 All right, cool. I'm gonna move quick. This is gonna be can you tell me my car's worth over the phone? This is a pretty simple one. I don't care what kind of dealership you work in doesn't matter people when they come in to buy a Car if they've given you information on their trade-in they could ask a question like what's my trade-in worth? Am I right? That's all we're gonna play. It's gonna be simple. It's a very easy question We're gonna handle it call. I'm gonna start with you. Is that cool Roman? We got you, baby Come on up to the mic so we can hear you big sexy Roman. Yes. Yes. Yes. All right All right, so listen so so it's gonna be pretty simple. Hey Roman. Hey listen number one Appreciate you give me all the information on the 2018 f-150 whatever right like thank you By the way, I gave you all the information on my car All right Yeah, can you tell me what my car's worth on the phone before I come down? I think right now the cars worth more is the best time right now because markets We all know an inventory if you're gonna get the best prices gonna be right now Of course, we still got to see a driver and all that so I could actually give you You know that as much as possible. It's the best time you can come in so we can check it out Okay, cool. Hey, but look I gave you all the information on it, right? Correct Could you give me a ballpark of maybe what it's worth? I thought it would be more than you think So like you want me to tell you what I think and then it'll be more possibly I gotta see it Okay, hold on. No, but he's not doing too bad, right? I know we always want to kill people when they're up here, right? We're like, yeah, yeah, yeah, yeah, yeah, yeah, right? Hold on. Hold on. Hold on. Let's just shift for a second. Okay? All right, Roman. All right. I'm gonna run you. Is that cool? Okay. Cool. Here we go Here we go. Okay. Cool. So hey, I want to know what my car is worth I'm gonna be pretty simple. Hey, thanks for giving me all the information on the car that I called about right You have the information on my vehicle. What is my trading worth? Can you tell me that over the phone? Andy, first and foremost, thank you for all that information on your trade It sounds like you have a great vehicle and we would love to check it out in order to get you the most accurate bid for your vehicle We would need to see it. When's it when can you come down and check it out? Well, so the last two times I bought a car they told me what it was worth over the phone, right? Obviously, it's the age of the internet So I was just gonna see if you could kind of do that same thing and then if we can handle that part Then I'll come down. I don't want to give you the worst price out there And in order to get you the best most accurate price, we really need to see it Is there any time that works today or tomorrow for you? Okay, so stop. Let's just stop there real quick Okay, what I want everybody to understand is this I get it I know exactly what's going on here number one We know that we don't want to give him a number, right because we know whatever number we give him They're not gonna be okay with that everybody agree when's the last time he gave a guy a number over the phone He was like, oh my god. That was more than I was thinking. He's like, oh my god Real you remember that Salvador when's the last time he gave somebody a number and they're like damn I didn't know I was gonna get that much there. That didn't happen. Okay. Here's also the other deal We know that when we give him the number for the trade we give him a right to shop. Am I right? All right, so let's do this in our minds. Let's play 99% of the world and let's play 1% You're gonna have a 1% asshole that if you don't give him a number I don't care how good you are. Listen to me. Andy Elliott 50 objections on him handling it Bass uncertainty best friend. We're going out to dinner afterwards when he comes it doesn't matter He doesn't get the number he ain't coming. I get it But don't think that everybody's that guy by the way, y'all remember Rocky, right? You remember that it was like don't get down for the 10 count round 11. He came back one good great Unstoppable okay, your goal is to be able to go multiple rounds with the customer without them filling that they're going multiple rounds with you Make sure you understand that you need to keep all friction out of the deal Friction if I tell you I can't tell you that and you said to me you said I don't want to give you a bad number, right? Well, I wasn't thinking you were but now I am you know I'm saying shit am I gonna get a bad number? It's like look that's not what you wanted to say was it? But you said it this is why we train Listen guys You're one word away from making a woman fall in love with you and one word away from making her fall out of love with you You're one word away from closing a deal one word away from having them leave your words are everything It's not always what you say It's also how you say it one of the stores that we train where you're at, right? Okay, we got the daily twins over there where you're at, right and what do they do? They're great closers. They sell a lot of cars. They're twins They're 50 year old twins kind of like the twins we got working here But guess what the coolest thing about it and they're great salespeople am I right? They go in and say the same thing that a lot of the other sales people say they just say it better. That's it. They love it They literally are winning Because of their attitude because of their belief. So how important is belief in your attitude everything? That's how important is it for you to be able to tell a story everything? Listen to me telling a story means this you can talk to me have a real conversation with me and actually be able to make it seem like the things that you're telling me I can picture a story of that happening for me in my head Why you're talking to me does that make sense and now I'll give up on my beliefs that I needed to know what my trade in was worth Now to come in and I'll actually be like hey, you know what? Maybe I'll just come down. Is that what we want? Yes, but you have to be able to communicate that right so let's start out with rounds good great unstoppable What's the first thing we do? Well number one you don't want to say I need to talk to my manager Hey, I need to know what my trades worth well. I need to talk to my manager What does that do when you say I need to talk to my manager? It gives away all the authority that you have to help him I'm gonna explain this to you if you really want to be that car salesman that people feel like that can't help them Say the words let me talk to my manager and by the way all it's gonna make me deal Like is it feel like now is I don't need to talk to you anymore I need to talk to your manager and then what are you gonna do go tell your manager This guy's not gonna come in unless he gets the numbers for his trade. You're setting up your own death You're hanging yourself Cut the leash all right you guys are in a second rated version of me your first rated version of yourself Does that make sense? Okay the way that I speak the way that I talk the my tonality the way that I believe I would love for you to steal that the words that come out of your mouth Just make sure they're good words that advance the sell forward. It's all I care about okay So which one of my coaches want to handle this one somebody want to handle this Brian you got it Hey, Andy. I'm so glad you asked that look Andy. Are you familiar with what an independent car buyer is? They're professionals that work with dealerships just like ours that often give the most money for trade ins I actually have one coming here. He's the best one in Arizona. He's gonna be here this afternoon What time can you make it in this afternoon so we get you the most money you'll ever get ever for your vehicle