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?

Salespeople and Sales Managers

• 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
  • 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!... 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 - Bonus chapter
• 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 Be Successful In Sales
    • Learning Vs. Developing A Skill
    • Key To Success
    • Working Smarter
  • About Selling
    • Your Skills In Selling Cars
    • How Many Sales Do You Miss Each Month?
    • Facts That Matter
    • When People Buy
    • Your Most Productive Customers
  • Getting You Ready To Sell
    • Understanding The Process Of Selling
    • How Buying, Selling & Tracking Are Linked
    • How To Start Making More Money
    • Setting Professional Goals
  • Developing Your Selling Skills
    • Practice, Drill, & Rehearse
    • Know Exactly Which Skills To Improve
    • The Secrets Of Effective Communication
    • "Good" Luck & "Bad" Luck Words
    • See & Feel Buying Signals
  • Q & A On Closing The Sale
    • Controlling The Conversations With Questions
    • Q & A On Closing
    • What To Do When The Customer Says "NO"
    • 5 Mistakes Salespeople Make Trying To Close The Sale
  • Q & A On Handling Objections
    • Conditions & Concerns Vs. Objections
    • Reflex vs. Sincere Objections
    • 4 Times To Handle Objections
    • Mistakes When Handling Objections
  • The Questions That Pros Ask
    • Questions To Take Control
    • Building Mental Ownership
    • Closing Starts From The Beginning
    • Using "Yes" & "Either / Or" Questions
    • Positive Statements & Building Mental Ownership
  • Secrets From The Pros On Objections
    • Learning Your ABC's
    • Steps To Handling Objections
    • How To By-Pass Color & Equipment, And Clarify Objections
    • Isolating Objections & Reviewing The Steps You've Learned
  • Ten Ways To Get A Commitment
    • Rephrase & Isolate
    • Minor Commitments Lead To Easier Closes
    • Similar Situation Close
    • Nothing Bad Happens I
    • 3 Great Closes
    • Last Resort Close
  • What To Do When They Say "NO"
    • What They Say Isn't What They Mean
    • Dropping Price Isn't Overcoming Objections
    • Difference Between Pressure And Persistence
    • The Ben Franklin Close
  • Turn "NO" On The Lot Into "YES"
    • How To Turn "No" into "Yes"
    • Focus On The Major Benefit
    • Seriously Now!!!!
    • 3 Closes For The Pros
    • Half A Unit Is Better Than Nothing
  • Transitioning To The Paperwork
    • You Can't Negotiate Without a Commitment
    • Getting More & More Commitments
    • Why You Need A Silent Walk-Around
    • The Fear Of Loss & Commitment
    • 7 Steps That Will Change Your Career!
• Series 3: Your Complete Guide To Business Development
  • 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
    • Avoid Picking Up Bad Habits
    • Joe's 1st Phone Call
  • Why The Telephone Is Critical To Your Success In Sales
    • Everything You Do Involves The Telephone
    • Why The Telephone Is Critical
    • You Only Need to Learn It Once
    • Importance Of Repeat Business
    • You Do Have Time To Learn This!!!
  • Phone Facts On The Different Types Of Prospects
    • Incoming Sales Calls
    • We Are Missing Sales Left & Right
    • Service Prospects
    • Don't Miss OUT On Opportunities
  • Your 5 Key Opportunity Areas For More Sales
    • Areas To Focus On To Make More Money!!!
    • Your Potential In Sales- What You Are Missing!
  • Getting Ready To Pick Up The Phone
    • Communication Skills
    • Think, Act, & Feel Positive
    • Investigate & Build Rapport
    • Build Value On The Phone
  • Your Basic Incoming Call Script
    • Your 10 Important Steps
    • Re-Enforce The Appointment
    • Your Incoming Call Script
  • Your Most Common Questions And Objections On The Phone
    • Dealing With Your Toughest Customers
    • Most Common Questions On The Phone
    • Get A Name & Number
  • Developing Your Responses For The Different Types Of Calls
    • Keep It Short & Sweet
    • Internet Calls
  • Outgoing Follow Up Calls
    • How To Stay In Touch
    • What's A Follow Up Call Worth?
    • Get Them To Remember You
  • How To Prospect By Phone (The Keys To The Gold Mine)
    • Prospecting on the Phone
    • Phone Script For Prospecting & Service Customers
    • Orphan Owners & Lease Customers
    • Calling Your Referrals
• The Mini-Series Collection
  • 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
  • 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
  • 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
    • Joe Verde
  • 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
    • Joe Verde
  • 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
    • Joe Verde
    • Regulation M
  • Financial Crimes Enforcement Network IRS/FinCEN 8300
    • Joe Verde
    • IRS/FinCEN Form 8300 Cash Reporting
  • OFAC/SDN List
    • Joe Verde
  • 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