 guys listen so here we are at the master closer seminar where I'm walking is down here in my conference room okay whoa whoa whoa we ain't even got in yet guys what the hell is going on come on hey is this real is this real hey in here is that a sales meeting like that at their work that's a crazy that sells me hey hey number one that's badass you got some good management that's that's a freaking sales meeting number one if you're ever a GM manager even just a sales person in your store can you run a sales meeting like that yeah that's it I want you guys to remember that for the rest of your life okay you want to own a freaking team you really one day want to do big things make millions of dollars be a GM run a store literally do everything that I'm doing with you guys and you do it for your team right make your sales meetings like this put on a show that's worth remembering remember I said that okay is this fun yeah yeah this is fun this is life man life is great so as we go to get started today right it's real important everybody's got little notebooks real quick you're seeing master closer seminar books right open them up tell me what you see let me tell you why you see empty pages because what you write you'll retain if I was to take you notice how I wrote all these objections up here and I wrote all these objections up here why did I write them up there instead of just having a company print them and put them in your book because that's right if you don't write it down you're not going to remember it you know how I know that because I'm a salesman straight up 90% of what's re of written will be retained think about it whatever you write today you will remember if when you leave okay if when you leave your notebook looks like this I know you were here okay when I go in to close the deal and I come out and I show you the backside of my sheet of my worksheet and it looks like this guess what I worked it's my roadmap you know how I collected the money am I right you ever seen a salesman come out maybe this is you which is cool right it's not about who you are it's about who you're becoming it's not the skill you came with it's a skill you go home with am I right guess what this is a blank piece of paper guys says the payments 600 a month you got a 350 commitment and there's nothing written on the piece of paper you think there was any closing really being done no ways man you're an order taker and you're a tour guy okay you're a salesman at best but you're definitely not a closer or a master closer so my goal is number one on the backside of lunch right on the flip side which means after we eat I'm going to teach you guys how to negotiate and close we're going to run through every single obstacle you could possibly get on a pencil cool so you guys will be so familiar with it I'm going to teach you to envision the negotiation in advance which means this your manager's job is to make you money right but if you're scared and they don't think that you know how to make money what will they do the pencil you week okay Kevin Martin right here right I know his manager I know his managers I've trained them I've trained with them guys you know what they do now that they know he's he's not afraid and he's ready they pencil for all the money right you just told me you made how big of a deal the other day now hold on man come on 19 pounder it's kind of got a little beautiful little saying to it doesn't it here's my point you think that'll reflect on the paycheck ask his wife hey that must have been a 19 pounder because that was nice right I was just talking to him right help me been selling for four months I've worked with his managers for a long time I've trained him three to four times a week a month in his company right because he's a local guy right with the Seth Wadley group how big was your deal on Saturday 11 9 12,000 dollar deal man some of you guys in here are paid off of units some of you are paid off of gross I don't care how you're paid you know what I want you to understand is that if you can take a dollar and turn it into 10 you're worth a lot of money am I right any company in the world right now will be built we'd be willing to pay you endless amounts of money Tane owns a dealer right he owns a dealership Tane or ask you a question if the guy can come in and you can give him $1 and he can make it into 10 were you paying as much as he wants you'll say hey here's my checkbook what do I need to write it for and that's what I want you guys to know because here's the difference right and that's why I'm talking about today I wrote this up here the psychology is selling is the lost art of the car business it's the lost art today we're going to be talking about constantly objection handling okay I know that all four four of you right work together is that right all four of them work together they don't sell cars but they're on the phone all day long okay what happens when you can't overcome an objection on the phone click and then what happens no sell no salesman gets to eat they got massive pressure on them am I right and guess what it's not just because you want to win it's because the whole store relies on them today they're going to go back home different people it's amazing this is the one thing that the car business has never seen ever this isn't the car business it's like a different world a different deal but I want you to take and steal everything today and take it back home with you okay everything but the psychology is selling is one thing what does that mean today you learn how to become a great salesperson but what's the one thing that kills every great salesperson their mind okay notice this the psychology of savagery say Andy what the hell is savagery did we just make that up no you know what savage is right savage is a person that's not like everyone else he's the one percenter it's another word for that it's savage what does savagery mean it means this when I was a sales guy yeah I was extremely skilled I was very good and I earned that and I worked for it but you know what else I did I got in people's heads you know what I wanted to do think about this I was around competition all the time that was better than me they were better than me so what did I do did I did I act weak I'm not as good as them you know hopefully I'll just keep working hard and one day I'll be better in them no you know what I said no man I'm gonna own their headspace I may not be better in them yet but I'm gonna own them here so you know what would happen every day they'd come into the store and they'd be working and you know what they would see me doing training training training what happens right now if you want to be an athlete right and you're not as good as the other athletes what do you do you train you find out what time they're going to the gym am I right hey man this guy's better me what times he going to the gym from 8 to 10 you know where I'm at from 8 to 10 at the gym running working out and he's watching me he's like man this this guy is this guy's really and by the way I'm working out so hard I'm puking in front of him and he's like this guy's a little sick in the head that's what you're doing you're starting to own him here he's leaving thinking about you okay baby thank you so much you're amazing my amazing wife everybody can we give a round of applause