 I'm a little worried about these guys when I kill David here there. Are they gonna be able to get me in the air? Oh He goes hey when I kill David these guys gonna be able to throw me because I want to get thrown Okay, hey notice guys. I'm on the phone for a minute because I think the phone's kind of important Are we going into winter? Yeah, okay cool foot traffic will slow down a little bit the phones are gonna increase I assure you okay phones are gonna continue to increase Certainty that's what I want. I want to hear that in your voice when you're speaking David Here's what we're gonna do. I'm on the phone with you. I'm like, hey David Thank you so much for giving me all the information on the 2018 f-150. I saw it online for 20 9 9 by the way What's your best price? We're gonna take so much for calling in about and asking for that I'm very excited to what we do here is actually market-based pricing So we actually use very expensive software that prices all our vehicles for us and in Ken Garf We actually have the process that we so what we actually do we actually prices all our cars for us So that we were price number one number two and number three in the market to offer our best price for a high-volume store That honestly we offer our best price for our customer. Did I fend it anyway by offering our best price? Good job. All right. All right Nathan said he was gonna take his soul, right? All right, Nathan. Hey, thank you so much for giving me the information on the 2018 f-150 I sold online for 29 9 by the way, what's gonna be your best price? Hey Andy? Thank you so much for calling in today and asking about that for it. It's been a great vehicle Absolutely love these you chose an awesome truck here What I want to tell you here is I'm so sorry as I've been talking on the phone that I have not explained how our pricing works So we have a very nice system very expensive system that compares all of our market prices for our vehicles So I start with my best foot forward and give you the best price right out the gate So that way I don't have to waste your time when you come in here and you can get home You can get doing some things with your life. Nobody wants to spend all day at the car dealership But that way I get you my best price and if I'm offended you in any way by getting that price for you out front Let me know and I'll see what I can do to help you out better. Okay. Good job. Listen guys number one give a round of applause Okay. All right. All right. Now listen. I want everybody to do me a favor. By the way, these guys both did a good job Okay, they both did a good job everybody just write this down on a piece of paper real quick And then I'll go over this write down good great and unstoppable. Okay, okay? I need this to always stay with you until the end of time. Okay, good great and unstoppable These three words are the words that I've preached my entire life that there's three levels of people Okay, and the goal is is that that they did a good job. That was a good job. Okay, they didn't say well We you know, that is our best price The worst thing you could ever say on a phone pop is when someone says hey What's your best price and you say that is my best price when you say that is my best price Let me explain what it is that you're saying. You're saying that you're unwilling to work with them. Do you hear me? Okay, I know that you may have a store that doesn't they put online like one-stop shop, whatever, right? That's the price you see the price you pay you tell them that's the price to see that's the price they pay Do you think last time they bought a car? They got a little bit of a dealing Maybe right do you think when they're picking up the phone that they may really love your vehicle? And that's why they're asking the question. What's your best price because it's a freaking buying question. I think so The way you handle that buying question will be whether they get in their car and they come down. Well, I'm asking you right now What's your best price? I'm getting my opportunity to hear what a dealing is going to look like with you You ever thought about it that way? It's really the first time that the customer is getting a taste of what a Negotiation is going to even be like with you You're gonna give them a bad taste or a good one and by the way you say you're gonna give them a good one But it can only be a good one if your words are on point Okay, does that make sense? So let's do this Good great and unstoppable. I only want unstoppable I give a word track on this one that is unstoppable The goal is is that there's a couple things that you have to have you have to have massive certainty You have to have massive believability, right? And you have to have a little bit of like Belief in yourself that the customer can feel does everybody know what the term definition Persuasion means it means transfer of emotion, right? And can I say something real quick before we handle the word track? Do you guys know that if the customer doesn't like you they'll ask objections like this? Hmm, I think about that real quick. Okay guy calls on the 2018 F-150. I'm like, oh my god, man I'm gonna tell you this right now one to ten this trucks in 11. Look, we get tons of pre-owned inventory guys It's a 2018 it's got 36,000 miles if I walk down here and cover the odometer You literally think it had zero miles on it. You're gonna be mind blown Look when the guy traded it in there was literally three sets of formats Let me ask you a question. You know a lot of people in life You know anybody driving around with three sets of formats in the truck. I don't think so. That's called massive OCD right massive the guy that owned this truck. I think he had it Okay, and guess what when I walked outside? I thought it was a brand new truck Nobody's ever drove but I turned it on it's got 36,000 miles on it when I drove it I took it 85 down the highway. Don't be mad at me for that But I took my hands off the highway off the steering wheel and it literally doesn't pull vibrate shake or nothing It's the nicest truck. I've ever seen in my life. So nice. I actually call my wife I don't need a truck and I asked her could we buy one? So the truck you're calling on sir the one that I have if I had a hundred of these I could sell a hundred in a day That truck is still available, but let me answer your price question. Bam You guys feel that I really don't give a shit what you say now. I want to see this truck. Does that make sense? Am I right? How do you sound on the phone? If I called your store right now, and I hit you. Hey is this vehicle still available? By the way, we're gonna do phone training after lunch You guys will be ready. I'm not gonna let you out of here today, too You're great, but I'm gonna tell you something right is that how you sound on the phone And by the way, if you could sound that way would you sell more cars? The good deal is you can sound that way I just told you how to sound. You see here's the test. Here's the answers to the test It's that easy. You just got to be consciously paying attention But there has to be a word track that you can say after treating somebody great. Does that make sense? Okay, let's hear what that word track would be and you've heard me say it a million times But I'm gonna say this if I've said it a million times. Are you consciously listening where you can say it, right? You should right? Okay, one of my coaches I don't care who does it anybody who wants to handle it Danny you got it Hey, I'm so glad you asked that our company uses what's called market-based pricing and research shows that 90% of our customers Don't want to negotiate and haggle and want to get the best price up front. It's 2021. It's the age of transparency That's why I use very expensive and accurate tools that find vehicles like ours in the marketplace right now Then those tools actually price our vehicles for us to ensure we're always price below market and according to the stats on this Particular vehicle we're actually price below market, but not only great at price But we're actually high in all their critical areas important to you and your family like price payments and trade-ins by the way Would you be trading in a vehicle with us today? That's it. He diverted Okay