Close The Sale And Negotiate For Higher Gross


Get to class today so you can start selling more tomorrow!

Close The Sale And Negotiate For Higher Gross On Every Deal

Program Goals: Develop advanced level closing skills and consistently follow a rock-solid negotiation process to increase unit sales and gross profit.

Develop advanced level closing skills and consistently follow a rock-solid negotiation process to increase unit sales and gross profit.

In "How To Sell A Car Today", your salespeople learned how to close more sales based on value - and that means more deliveries and higher gross profit.

Now it's time to take Closing & Objections to the next level to make even more sales. It's time to learn how to set up the negotiation properly and how to wrap up the negotiation in 20 minutes or less for even more deliveries and another easy 20-30% increase in gross profit.

When you use my effective 3-Pass Negotiation Process on every deal you work, you will definitely sell more units, have a lot more fun and hold more gross profit on every delivery. The best part - your customers will be happier with their purchase than ever before.

How can that be? Because the average salesperson leaves out the two most important ingredients in selling that sends people home completely happy about their purchase - fun and value. Instead of making sure "getting a car is fun" and instead of "selling the value", almost every salesperson shortcuts the selling process, pre-qualifies on trade, down and payments, starts the negotiation on the lot and then tries to grind out a deal with a weakly committed prospect.

Buying should be fun and selling should be easy - and it can be when you follow the processes we outline in "Selling A Car & Closing The Sale Today" and in the processes we'll teach you in this course. You'll learn how to keep the sale moving forward on the lot and through the 'Close' and then right through the negotiation with our copyrighted and trademarked negotiation process. That's why our customers are the highest achievers in the car business - bar none!

Note to Dealers and Managers On Working The Deal...

You learned how to work the deal in our Desking Course for Managers and now you have a consistent and repeatable process for every manager to follow on every deal. By having that process, you'll take your weakest manager on the desk and have them producing at above average levels overnight.

Now you want make that process at the desk even more effective. To do that; logically you and your salespeople have to be working together from the time they greet a prospect at the curb, until they bring you a deal and a commitment.

The Desking Process alone will increase sales and gross profit - and when your salespeople sell it right and set this deal up perfectly for a value based negotiation, the sky is the limit on how many extra units you can deliver and where you can take your gross per unit.

Most important: Customer Satisfaction! You can learn to sell at higher levels with incredible gross profits and make your customers happier than ever before.

Why is that so true? Because when you read about how customers hate the negotiation process - if you dig into the rest of the process of how the sale progressed from the time they met their salesperson - the typical negotiation in 80% of the dealerships is just another very bad step in a very bad process. They don't hate negotiation, they hate negotiating with a bunch of amateurs.

Clean up the selling process, keep it focused on the customer and the value to them of your product, close the sale my way, handle their buying objections without turning the commitment to price, sit the happy customer down to start the paperwork, and then finish it off with a quick and easy, non-confrontational, 3-Pass Negotiation Process, and you'll develop a loyal customer forever.

A Dozen Advanced Closing & Objection Handling Methods

In "How To Sell A Car & Close The Sale Today", your salespeople learned the most effective methods to close the sale and get the firmest of commitments to own it right now with 75% of your prospects.

In this course, we'll teach them how to close the sale with those tougher customers and those tougher objections.

The Secrets To Setting Up A Winning Negotiation Every Time

Why speed kills selling - and why slow kills negotiations
The difference between closing and negotiating
7 steps to setting up a winning negotiation every time
The 12 Rules you have to follow when you're in the negotiation
How to use a customer statement for more deliveries at higher gross
Another dozen tips and strategies for effective negotiations

Your Simple 3-Pass Negotiation Process

Understanding the process and your goal in negotiation
Your 1st Offer - the goal, the plan and your exact presentation
Your 2nd Offer - two critical steps that will bring in the gross
Your Final Offer - now it's time to get that last bump and wrap it up

Add $300 more in gross 50% of the time - after you already have a deal!

This is the course that pulls all of your hard work together! Call Now!


Contact Us for a special consultation of Joe's Closing Workshop.

Sales Workshop testimonials

See what some of our customers have to say about our workshops
“I doubled my sales and increased my gross.”

Joe, I have been selling cars only 4 months and was so lucky to get at a dealership that started using your training my 4th month. The first day we got JVTN®, my manager said you're going to watch a minimum of one chapter per day every day. I have stuck to that, and have been learning a ton. They also sent me to your Closing Workshop and I was amazed at how much I was able to retain and implement right away after the class. When I got back I focused on my questions; asking way more and better questions, slowing the sales process down, building more value and staying off price. It worked! I doubled my sales and increased my gross that same month. Thanks to JVTN® and your workshop, I have the tools to keep growing every day!

Shannon McMurray, Salesperson, Charlottetown, PE

Read More Results Like These

“From 7.5 to 14.5 to 16 and doubled my gross!”

Thank you for an incredible workshop. I knew there was way more out there, but I was averaging about 7.5 before your 2-day Closing Workshop and didn't have a plan on how to improve. In class we learned to focus on selling the car instead of focusing on the price by learning the easy way you taught us to bypass price questions when they come up on the lot. That let me focus on building value. Then by knowing more about what to say and do when I get in the negotiation and how to present the numbers using your script, I got bigger down payments than ever before (which has also helped get more of my deals financed), I closed the majority of my deals on the first pencil, my gross doubled and I went from 7.5 to 14.5 and 16 last month. Joe—using your techniques it has been amazing and my customers love me because the process is quick and easy. Thanks Joe!

Brandon Koertge, Salesperson, Auburn, WA

Read More Results Like These

“After your class, I can't remember the last I gave a discount on a vehicle!”

I've been selling cars since April 2017, and like most salespeople I was basically figuring it out on my own by watching what the other salespeople did, taking notes on what they said, and doing my best to sell a car. Your Closing and Negotiation Workshop put the car business in an entirely new light for me. I realized that I had no idea how much I didn't know about selling cars and it completely changed my attitude about selling. I've made so many changes to how I sell ... now I assume the sale right from the greeting and know they're buying a car from me right now! I start all my deals at sticker instead of talking about price. When I write them up, I ask for 30-40% down and present the best way to own the car with so much confidence and enthusiasm that many say yes on the first pass. The day after I got back from class, I had my first hat trick and I went from averaging about 6 a month to having my best month ever at 12 cars and I more than doubled my gross, and had a week off for an awesome vacation that month, too. Joe, thank you for a life change education!

Kyler Hawthorn, Salesperson, Mandan, ND

Read More Results Like These


If you want to stop missing deals that you thought you could have made, this is the workshop for you...You'll learn a step-by-step process and more than a dozen ways to close the sale and overcome objections to get a firm commitment from your prospects.


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See how to pick up those missed sales at Joe's Closing & Negotiation Workshop...Call or email a regional manager now and take your skills and paycheck to the next level.