 Hey guys, what's going on? It's Andy Elliott. In this video, I'm going to be talking to you about an objection a lot of sales people get stuck on. Check it out. All right guys, so it's Andy Elliott. So this is for my automotive sales pros in the transportation space. And I know we have lots of sales people on this channel, but I want you to understand something. Sales people get stuck at certain points of the process of the deal in all industries. And in the automotive space, one of the things that customers love to tell sales people is I don't need to test drive the car. And I need you to understand something. If you're taking notes because you're a real winner and you want to learn, I want you to understand this. The customer's job is to speed up the sale, get you to give them numbers as fast as possible, keep the emotion out of the deal, and guess what? Get your numbers roll out. Okay, that's not what we want. We don't want them to speed us up. We want to slow the client down. So I need you to understand this. The fill of the will seals the deal is an old saying that we say in the automotive industry. The test drive when the client drives the car is the first time, the first time that the customer envisions, write this down, envisions himself owning the car for the very first time. Now, would you want to miss that and be a dummy? No, of course you wouldn't. So when the customer says something like this, oh, hey, appreciate it, Andy. We don't need to drive it. We drove one just like it down the road. We want to see the numbers. What are they doing? They're trying to speed you up. So you just say, Hey, I totally understand. I've been doing this for a long time in every car is different. Test drives don't have to be long, but they're super necessary. So it doesn't matter to me if it goes down the service drive and back, that's fine. I need you to touch it, feel it, smell it, make sure you love it. And then we'll go inside and put together a deal you can't say no to. Let's go. Boom. Get in it and fly. Now, rewatch the video, write down every word that I said. I need you to understand this, okay? If the client goes, listen to me, inside without driving your car and you go inside and the numbers are presented and there was no test drive taken, I need you to understand something. Your customer is not emotional. Number one, they haven't gotten emotional because they haven't drove anything to get emotional about. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor and tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. They haven't envisioned themselves owning your car, the car that you have for sale that they're going to buy. They haven't envisioned owning it yet, so you're bringing out numbers so they may buy in spite of you or the car if the deal is good enough, but there's no way they're going to pay you all the money. If you want heaven on earth, which is doing a great job of getting paid all the dough, here's what you're going to need to do, okay? Make sure they drive the car. Make sure they touch it, feel it, smell it, go down the road, come back, you'll take them on a longer drive once they're in the car, then you come back. You go and ride it up. They've envisioned owning the car. They're emotional about the vehicle. You've got them excited. Now they're attached, and I know we're going to have the haters, the customer say, oh, don't get attached. Yeah, they do. They'll get attached, then you're going to come inside. You're going to present numbers on a car that they love, and you're going to close them. They're going to pay the value for the vehicle, and when the value exceeds price, price isn't important anymore. Remember that, write that down, okay? If the price doesn't exceed the value, the price is too high, but when value exceeds price, the price is never too high. So if you want to earn all the dough, and if you want your customers to say yes, make sure you don't mess up on these silly test drive objections. Now by the way, if you have objections and you like me to teach you how to overcome them, shoot me a text message, okay? You can text me anytime. Let me know what your problem are. Andy, I need more leads. I need to learn how to close. I got to learn how to believe in myself more. Whatever it is, I need to learn how to sell, I need to learn how to speak. Whatever it is, shoot me a text message, 918-210-0254. Guys, text me. I got your back for life, 918-210-0254. Let's go. Hey guys, I just want to tell you the true one percenters you made it to the end of the video. Do me a favor, share it with the friend that wants to go to another level. Make sure you like the video, comment below so I know who you are, set your notifications, and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.