q & A: 10 Reasons Retention Will Double Your Income
    • Four Steps To Retention
    • What Is 'Your' Goal On The Delivery?
    • Initial After-Sale Follow Up (Overview)
    • Trainer Q & A: After-Sale Follow Up Process
    • Your Master List: To Guarantee Your Future Sales
    • Trainer Q & A: Your Master List Is Your Pipeline Of Future Sales
  • NEW! Retain Your Customers With A Great Delivery
    • What's Your Goal In The Delivery?
    • Do Your Prep Work While They're In Finance
    • Quick Guide To A Great Delivery & Future Sales
    • Schedule A 'Quick Check' Service Appointment Before They Leave
    • How To Make A Second Sale Right Now 10% Of The Time
    • How To Ask For Referrals & Build Your Business Fast
    • Trainer Q&A: Wrap Up
  • NEW! Transitioning To Finance: Do It Right & Deliver More Units
    • Finance: The Last Step Before Your Delivery
    • Make Your Deals Bulletproof Before They Go To Finance
    • How - When - Where To Introduce Your Customer To Finance
    • Transition Out Of Finance & Set Up Long Term Retention
    • Trainer Q&A: Wrap Up
  • NEW! Closing The Sale On The Lot
    • To Close More - Understand The Closing Process
    • Learn These 3 Questions - They're The Foundation Of Closing
    • Bypass Price On The Lot - To Close On Value With Higher Gross
    • The New Basics™: Steps 1-4 Set Up A Perfect Closing Process
    • The New Basics™: Steps 5-8 Close The Sale On The Spot
    • "Seriously Now!" - 'Agree & Close' - 'Summary' Close - Your First 3 Closes
    • 'C R I C' - If You Still Have Objections
    • 2-Step, 1-Step, Zero-Step - Shortcuts To 'C R I C'
    • 'Ben Franklin' Close To Close More Sales
    • Trainer Q&A: 5 Closes
    • Turn Multiple Objections Into One Objection & Close Again
    • Reduce The Objection To The Minor Point & Close
    • 'Apology' Close - When & How To Apologize And Close
    • 'Conditional' Close - When They Explain Why They Aren't Buying Today
    • Turn "We'll Come Back Later" Into A Delivery Now
    • Use The 'New Car / Trade-In' Close When You Hear This Objection
    • Use The 'Quality Car' Close When They "Aren't In A Hurry To Buy"
    • The 'One Thing' Close - When You're Losing It, Use This
    • Use The 'Group' Close When You Need Help
    • Use The 'Lost Key' Close To Sell It Now
    • Use The 'If You Were Me' Close - When You're Stuck
    • How To Close On 'Price' When All Else Fails
    • Use The 'Lost Sale' Close - To Close More Sales
    • Trainer Q&A: Wrap Up
    • "Seriously Now!" Close More Sales The Easy Way
  • NEW! Manage Your Career In Sales - Goal Setting For Salespeople
    • Joe Verde Introduction
    • Are You Ready!
    • Common Questions About Goal Setting
    • The Facts About Success & Goal Setting
    • Common Mistakes Setting Goals
    • Trainer Q&A: Common Questions
    • Key Words In Goal Setting
    • Result Goals v. Activity Goals
    • Goal Setting Time Frames
    • Trainer Q&A: Goal Setting Time Frames
    • The Ten Steps To Becoming A Goal Setter...
    • Trainer Q&A: Ten Steps To Goal Setting
    • Why Do I Need To Track?
    • What Should I Track?
    • What Are The Steps To Tracking?
    • Trainer Q&A: Why Tracking Is So Important
    • Why Use Current Averages?
    • Forecasting & Projections
    • A Picture Is Worth A Thousand Words
    • Trainer Q&A: Current Average, Forecasting & Charting
    • Understanding The Math On How To Raise Your Current Average
    • What's Your Vision? What Are You Trying To Accomplish?
    • Trainer Q&A: Vision & Bonus Section
  • NEW! The Basics Of Handling Objections
    • Understanding Objections
    • What's The Difference? Questions - Concerns - Objections
    • The Only Two Types Of Objections You'll Get
    • Kitchen Table Budget: What's A KTB & Why Should You Care?
    • How To Control Price On The Lot With Just One Question
    • Trainer Q&A: Bypassing Objections
    • Add Urgency & Deliver More Units
    • Trainer Q&A: Urgency & Fear Of Loss Help You Sell
    • Two Easy Closes For Their First Buying Objection
    • Summarize Why They Want It And Close The Sale
    • Trainer Q&A: Closing Step-By-Step
    • If You Still Have An Objection - Then CRIC It!
    • Trainer Q&A: CRIC
    • Still Can't Close It? Try The 2-Step ... 1-Step ... No-Step
    • Are They Still Going To Leave? Let Ben Franklin Help You Close It
  • NEW! Price
    • Intro By Joe Verde
    • A Simple Solution To 'Price' With Today's Value-Driven Buyers
    • What Is Your Experience With Price?
    • Facts About Price & Today's Buyer
    • Most Common Mistakes Salespeople Make With Price
    • 4 Easy Rules With Price To Make More Sales
    • What's The Difference? Price Questions - Concerns - Objections
    • How Do Kitchen Table Budgets Affect Price?
    • Does The Buying Process Override Cheap Pricing?
    • If You Can Learn 3 Questions - You Can Handle Price
    • Your Three Goals: Bypass - Rephrase - Refocus
    • Bypass Price When You're On The Lot
    • Rephrase Price When You're Closing
    • Refocus Price When You're Negotiating
    • Increase Your Unit Sales - Make More Money - Have More Fun
    • Trainer Q&A: Course Wrap up "Price"
  • NEW! Selling Used, Pre-Owned & Certified Vehicles In Today's Market
    • Joe Verde: Why The Selling Process Is Even More Critical When You're Selling Used & Pre-Owned Vehicles
    • Selling Used Cars Is Definitely Different Than Selling New Vehicles & Here's Why
    • Give You & Your Market A Quick Test On Selling More Used Cars
    • Who Is Your Used Car / Pre-Owned Buyer Today?
    • Understand Their 'Kitchen Table Budget' & You'll Sell More Units With Higher Gross
    • What's Your REAL POTENTIAL Selling Pre-Owned Vehicles Today?
    • 15 Benefits Of Selling Pre-Owned Vehicles
    • The 10 Biggest Mistakes Salespeople Make Selling Used / Pre-Owned / Certified Vehicles
    • How The Joe Verde Selling Process Helps You Improve Your Sales & Income Immediately
    • Your 1st 20 Minutes With Every Customer Are Critical
    • Your 1st 60 Seconds Will Make Or Break Almost Every Sale
    • Selling Is A Process & It's Time To Make Friends
    • Now Find Out EXACTLY Why They Want The Vehicle & How They'll Use It
    • Wish You Had More Units In Inventory That They Want? Just Ask These Questions & Triple Your Options
    • 3 Secrets To Easier Sales & Higher Gross Profit
    • Now It's Time To Make The Car The STAR & SELL IT!
    • Where's The Best Place To Close The Sale?
    • Joe's 4-Step Closing Process Will Turn 'Thinkers' Into 'Buyers' On The Spot
    • Now Wrap It Up & Then Finish It Off With This Critical Final Question
    • When They Say 'No' - These Words Will Change Their Mind Fast
    • Trainer Q&A: Answers Your Questions About Selling Pre-Owned Vehicles In Today's Market
  • NEW! Turning Incoming Sales Calls Into Appointments That Show
    • Joe Verde: When You Master Incoming Calls - You'll Sell More & Earn More
    • Four Quick Rules For Your Incoming Sales Calls
    • How Do Your Phone Skills Control Your Success In Sales?
    • Sell Cars On The Lot - Sell Appointments On The Phone
    • How Many Sales Calls Do You Really Get Each Month?
    • Hard Facts About Those Callers & Your Potential
    • Trainer Q&A: Answers To Your Questions From Chapters 1-6
    • What Are The Biggest Mistakes Made On Calls That Cost Salespeople Money?
    • To Sell More - You Need A Phone Process & These Skills
    • Positive Words Sell - Some Words Cost You Sales
    • If You Know When & How To Use This Question - You'll Sell More
    • What's Their Purpose & When Should You Use Open-Ended Questions?
    • Use This Question To "Confirm Benefits" & Close The Sale
    • Wish You Had More Inventory? No Problem - Just Use This Question
    • Move The Focus From Your Car To Their Trade & Close More Appointments
    • Trainer Q&A: Answers To Your Questions From Chapters 8-15
    • Six Easy Steps To Turn Incoming Sales Calls Into Appointments That Show
    • Say These Words & More People Will Come In Asking For You
    • What Should You Do Right After The Call?
    • Common Questions From Salespeople On Closing On The Appointment
    • Follow These Two Steps & Get 95% Contact Info From Your Callers
    • Trainer Q&A: Answers To Your Questions From Chapters 17-21
    • But What About The Tough Phone Prospects?
    • Quickly Handle Your Most Common Phone Questions & Objections
    • To Control The Call Just Learn Your ABCs
    • Now Bring It All Together & Sell More
    • Trainer Q&A: How To Best Prepare For Those Incoming Call Opportunities
  • NEW! Skills You Need To Sell A Car To Your Next Customer
    • Selling More Cars To Today's Buyers
    • Use These Facts To Sell More Cars Every Month
    • Why The New Basics™ Selling Process Is Critical With Buyers Today
    • How To Use Their 'Kitchen Table Budget' To Help You Close More Sales
    • How To Work With Buyers Today To Deliver More Vehicles
    • Trainer Q&A
    • 2 Common Problems With Product Knowledge That Costs You Sales
    • To Sell More - Turn 'Hot Button' Features Into Advantages & Benefits
    • How To Use Your Inventory To Sell More Units Every Month
    • 3 Questions You Have To Master To Earn $100,000+ Selling Cars
    • How To Create Urgency To Sell More & Keep The Gross Intact
    • Understanding The Difference Between Price: Questions - Concerns - Objections
    • Dealing With Price Questions & Objections With Today's Buyer
    • When - Where - How To Demonstrate & Present To Today's Buyer
    • Use The New Basics™ To Close The Sale The Easy Way
    • How To Turn What You Learn In Class & Online Into Skills You Can Use Every Day
    • To Double Your Sales Just Follow The 20-20-20 Rule Every Day
    • Trainer Q&A
  • NEW! The Basics of Closing
    • Sell A Car Today, Every Day
    • Play Your Best Odds With Today's Buyer
    • What Is Closing? What's The Best Question? When Should You Close?
    • Trainer Q&A: About The Basics Of Closing
    • Why Most Salespeople Can't Close
    • The New Basics™ - Your Wander Around, Step 1
    • Trainer Q&A: Your Wander Around, Step 1
    • The New Basics™ - Your Demonstration & Presentation, Steps 2, 3 & 4
    • Trainer Q&A: Value-Building, Steps 2, 3 & 4
    • Start Closing Right Now With Every Customer, Every Time In Step 5
    • Firm Up Your Commitments With These Two Closes In Steps 6 & 7
    • Wrap It Up With This Final Closing Question In Step 8
    • Trainer Q&A: Closing, Steps 5, 6, 7 & 8
  • NEW! Turn Unsold Customers Into Be-Backs & Deliveries
    • You've Done 80% Of The Work - Now Make It Pay Off
    • A Few Quick Questions About Your Customers
    • Use These Facts To Beat The Competition, Hands-Down
    • Just How Important Is Unsold Follow Up To Your Income?
    • What Is An Unsold Prospect & Why Does Follow Up Work?
    • Why Most Salespeople Don't Double Their Income
    • Trainer Q&A
    • Why 90% Of Your Competition Can't Compete
    • Your First 3 Steps After They Leave The Dealership
    • 3 Calls - 3 Days - 3 Reasons
    • Want More Be-Backs? Do This...
    • Fill Your Appointment Board With Be-Backs
    • They're Back: Deliver It Now!
    • Trainer Q&A
  • NEW! How To Sell More Cars Every Month
    • Make Selling Easy With The New Basics™
    • Your First 20 Minutes - A Controlled Wander-Around
    • Start Your Sale Off Right With A Great First Impression
    • Completely Eliminate "Just Looking" With This Greeting
    • Want Easier Customers? Build Rapport Fast
    • Hot Buttons - Find Them & Push Them
    • Short On Cars? Expand Your Inventory With This Easy Question
    • Want Easier Sales? Cheat: Do This To Sell Service & Your Dealership
    • Why Buy From Us? Cheat Again: Be Prepared With Proof
    • Common Problem: Are You Listening To Customers Or Just Waiting To Talk?
    • Trainer Q&A: Wander-Around
    • 3 Steps To A 'Good' Demonstration
    • Why 'Good' Demonstrations Equal More Sales With Higher Gross
    • Follow These Rules On A Demonstration & You'll Close More Sales
    • Target Your Presentations And Push Their Hot Buttons
    • Trainer Q&A: Demonstrations
    • Your Closing Sequence Starts At The End Of Your Demo
    • The 100-Yard Assumptive Sold Line Close
    • Action Closes: Turn "I'm thinking about buying" Into "I'm buying now"
    • Wrap It Up With This Final Closing Question & Start Your Paperwork
    • Trainer Q&A: Closing
    • Why It's So Easy To Earn $100,000+ When You Sell With The New Basics™
  • NEW! 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
    • Trainer Q&A
    • 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
    • Trainer Q&A
  • NEW! 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
    • Trainer Q&A
  • 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
  • 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

Human Resources

  • 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
    • How Do You Spell RECEPTIONIST?
    • How To Make A Good 1st Impression

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