Online Management Training

About This Course

Statistically, a very poorly trained salesperson will still get way more training than a manager...Many were trained through experience by others who didn't get management core skill training either. JVTN® will fix that. We cover all those core management skills for dealers and managers, including: selling skills to coach their salespeople, managing their salespeople, hiring / interviewing skills, tracking skills, daily training skills, and developing a motivated team who wants to win! Here is the rundown of skills, processes and tools we offer dealers and managers to grow your dealership...

Course Outline

‘Fast Start’ To Growth
  1. Let’s Get Ready To Grow!
  2. What Changed About Selling Today?
  3. Are You Market Driven Or Management Driven?
  4. Price Matters – It’s Just Not Most Important!
  5. What Were We All Taught To Focus On?
  6. Can You Name Your Best Prospects Today?
  7. Three Groups – Three Key Responsibilities
  8. Good Gross Vs. Bad Gross – Why It Matters Today
  9. What’s Your Potential On Incoming Sales Calls?
  10. What’s Your Potential With Prospecting?
  11. What’s Your Potential With Unsold Follow Up?
  12. Critical Stats That Matter NOW!
  13. What’s Your Potential With The Basics And Closing?
  14. What Is Management’s Key Role In Your Dealership?
  15. You Set The Rules With Processes & Procedures!
  16. Tracking To Train – The Easy Way To Improve!
  17. Setting Clear Goals For Recovery & Growth
  18. Let’s Motivate – Not Demotivate Your Salespeople!
  19. Daily Training & Coaching Your Team
  20. Managing Your Salespeople & Their Activities
  21. Step 1 – Putting Your Recovery Team Together!
  22. Survival – Four Basic Steps To Take Now!
  23. Your Daily Dozen Steps To Recovery & Growth
  24. Something Important You May Have Overlooked…
‘Fast Start’ For Managers
  1. Welcome From Joe
  2. Introduction
  3. How Are You Doing Now?
  4. How To Double Your Net
  5. The Secret: How To Get Salespeople To ‘Work’
  6. How To Keep Salespeople Motivated
  7. Gross: New Vs. Used
  8. 3 Easy Ways To Raise Sales
  9. Why Do Managers Get Stuck?
  10. What’s Your Real Job?
  11. If Prospects ‘Buy’ – What Are We Supposed To Do?
  12. Why It’s So Easy To Sell Cars Today
  13. Closing On Price Or Budget – Which Is Best For Gross
  14. Why Shouldn’t You Talk Price First?
  15. They Buy Quick – So We Have To Follow Up Fast!
  16. What’s Up With Today’s Buyers?
  17. How Much Gross Do Salespeople Give Up?
  18. Why Color & Options Don’t Cost You Sales
  19. Do You Want Higher Gross?
  20. Common Sense Usually Isn’t So Common
  21. The Math Says It All: Follow Up = More Sales!
  22. Just How Serious Are Inbound Sales Callers?
  23. What’s It Really Worth To Prospect?
  24. 25 Quick Answers That Matter
  25. The Big Math: Opportunity, Denial or Heartbreak?
  26. A Final Thought From Joe
“Manager's” Corner
  1. Any Quick Tips To Improve Sales?
  2. Aren’t “Commitments” Kind Of Old School?
  3. What Are Customers Really Buying Today?
  4. How Can We Work With Price Questions?
  5. Describe An Effective Sales Force?
  6. Give Me The Short Job Descriptions We Need
  7. Why Do We Need To ‘Rephrase’ Price?
  8. Any Tips On Daily Prospecting?
  9. What’s The Goal In Our 1x1s With Salespeople?
  10. Give Me Some Tips On Holding Better Training
  11. Describe An Effective Salesperson’s Workday
  12. My Guys Smoke – How Do I Deal With It?
  13. When Is the Best Time to Close?
  14. Are Used Car Buyers Good Service Prospects?
  15. Why Do We Always Seem To Miss Our Goals?
  16. Who Should We Blame?
  17. Do Shortcuts Always Cost Us Sales Or Gross?
  18. How Can We Sell What’s In Stock Instead Of Locating?
  19. Where’s The Money Trail Lead?
  20. What Do You Mean By “Steady Growth”?
  21. What Do You Mean: Pay Now or Pay Later?
  22. What’s It Really Cost To Get A Customer?
  23. Is There An Easy Way To Grow?
  24. Can’t We All Just Get Along?
  25. What’s Their Real Job?
  26. Can ‘One Size Fits All’ For Presentations?
  27. We Thought We Tracked Accurately – Any Tips?
  28. How Can We Handle Internet Price Shoppers Better?
  29. Give Me A Tip On An Effective Sales “Tool”?
  30. Don’t Lower Prices = More Value For The Customer
  31. What Actions Speak Louder Than Words?
  32. What’s The Real Math On Sales Vs. Lost Sales?
  33. Any Internet Tips?
  34. You Refer To “Family” Lead Generation – Explain?
  35. Where’s An Easy Place To Prospect?
  36. Isn’t SHAC A Basketball Player?
  37. Why Is “Welcome” So Important?
  38. How Does Complacency Kill Sales So Quickly?
  39. Any Tips On Management Time Savers?
  40. If You Find Something That Works, Duplicate It!
  41. Who Is Our Real Competition?
  42. How To Work Better With Women Buyers
  43. ow Can We Keep The Ball Rolling?
  44. What Is ‘Lead Management’?
  45. How Can We Trade-In “Ups” for Repeat Customers?
  46. What Are ‘Action’ Closes?
  47. Why Is The Right ‘Uniform’ Critical In Sales?
  48. Why Doesn’t Price Matter?
  49. How Does The Average Salesperson ‘Score’ In Selling?
  50. What Do You Mean “Sell On Your Feet”?
  51. What’s Our Potential?
  52. What Can Our Service Advisers Do To Sell More?
  53. What’s A ‘Kitchen Table Budget’?
  54. How Can We Improve Our Closing Ratio?
  55. How Can We ‘Double Net’ With No New Expenses?
  56. When Should We Just ‘Get Out Of Salespeople’s Way’?
  57. Why Do You Say “It’s Almost Never About The Price”?
  58. What If You Don’t Have The Right Vehicle For Them?
  59. What Do You Mean ‘Closing Is A Process’?
  60. Why Does It Have To Be ‘Anchors Away’?
  61. Rocket Science: To Sell More – Just Help Them Buy
  62. Driving The Vehicle – That’s The Secret
  63. I Saw This In Your Newsletter – What Does “ABC” Mean?
  64. How Do You Use ‘Yes’ Questions?
  65. Which Is Best In Sales: Asking or Telling?
  66. Why Should You Close On Value First?
  67. Do Most Managers Motivate Or Demotivate?
  68. What Does “Slow Kills Negotiations” Really Mean?
  69. How Soon Do Customers Buy?
  70. How Can Every Sale Be A Potential 36-Car Account?
  71. What Percent Of People Shop Our Price If We Give Them One?
  72. Which Type Of Traffic Is Best?
  73. Is Doubling Your Net Actually Possible?
  74. What Can We Do To Get A 15% Increase?
  75. Any Tips On Goal Setting?
  76. How Do You Implement ‘The’ System?
  77. How Can I Improve My Average 10-Car Guy?
  78. How Should We Manage Our ‘Sold’ Accounts?
  79. What’s The Difference: Market Vs. Management?
  80. New Vehicles – Used Vehicles – Which Is Better?
  81. You Said “Change Price To Budget” To Sell More – How?
  82. How Can We Retain More Gross Profit?
  83. How Can We Avoid Dealer Trades?
  84. Which First Ten Words Make Or Break Most Sales?
  85. I Sold Lots Of Cars Without One – How Important Is A Demo?
  86. What Does It Really Cost Us To Buy A “Sale”?
  87. When Should Salespeople Use Their Evidence Manual?
  88. Why Should I Help My Salespeople Make More Money?
  89. How Do I Start Motivating My Salespeople More Effectively?
  90. Any Hot Tips On Negotiating?
  91. It’s Important, So Which Is It – 30 or 3?
  92. List Five Important Stats And “Why?”
  93. Tell Me More About Today’s Buyer
  94. Creating Great Closers
  95. Math Or Method?
  96. Take A Look At Your Sales Team
  97. The Critical Half-Minute
  98. Too Much Car?
  99. Trade In Your Scripts
  100. What Does A “Buyer” Look Like?
  101. What Salespeople Can Control On The Lot
  102. What The Pros Do
  103. Why Customers Bolt – Part 1
  104. Why Customers Bolt – Part 2
Plan Your Month
  1. Forecasting And Planning For This Month
  2. Goals For This Month
  3. Training Plans For This Month
  4. Problems To Eliminate This Month
  5. Meeting Notes
  6. End Of Month Review
  7. Levels Summary And Working Deals Checklist
HR & Administrative
Negotiate: Max Units & Profit
  1. Questions At The Desk
  2. Closing Vs Negotiation

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jvtn® customer testimonials

See what some of our customers have to say about jvtn®

This August, we sold combined 406 units for the month for Toyota and Lexus. Last year at this time, we sold 303 units. Growth is going strong. I have been with the company for 30 years, and a trainer for 33 years and have seen the growth from our salespeople on a daily basis. We have been using Joe Verde's online training and it helps us to focus on a more structured training format that is detailed to coincide with our philosophy and training attitude. We look forward to our continued growth and watching our salespeople succeed! Thank you, Joe!

- Dennis Andrews - General Manager, Jim Pattison Lexus Toyota, Victoria, BC

When I started in the car business, I trained a lot on JVTN® and got a good foundation of the selling process. I got away from it for a couple of months and my, sales started slipping. I made a decision to make training a priority and started watching Joe's 'Goal Setting' and 'Turning Incoming Calls Into Appointments That Show' Courses. The training helped me organize my day better, I go to work with my day already planned out and follow my plan. Following the incoming call script definitely helped me to set better quality appointments that SHOW up. Last month I sold 9 units and after training I sold 5 in 1 week! Thank you for making it simple, follow the process and sales will come!

- Ben Huff - Salesperson, McClinton Chevrolet and Mitsubishi, Parkersburg, WV

Last month we hit a record of 283 units and I know the increase is due to consistent training daily in group meetings and using JVTN®. As a Sales Manager, in the business for 41 years, teaching staff how to be productive in a positive way is part of Joe's philosophy. As a result, morale is high and we are having our best year in unit sales since 1959! Last month we hit a record of 283 units and I know the increase is due to consistent training daily in group meetings and using JVTN®. All 22 sales staff have a 90-day average of over 10!

- Bruce Moore - Sales Manager, Harry Green Chevrolet Nissan, Clarksburg, WV

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Learn more about the Joe Verde Training Network® to increase unit sales, raise your gross profit PVR, take new hires into high achievers and boost your CSI...Send a message below, call or email us today!