 Hey guys, how you doing today? I'm going to talk to you about the meet-and-greet Mastery literally going to the next level listen. I want to tell you this Everybody's ate up with like closing the next cardio Overcoming the next objection that comes in right the word track that like advances the cell Here's what I want to share with you if you can't crush The meet-and-greet and I'm talking like next level Do you know what happens when you get into that closing situation? Well, the customers don't trust you the customers don't feel close to you. You don't know enough about them I'm gonna share with you in this short video. I am going to show you not fact-fine qualify But meet-and-greet how to become one of the top salesmen in the country By doing the first step better than all the other people that are asleep at the will at your competition and other dealerships And by the way, my name is Andy Elliott if you don't know who I am you can go to the YouTube subscribe to me right now Click on the alert bell I put up daily Training videos unless I'm out of town and I'm in another store training every morning I'll put out a training video for closing negotiations Overcoming objections and I'm ate up and I become geeked out With like making more money and raising gross on deals But you can't raise the gross on a deal if the customer doesn't love you So I want to go back to the meet-and-greet and that's it. This is next level selling. Let's get into it All right, so I'm going to start out with some things that I want you to remember These are I'm not even going to get into building common ground and some killer questions that you need to ask That'll that'll make that solid foundation unbelievable. So you can actually start the sales process I'm going to tell you some things that I want you to remember get a piece of paper and write this down 90% of what you write down you'll retain 30% of what you listen to and you don't write down you'll retain are you wanting to get 30% or 90% I know this if you're wanting to have the biggest 2020 you've ever had in your whole life and crush it and make three four 500,000 hell make your first hundred thousand. I'm just telling you this whether you're brand-new in sales These are things that you need to know Write it down. It becomes in your head and you'll learn it better that way All right, so things you need to remember in this business Whoever can build the two-minute best friend is the guy that's going to make the most money woman or man If you can make a two-minute best friend, you'll kill it. I will share with you This step will make you more money than you've ever made in your life And if you need some training material over this send me a text message 918 210 254 I've got the training material on this. I'll shoot it to you. Okay. All right 10 years ago 10 years ago somebody a customer somebody would buy from a salesman in spite of even liking them if the deal was good enough in today's times Guys, I don't care if the deal is good enough if they don't like you they won't buy from you You can never Underestimate the the meet and greet to just make the whole deal go down This is the most underestimated step and that's not talked about enough in selling. All right Ten years ago second thirdly off limits to shortcuts anybody who's a high achiever Anyone who's going to be killing it in 2020 and who's making a bunch of money right now guys They're deadly at this and they don't shortcut. I Never shortcut because when I do it costs me dearly So I've learned my it's like putting a hand in a cookie jar. Bam when I shortcut I always feel the sting if in your life You're not making a lot of money if in your life, right? You're worried about all these other things, but you haven't been talking enough about the meet and greet You're shortcutting it watch this whole video and it will change your sales game number four control in the situation guys us as salesmen, especially Masterclosers especially master salesmen high achievers the best salesmen in the world people that are unbelievable at Persuading and influencing do you think you can persuade and influence somebody if you don't have a great relationship with them? No ways never gonna happen. You want to control the situation it starts here Confidence is made here. How does a salesman feel? When he knows his customers love them? He feels alive. He feels great. He knows he's gonna crush it. Your confidence is all built and made in this one step Never forget that trust starts here. Listen if people like you they'll listen to you If they believe you then they'll buy from you if they don't like you which is the first step Which is where the trust is built Will there be anybody buying from you? Especially buying from you and making a lot of money not a chance Trust is built here Competence is seen man. I want to tell you this. You know what competence is Competence is something that comes from confidence understanding. How do you do your job and your processes? But let me tell you what your first job is which is to make a best friend here The customer starts to see the competence in you right off the start whether you just going to talking about like what you have for Sell or do you actually have genuine interest in them? The competence is seen in this very first first step Seeing preparedness look I want to tell you any time that I'm around a salesperson and they have something or a product that I may be interested in I Can always tell how prepared they are and how well know that is that if a guy's got something for sale I'll talk to him for a second about it and then he'll tell me about it and that's about the end of the conversation Usually when I spend my money is when I'm interested in something and me and that person are talking about like other stuff and This and all of a sudden I'm like telling them about me. He's talking about some stuff all of a sudden I feel like I'm significant now all of a sudden. What am I doing? I'm buying something from them. Guess why? Because he's prepared to sell me something and he's not skipping the meet and greet. Okay Feel like they're not wasting their time How many customers come into a dealership and feel like they're going to waste their time with the salesman they're dealing with? tons Listen when people pull up on the lot in the first 30 seconds I know you're prejudging your customers can they buy did they come to buy you know what what are they? You know are they here to you're just all this stuff. You're judging they are judging you Okay, and I'm guaranteeing and before they even get out of the car no matter how great you are They have a feeling that you're going to waste their time This is the step to show them that you're not going to waste their time and that you're different than all those other guys. All right Have the right person. This is probably the last point here before we get into the meat and potatoes Have the right person does the customer feel like they have the right salesman in front of them Do they feel that? At what step during the road to the cell do you feel like the customer is going to feel that they have the right salesman? the very first step all The rest of it will go unbelievable if this one is done, right? You need to let them know they found the right person. All right, let's get into it now I've got the meet and greet mastery check this out This is next level and I want to I want to tell you about a couple things I'm going to go over here what you got to do to make a first best friend And then we're going to get into how to build common ground a couple neat pieces And I've got some killer questions that you can ask that will help you Really like get the customer talking about themself So you can literally write down these things memorize them ask them in the same thing you'll get the same result every time Everybody will love you. All right, smile like a winner. You only got one first impression You got one shot to dominate That first impression how many first impressions do you get one? What do you got to do when you first meet them? You got to smile big. Hey guys What's going on man? How you doing nice to meet you guys? Oh my goodness, man beautiful family watch How do you feel about me? You probably feel pretty jacked up. You know why because I'm a good dude You guys need to be this way your smile is everything. So number one smile like your winner Don't go out there like it looks like you got some problems going on Okay, you got some stuff going on at the house. You're broke behind on your bills Maybe you got some issues guys. You can't take it to the pavement with that You got to shake it. You got a smile like a winner people want to buy from winners. All right number two Give them the best welcome ever. What does that mean? Number one that means eye contact. All right anytime that I'm dealing I'm a good businessman. I have eye contact the entire time Do you know why most people get a no during closing because they keep looking away if you're making a deal Are you a business person? Yes, so where do you start the eye contact? In the very first step in the meet-and-greet. Hey guys, how are you doing? And I look them right in the eye and that right there stands firm the entire sales process Also when people go to do business, you know what it's like to get a firm handshake I'm not talking about breaking someone's hand. I'm talking about letting them know like hey How you guys doing? Thanks for being here and shaking their hand They know that someone's doing business with them a matter of fact If you're the one to lead that on when you shake their hand nice little firm handshake. Guess what? It shows them that you're a business person. Okay, nothing even needs to be said. It's in the handshake. All right Best welcome ever number three. We got get everyone's name acknowledge and include everyone. I want to share this with you Of course, we get everybody's name. Why do I get everybody's name? Because I want to say their name again. Listen, let me tell you my little trick on how I did so well and How I still do well if I deal with somebody I'll say their name over and over and over and over and over again Until I memorize it So if you're named Sandra, I'm like, hey, how are you doing? Hey, welcome to store My name's Andy and she's all my name Sandra. I'm like, hey Sandra. Nice to meet you man Sandra, how many kids do you have and this is awesome? You guys got like an army Awesome. Okay. All right Sandra. So what watch is? when I say Sandra She feels Significant. Okay. What do people want to do feel significant? Do you think that other salesman say their customers names over and over and over again? I'll bet you money They don't you know why all they're worried about is their selves and what they're gonna sell them People don't care about how much you know until they know how much you care say their name over and over Acknowledge everyone remember that lady. That's quiet. That's being mean. That's ignoring everybody She's a co-signer Something's up. Okay, make her feel significant make him feel significant Don't assume that you think you know what's going on in the end You'll find out you don't know what's going on and everyone is there for a reason involve everyone All right, get everybody's name and acknowledge them and then lastly show Genuine interest in them. Hey, am I a salesman? Yeah. Yeah. Do I want to make a ton of money? Yeah Yeah, I want to kill it. But do you know what? I'm also a human being You know what that means? Show genuine interest in people, please Okay, customer gets out of a car. They say hey, we're here because we just got into a car accident You completely missed the fact that this family just got into a car accident and they're needing to replace their car Why don't you stop for a minute and be a human being Guys, oh my god, are you kidding me? First of all, number one is everybody okay? number two like What happened like that's first of all, I'm gonna take unbelievable care of you, right? But show genuine interest, okay? Be a human being that's all that this world is missing in sales Is stop looking at the money and start looking at the people and then what happens is when you take care of The people the money is ten times more than you even wanted All right going back to this building common ground Conversation pieces and questions to ask let's get into this part right now. Okay. How do I build common ground? How do I spot a conversation piece from ten yards away? I can walk up as I'm walking up this side of my brain is like all right, dude Winner smile rock out eye contact this side is like all right What are we looking for here? What are we looking for here? We're gonna start a conversation with this person. How here's how Veteran license plate. Okay, like I look at a license plate on a car and if it has like a tribal tag I know they're Indian. I'm like, oh man. So let's say it says like Choctaw. I'm like, man So are you guys I guess Choctaw? That's awesome. Wow. That's incredible. Yeah, just sold the family two days ago They were Choctaw so let me ask you this like how much how much Choctaw are you guys? I mean be an Indian like what percent of me they know these questions. Oh, well, we're about 40% Choctaw. Wow We're 100% Choctaw dude. That is awesome. Guess what happens. They love it It's a great way to start and then so tell me about that. So you guys get lots of benefits from that stuff, right? I mean, it's pretty amazing some stuff that I've heard guess what let them talk bumper stickers college parking passes shirts with sayings on them Uniforms guys you got a uniform. I mean, you know, unless it's Halloween, right? I mean, that's a no-brainer hats any types of sports wear. I look for it non-stop I'm constantly a tattoo. I'm digging for the next deal. Man. What's that mean? What is that? Oh, that's where I killed the guy in prison. What? No, I'm just kidding. Look for a tattoo. Look for something Get them to talk about themselves People love talking about themselves Please get them to talk about themselves Memorize these things look for them be prepared to give a killer meet and greet They've never seen in their life first impression this side look for that conversation piece. All right Questions what brings you to the dealership today? That is an important question. Okay? Let them talk Remember to remember what you hear. Just listen to it. How did this lead? Originate from okay, what brings you into the dealership today? How long I was hey How long have you guys lived in this area? How long have you lived in that area? Where'd you drive from? What just what school did you attend search? I'll say oh man, so you guys are from right here What school did you go to? Man, I think I seen you in the gym. Are you kidding me? You don't go to that gym Dang, man. You got a twin brother that goes there. That's crazy, man. There's a dude that looks just like you I swear guess what whatever it is church, okay? You want to talk about church talk about it guys nothing's off-limits, okay? I just don't talk about politics if people ask you do you like the president never answer that question ever Listen unless you're a politics person, okay? I just assume Stay out of it. Okay. You want to talk about it with your politic friends? Cool Don't get into it with your customers. People just take that a little bit too personal. Okay, okay? Where are you originally from? That's a great question like not where'd you drive from but like okay? Because you guys lived around there cool. So you guys drove about two hours. So are you guys from there? Were you born there? No, you're born in California. What? How did you get there? Let him talk let him talk How long have you been there? What do you do for a living? That's a great question. So man So okay, so you need to pick up truck. So what what do you do for a living? Like is this truck going to be for business, you know I'm saying or is it like something You're just gonna pull the boat to the lake or do you guys just like trucks man? I mean like some people just drive trucks their whole life Whatever figure it out. Let him talk and how long have you been married? How many kids do you have? Etc. Etc. Etc. Etc. Listen if you guys want some more for information on this send me a text 9 1 8 2 1 0 0 2 5 4 please understand you dominate this you're going to the next level Please subscribe to the video. Give me a thumbs up. Have a great day. I'll talk to you guys soon