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Salespeople and Managers

NEW: Fast Start To Sell More Cars (25 Chapters)

Are you ready to make the big bucks?
You’ve got a ton of opportunity in this business!
Let’s calculate your income potential
A message to you from Joe…
5 traps that will trip you up
Part 1: What you need to know about today’s new buyers
Part 2: What you need to know about today’s new buyers
Part 3: What you need to know about today’s new buyers
Part 4: What you need to know about today’s new buyers
How to be a ‘pro’ in sales
The 4 secrets to your success in sales
High vs. Low closing ratios
Part 1: How to ‘ask’ your way to more sales
Part 2: How to ‘ask’ your way to more sales
Your First Impression & Greeting
How to Build Rapport & Investigate
How to Present & Demonstrate
Your Service Walk & Evidence Manual
How to bypass ‘price’ on the lot
Closing Part 1: Assumptive, summary, sold line & action closes
Closing Part 2: “I need to think it over,” CRIC, rephrase to budget
Closing Part 3: “Seriously now” & what to do if you can’t close
If you’re not with a customer, do this…
The choice you have to make now…
Are you ready to start making more money?

NEW: Money Maker Meetings (47 Chapters)

Pick Just One Skill To Improve Right Now And Sell More
Plan A or B??? Your Choice Determines Your Income
Get More Trades NOW!
The Demo: Set Yourself Up For More Sales
Pick One: Justify Or Just-If-I
Handling Their “Price” Questions
The 4 Easiest Ways To Sell More Cars
How To Turn More Shoppers Into Buyers
Starting To See “Mini Deals”? Do This NOW!
3 Mistakes That Cost You Sales
Change Your Mindset On This Or Miss Sales
More Demos = More Write Ups = More Sales!
3 Steps To Handle Price Questions
Where The Magic Happens: Presentations & Demonstrations
Either/Or Questions To Help You Close
“Seriously” = 5 More Deals Every Month!!!
Win Sales Over Your Competition
These First Few Words Set Up Your Sale
Easy To Use “Action” Closes That Work!
Get More Customers In Asking For YOU!
Win Sales Over Your Competition
These First Few Words Set Up Your Sale
Easy To Use “Action” Closes That Work!
Get More Customers In Asking For YOU!
Sell More Cars! How To Sharpen Your Demo
Set More Appointments That Show!
Long Term Savings Close
Close More Sales Today!
Get The Write Up Right!
Your ABCs…Always Be Closing
Use “Either/Or” Questions To Close
20+ Ways To Be FAST And Sell More Cars
3 Ways To Get More Write Ups
Make Monday Even Better Than Saturday!
A Joe Verde Trick Close…?
3 Steps To Handle Negative Equity
A Close That Works Every Time!?!
3 Steps On How To “Turn” And Make More Sales
A Close To Use In Your Negotiations
Price, Rate, Trade & Payment Options
Most Customers Will Purchase 12 Vehicles
5 Ways To Get More Unsold Customers Back In Today!
3 Questions To Ask On The Phone
Closing On The Vehicle
Question Your Way To More Sales
3 Tips To Handle “Trade Value” Expectations
3 Ways To Sell 20+ Every Month

NEW: Audio Sales Podcasts (80 Chapters)

Don’t Give Up!
Track & You’ll Find More Sales Opportunities
How To Sell Your Service Department
Ask Them This One Extra Question…
Build “Repeat Customers” Into Your Day
I’m New – Where Do I Start?
½ Of Something…
The Demo – Your Best Selling Tool!
How Can I Master Selling More Cars?
An Easy Way To Build Rapport With Every Customer
Who’s Your Real Competition?
Balancing Your Day: Ups vs. Repeat Business
The Quickest Way To Lose Sales This Week
How To Prevent Buyer’s Remorse
The Perfect Place To Work
Even With Incentives & Rebates – Don’t Forget This…
What’s Your Favorite Model To Sell?
Topics added monthly
Don’t Forget: “Nothing Bad Happens”
When To Use Their Name / Your Name
Evaluate Yourself Honestly
Handling Just Looking
“Either/Or” Questions To Help You Sell
The Maintenance Close
Follow Up: Just Start!
Isolate & Close More Sales
Tips To Set Up PRICE!
Ben Franklin Close
New Car vs Trade-In Close
Help Get The Bank To Buy It
Long-Term Savings Close
Tips On Getting A Write Up
The Assumptive Close
Call Their Bluff
Set Appointments That Show
They’re All Buyers NOW!
Learn More About Your Customers & You’ll Earn More
Don’t Blow It Now!
An Easy Way To Make More Sales This Month
Set Appointments That Show
3 Quick Tips To Sell More Now
Convert Emails & Texts Into Sales
In a Rut? On a Roll?
Your Skills, Your Income
Take Them ALL Seriously
The ABCs Of Really Selling More Cars
It Won’t Work! My Customer Is Different…
How To Go From Last To First
Increase Closing Ratio
Get More Write Ups
Strategies On Selling To Truck Buyers
No Inventory? Here’s a Solution…
5 Ways To Have A Great Month
How To Get More Premium Trades To Sell NOW!
Do You Want To Make It To The Big Time?
From 8 To Great!!!
This Could Be The One Thing…
L.T.R. = More Easy Sales
Turn More Digital Leads Into Sales
Quick Reminders To Sell More NOW!
3 Easy Ways To Sell More
A 2-Day Class In 2 Minutes!
If You Want to Get Better – Watch This!
These 3 Questions = More Sales
Pick 1 Off These Skills, Work On It…And You’ll Sell More Cars!
2 Choices To Make The Big Bucks
Presenting The Numbers To Your Customer
Your Appointment Shows And Deliveries
Easy Close For Price Objections
The 4 Easiest Ways To Sell More Cars
Closing: Keep It Simple You’ll Sell More
One Thing To Set More Appointments
More Value = More Sales = A Bigger Paycheck
Use The 10-80-10 Rule To Sell More
Get The Most Out Of Every Day In Sales…”The Daily Dozen”
3 Steps To Handle Price Questions
How To Handle “I’m in a hurry”
Turn “Out Of Market” Digital Leads Into More Sales!
Pick One: Justify Or “Just-If-I”
NEWLY ADDED: EEE + SSS = More Sales Today
Topics added monthly

Set Goals, Track & Get Organized

Course: Goal Setting For Salespeople: Manage Your Career In Sales (23 Chapters)
Get a free copy of Joe’s Goal Setting “Get Everything You Want – Goal Setting For Salespeople” Book
Course: Potential: Can I Really Make $100K+ Every Year Selling Cars? (9 Chapters)
Get a free copy of Joe’s “Earn Over $100,000 Selling Cars Every Year” Book
Audio: Go To Work To Work
Course: (MPG) Monthly Planning Guide For Sales (20 Chapters)
Free access to Joe’s Online Calculators
JVTN® Tracking Module – Daily tracking will increase sales, guaranteed!
My Virtual Sales Assistant – All-in-one…use Joe’s mini-CRM to manage your sold & unsold contacts and more.
Get organized and order Joe’s monthly planning guides from within JVTN®

Sales Audio Tracks

Audio Only – Course: Fast Start To Sell More Cars (25 Chapters)
Audio Only – Course: Ask The Right Questions & Close More Sales (11 Chapters)
Audio Only – Course: How To Sell More Cars Every Month (22 Chapters)
Audio Only – Go To Work To Work (1 Chapter)
Audio Only – Course: Skills You Need To Sell A Car To Your Next Customer (18 Chapters)

How To Sell More Cars Every Month (22 Chapters)

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

Ask The Right Questions & Close More Sales (11 Chapters)

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

How To Handle Price In Every Situation (16 Chapters)

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”

Skills You Need To Sell A Car To Your Next Customer (18 Chapters)

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

The Basics Of Closing (13 Chapters)

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

The Basics Of Handling Objections (15 Chapters)

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

The Basics Of Negotiation (9 Chapters)

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

Closing The Sale On The Lot (25 Chapters)

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

Closing In The Negotiation (21 Chapters)

You Are “This Close” To Delivering A Vehicle – Now Just Close The Sale
When You Get An Objection, ‘Agree With Them & Close’
Reduce Every BIG Objection To ‘The Ridiculous’
After You ‘Reduce It To The Ridiculous’ Add A Hook (Pt1)
After You ‘Reduce It To The Ridiculous’ Add A Hook (Pt2)
Never Try To Split The Difference – Use The ‘Uneven Split’ Instead
When & How To Use The ‘Gas Savings’ Close Correctly
When & How To Use The ‘Maintenance’ Close Correctly
Use The ‘Split Payment’ Close For That Last Nudge You Need On Payment Or Price
Gas Saving + Maintenance + Split Payment = ‘Bottom Line’ Close
Trainer Q&A
Closing On “The Book/Internet said my trade was worth”
Use The ‘Hope To’ Close On Trade Value Objections
Use the ‘New Car / Trade In’ Close When They Want To Wait
Add A ‘Removable Objection’ To Every Negotiation To Create An Easy ‘Win’
Use The ‘Quality Car’ Close To Add Urgency To Trade Now
Use The ‘Long Term Savings’ Close For Those Easy Bumps
Use ‘Time is Money’ To Stop The Shopper & Close The Sale Now
Anytime You Want To Improve The Gross, Just Add The ‘Last Bump’ Close
Trainer Q&A
Why Closing In The Negotiation Is So Easy

Transitioning To Finance: Do It Right & Deliver More Units (5 Chapters)

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

Retain Your Customers With A Great Delivery (7 Chapters)

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

Turn Unsold Customers Into Be-Backs & Deliveries (14 Chapters)

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

Turning Incoming Sales Calls & Internet Leads Into Appointments That Show (27 Chapters)

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?
The Facts About Incoming Calls & 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

Sold Customer Retention Process (11 Chapters)

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

Prospecting For New Business (15 Chapters)

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

Manage Your Career In Sales - Goal Setting For Salespeople (23 Chapters)

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

Potential: Can I Really Make $100K+ Every Year Selling Cars? (9 Chapters)

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

Selling Used, Pre-Owned & Certified Vehicles In Today's Market (21 Chapters)

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