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Closing Sales With Today’s More Informed Buyers

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Presentation on theme: "Closing Sales With Today’s More Informed Buyers"— Presentation transcript:

1 Closing Sales With Today’s More Informed Buyers
Presented By Tim Kintz, Joe Verde Trainer joeverde.com jvtn.com

2 Facts On Your Customers
joeverde.com jvtn.com

3 Facts On Your Customers
$300-$400+ per buyer and $60-$80+ per prospect joeverde.com jvtn.com

4 Facts On Your Customers
$300-$400+ per buyer and $60-$80+ per prospect 78% of the prospects buy joeverde.com jvtn.com

5 Facts On Your Customers
$300-$400+ per buyer and $60-$80+ per prospect 78% of the prospects buy 85% of the buyers decided to buy joeverde.com jvtn.com

6 Facts On Your Customers
$300-$400+ per buyer and $60-$80+ per prospect 78% of the prospects buy 85% of the buyers decided to buy 38% within four hours, 57% within three days and 90% within one week joeverde.com jvtn.com

7 Facts On Your Customers
$300-$400+ per buyer and $60-$80+ per prospect 78% of the prospects buy 85% of the buyers decided to buy 38% within four hours, 57% within three days and 90% within one week Closing ratio = 20%, loss ratio = 80% joeverde.com jvtn.com

8 Your Dealership’s Potential
78% Buy 100 Units Sold/Mo x 20% Closing % 500 Opportunities joeverde.com jvtn.com

9 Your Dealership’s Potential
78% Buy 100 Units Sold/Mo x 20% Closing % 500 Opportunities x 78% Will Buy 390 Buyers joeverde.com jvtn.com

10 Your Dealership’s Potential
78% Buy 100 Units Sold/Mo x 20% Closing % 500 Opportunities x 78% Will Buy 390 Buyers 390 Buyers -100 Deliveries 290 Missed Buyers joeverde.com jvtn.com

11 Why Don’t Salespeople Close More Sales
joeverde.com jvtn.com

12 Why Don’t Salespeople Close More Sales
They pre-qualify customers joeverde.com jvtn.com

13 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts joeverde.com jvtn.com

14 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts They focus on price joeverde.com jvtn.com

15 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts They focus on price They ask one time or never ask for the sale joeverde.com jvtn.com

16 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts They focus on price They ask one time or never ask for the sale They don’t know how to overcome objections joeverde.com jvtn.com

17 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts They focus on price They ask one time or never ask for the sale They don’t know how to overcome objections They forget the customer is out of their comfort zone joeverde.com jvtn.com

18 Why Don’t Salespeople Close More Sales
They pre-qualify customers They take shortcuts They focus on price They ask one time or never ask for the sale They don’t know how to overcome objections They forget the customer is out of their comfort zone FEAR! joeverde.com jvtn.com

19 5 Keys To Close More Sales Today
joeverde.com jvtn.com

20 5 Keys To Close More Sales Today
Knowledge joeverde.com jvtn.com

21 5 Keys To Close More Sales Today
Knowledge + Practice joeverde.com jvtn.com

22 5 Keys To Close More Sales Today
Knowledge + Practice = Skills joeverde.com jvtn.com

23 5 Keys To Close More Sales Today
Knowledge + Practice = Skills Confidence joeverde.com jvtn.com

24 5 Keys To Close More Sales Today
Knowledge + Practice = Skills Confidence Enthusiasm joeverde.com jvtn.com

25 The 7 Major Skills joeverde.com jvtn.com

26 The 7 Major Skills Follow the New Basics™ of selling joeverde.com
jvtn.com

27 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss joeverde.com jvtn.com

28 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss Bypass questions & concerns joeverde.com jvtn.com

29 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss Bypass questions & concerns Close after the demo joeverde.com jvtn.com

30 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss Bypass questions & concerns Close after the demo Overcome objections joeverde.com jvtn.com

31 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss Bypass questions & concerns Close after the demo Overcome objections Firm up the commitment joeverde.com jvtn.com

32 The 7 Major Skills Follow the New Basics™ of selling
Create urgency/fear of loss Bypass questions & concerns Close after the demo Overcome objections Firm up the commitment Win/Win negotiation joeverde.com jvtn.com

33 The Buying Process joeverde.com jvtn.com

34 The Buying Process joeverde.com jvtn.com

35 The Buying Process The Selling Process
joeverde.com jvtn.com

36 The Buying Process The Selling Process
joeverde.com jvtn.com

37 The Joe Verde Selling Process The New Basics™
joeverde.com jvtn.com

38 The Joe Verde Selling Process The New Basics™
joeverde.com jvtn.com

39 The Joe Verde Selling Process The New Basics™
joeverde.com jvtn.com

40 The Joe Verde Selling Process The New Basics™
joeverde.com jvtn.com

41 What Should You Do Next? Go To Booth #1223 Get your FREE copy of Joe’s Books Ask for a FREE demonstration of JVTN.com Call for a free PDF of this workbook: joeverde.com jvtn.com

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