 Hey, guys, what's going on? It's Andy Elliott. Look, I've been traveling a lot, so I apologize for the last week or two not really dropping into YouTube videos. I went to introduce my man, Ryan Brun. What's going on, everybody? Guys, look, I'm gonna tell you, this is gonna be a role play video. Look, everybody loves role play. Why? Because in sales and closing, objection handling is so important, all right? We just got done at the Last Master Closer seminar. I did it tally up. I literally have 478 objections and how to overcome them. So anything and everything you guys need, I got you. I'm about to bust Ryan up a little bit. And by the way, I got some really good objections that we really haven't trained over before. This is gonna be great stuff that's gonna help you make more money and close more deals. Before we start, I wanna do something real quick. If you need any kind of help, if you wanna reach out to us, you know you guys can text me at any time. There's two ways to always stay in contact with me. Number one, my name obviously is Andy Elliott, okay? Number two, my cell phone is 918-210-0254. You guys take that number, you shoot me a text message, I will help you with anything that you need. I don't care if you're getting into the car business, you've been a month in the car business or you've been doing this for 20 years. I'll help you elevate your game in whatever area you need help in. I got you. By the way, let me type this real quick. Look, Facebook group. I have a killer Facebook group. It's called Andy Elliott Car Sales Nation. Guys, just go to Facebook, check it out, join the group. It's inspiring, it's crazy, it's through the roof. Let's get to the overcoming objections. All right, so we're gonna start with number one. Number one is gonna be... Hey guys, it's Andy. I hope you're enjoying the video. If you are, please like and subscribe below. Also, click on the link below. Join me in a free strategy session. I'd love to help you set up a game plan to crush it. Let's get back to the video. I have three more cars I wanna go look at. So how I train is I build a scenario. So, Ryan, I got the 2018 Toyota Corolla, right? It's got 30,000 miles. He just test drove me on it. And basically, Ryan asked me to buy the car. And I say, hey, Ryan, I appreciate it, man, but look, I got three more cars I wanna go look at. Yeah, I completely understand, Andy. Let's say you already checked out the other three vehicles and mine was the last one you were looking at. What would be the deciding factor in which vehicle you would purchase? Would it be the car itself, regardless of the deal you got on it, or the car you got the best deal on? Well, it probably be the best deal I got. Exactly. So let me show you a finding proposal of all the facts and figures and the end is completely your decision. Is that fair? There you go, guys. See, I took his hand right there and he stuck it out. Guess what? It moves him on. Hey, good job. He said, hey, let's say you already gone and seen the other three vehicles. And this one right here, or let's say you had already gone and seen those other cars, right? Or somebody says, hey, I got one more car. Whatever. You use the work track and you understand it that it's like, hey, let's say you already gone and seen that other vehicle, right? You place future expectations with them. And you say, and then this was the last car you went and looked at. What do you think would be the determining factor or the deciding factor to actually which car you actually ended up owning in the end? Would it be the car itself, regardless of the deal? Did you watch his hands? Nobody's gonna say regardless of the deal, okay? We give them multiple choice because it's a way that we move. It's a funnel. And that's why we're creating and teaching you guys to become the most elite sales people in the country. Or he says, or would it be the great deal the dealerships willing to give you? See my head? Or would it be the great deal the dealerships willing to give you? And guess what? They're like, oh, it'd be the great deal. But what if they said, well, it'd be the car? I think it would be the car. You're saying, oh, okay, cool. So it'd be the car. So you're saying even if it was 10,000 over what you want to pay, you'd still take it? Oh no, so it would be the deal. Yeah. Ah, gotcha. Guys, this is a good one. Let's keep moving. Ryan, good job, bro. All right, all right. Number two, hey, Ryan, look, man, I appreciate it. Guys, we're at the negotiations table. All the numbers are laid out. Price, trade, payment, everything, all right? I say to Ryan, hey, Ryan, man, look, it's getting late. I'm just gonna come back tomorrow. Yeah. I'll say, hey, Andy, look, nobody plans on the most ideal time to buy a car and you're already here. That shows me you're extremely interested in purchasing a vehicle. And like I said, nobody plans on the most ideal time to buy a car, it just happens, okay? We're already 99% done with the deal and I'm actually fastening this last 1% done. Let me show you how fast this last part done for you. Okay, cool. So the bottom line is that I'm just gonna say this to you, right? There's only gonna be two reasons why someone says I want to roll out of here. Number one, it's a stall. A stall is like I'm about to buy something so what I want to do is just bolt because I don't want to buy and go to your finance office. Number two, it could be one of the deals that maybe something's wrong with the deal and they're trying to roll out. And at that point they say, well, I know but it is really getting late and you can say, hey, you know what, when people tell me it's really getting late, what I've learned is that something's wrong with the deal. What is it that concerns you the most? Is it the price, the trade, or the payment? Which one? Then you could actually guide them and roll them into that one. Hey, good job, right? I love this one. Guys, look, I got some good ones. I'm gonna give you a sneak peek real quick, okay? Let's just do this. Number three, it's gonna be I promise to dealer down the road that I give him a shot at my business and I'm gonna keep my word. Oh, let's see how he handles that one. Number four, I'm gonna sell my car out, right? So I get, because I get more money for selling it out, right? We're gonna see what he says. I need to talk to my dad before I make the decision. I'm gonna grab a bite to eat before we finish the deal. I'm starving. Come on, man. Nice try. You're not gonna get us, right? And then I don't wanna settle, right? Without getting all the options I want. With the COVID-19 right now going on and stuff, inventory's been really slim. So we've had to sell from what we have. So if you don't have the perfect car, you're not gonna card them and say, hey, when I get it in, I'll call you. We're gonna show you how to get around that, okay? So we got some really neat objections, some great stuff that's gonna help you guys make lots of money. And by the way, if you like this YouTube video, if you like the role-playing ones, comment below. Let me know how he's doing. Let me know if you like it. If you like more role-play videos, I'll make more of them for you. I swear I'll make them every damn day. I got 478 objections. I can make them all for you, okay? And on top of that, share this with the friend. If you got a buddy in the car business, send it over to him. Let him train on it. I appreciate you guys. And give us a thumbs up on the video, okay? So, hey, Ryan, look, man, I appreciate you showing me the 2018 Tour de Corolla with 30,000 miles. I love it. You just asked me to buy it, but I said, hey, man, Ryan, I promised a dealer down the road that I'd give him a shot at my business and I kinda wanna stick to my word. Yeah, I totally understand Andy. And when you say the word promise, what that reminds me of is the ultimate promise and make to all my customers. Andy asked me if your wife rode down on the side of the road or she was stuck stranded with a flat tire. Ask me if I'd immediately drop everything I was doing and I'd immediately go help her. Ask me. Would you go and help her? Absolutely, I promise, okay? Look, I'm here. If you go down the street, that salesman's not gonna be me, okay? Look, you're here, the car's here, I'm here. Guys, let's do business. Hey, hey, hey, hey, hey! Come on, man! Guys, this is the good life, man. Objection handling, I love it. All right, number four! Hey man, Ryan! Whoa, I think I can get more from my trade-in. I think I'm gonna sell it out, right? Yeah, Andy, I have two questions for you. Number one, have you ever sold a vehicle outright on your own lately? Maybe a couple years ago. Yeah, and so number two, what's more important to you? A little bit more money for your trade or your safety. You see what I mean is, would you be comfortable with the stranger driving you and your vehicle around? Especially during COVID, look, 90% of customers wanna drive a vehicle before they buy it. It's just a little bit scary, right? You can't put a price on safety, but if you could, it has to be worth at least 1,500 bucks, two grand, whatever the difference is between the trade and the price they're looking for. Good job, man. That was great. Hey, by the way, guys, look, when somebody says I wanna sell my car outright, what about if he says, hey, you know what? I sold my car outright a couple years ago and I did pretty well. Yeah, so I'd say, hey, Andy, would you agree time stuff changed since then? Yeah, yeah, I mean, look, the fact is things have changed since then. You know, remember when you could go to a good old American ballgame with your family and now you have to wear a mask to say six feet apart just to get your groceries for the week? Fact is things have changed since then. In the past, like I said, you selling a vehicle outright, in the past that was completely normal. Look, just like how the world changed, guys, we've changed. We found a better way to do it, okay? And I know obviously your father and your family's safety and health is their number one priority and you wouldn't be willing to put that at risk or just a little bit extra money, am I right? Hey, guys, come on, baby. Let's go. Come on, man. Are you guys getting jacked up out there? You know what I'm saying? Do people put these videos out for free? No, man. By the way, if you want to become great at objection handling, if you want to become great at objection handling, do me a favor, right. Give me your cell phone number, your personal cell phone. Here we go, seven, six, zero. Oh, seven, six, zero. Seven, zero, five. Seven, zero, five. Six, three, nine, one. Six, three, nine, one. I want you to see this. Seven, six, zero, seven, oh five, six, three, nine, one. By the way, guys, Ryan works for me, okay? Just to let you know, I have five guys or my soldiers will work together, okay, every morning we do role playing for 20 minutes. I'll take, you know, basically 500 objections and I'll pick them from the stack and I'll bust them. Boom, boom, boom. Boom, boom, boom. Boom, boom, boom. Every morning for 20 minutes, okay? Yep. I taught him how to handle the objections the exact same way he's doing this. Product of your training. Okay, he is a product of my training. So my goal is, is that my goal is as I'm the trainer, he's one of my coaches, and my goal is to have him help coach you so you can crush it. If you would like Ryan to help coach you on some work tracks, teach you some stuff, guess what, shoot him a Texas. This is his real cell phone number. He's got his phone. My real number. Yeah, seven, six, zero, seven, five, six, three, nine, one. We're the only business in the world that we ain't afraid to put our number out there because guess what, if you're crazy, right? If you really ain't doing business, if you don't want to grow, we'll just hang up. If you want to really grow, you're tied in with the best sales trainer in the country and some of the best coaches, okay? Welcome to the Elliott Group. All right, let's roll to the next one, okay? Number five is going to be, I need to talk to my dad before I make a decision. So it's going to kind of go like this. Hey, price, trade, payment, it's all out on the table. I say, hey Ryan, man, you know honestly, man, I think I want to talk to my dad before I do something. Andy, you probably already know what your dad's going to say, right? He's going to say it's your car and you're going to have to be happy with it. You already said you love the vehicle when we drove it. So let's... Hey, it's all right, let's roll. Okay, listen, hey, I need to talk to my dad before I make a decision. Think about it. And by the way, listen to me. This is, is this real live role play? Yeah, this is how it works. Hey, number one, we already know what your dad's going to say, right? Your dad's going to say it's your car, right? And you're going to have to be happy with it, okay? We always start there because we know that's what dads are going to say. And then we go into reaffirming and I already saw your eyes light up on the test drive. You love the vehicle. You told me you loved it outside. So we know you love the car. So look, let's save you some time and go ahead and get it wrapped up. Plus, your dad will be proud of you for making a decision on your own. Now look, let me get your driver's license in here and let me get your car cleaned up. Thank you so much for your business and just move through it. Now listen, we're humans just like you. You got me on that one. I know I got you. Hey, hey, but watch this. You knew where you wanted to go. And you got stumped. But you know what happened? You know why I won't delete that? You know why I'll show that he's a real human being? Because some people have edited clips. One of the things that you'll learn on my channel is we don't edit anything. You know why? Because you don't get the chance to edit a car deal. You don't, man. Look, man, he'll know that one tomorrow. I guarantee that. That's for sure. But the idea of it is I want you to see that, man. Sales people aren't born, we're made, okay? And we're made by creating ourself their word tracks, okay? All right, so, hey, listen, by the way, don't ever sweat it. We're gonna always sometimes stump up, but I want you to be able to come back around, flip it and pull through. And by the way, your customers don't know, yeah, never get triggered, okay? Your customers don't know when you mess up, okay? All right, number six. This is gonna be, I'm going to grab a bite to eat before we finish the deal. I'm starving, okay? All the numbers are on the table, Ryan. Price, trade, payments. I said, hey, Ryan, you know what, man, I think we're just gonna go get something to eat real quick, man, we're starving before we finish it. Yeah, I've been doing this a long time, and what I've learned when someone says they wanna go get some food, after viewing the numbers, is there's actually something wrong with the deal. What is that concerning you the most? Would it be the price, the payment, or the trade-in? Probably be the price, man. We really don't like the price. Okay, and when you say the price is too high, do you mind being more specific? Why do you believe the price is too high? Okay, good. All right, well, I don't know. I just think maybe if you could come down maybe a thousand or something, you know, we probably have a deal to make. Okay. There you go. Hold on, I'm not gonna stop him because that would be closing. Okay, objection handling is this. The objection was, hey, I'm starving, I wanna go get something to eat. Okay, the objection came in. We didn't stick to the objection. We were allowed to move through the objection so we can move on with the deal. That's all objection handling is. Most people stick to the objection, like, hey, man, I'm starving, I wanna go get something to eat. Hey, man, I mean, I'll get some food. How about that? I'll buy it. Let me get some food right now. How about that? Whoa, why are you sticking to the food objection, man? Roll through it. Don't stick, dude, if I ever see this again, hey, man, we're starving, we'll get some food. Man, hey, you know what? Let me get the keys, I'll put a tag on it and you can take my car to go get something to eat. Dude, why don't you just overcome it, man? Over-freaking, come it. Move through the objection, close the deal. Guys, if they're really hungry, we think they'd rather go get a short lunch, that's crappy. You think they'd really go finish the deal and go have a nice lunch and enjoy their new car. Which one? Probably that one. And by the way, learn to rephrase questions. Hey, I'm starving, I'm hungry. Hey, when you say you're hungry, what I hear is that you're probably hungry, number one, but also time's important to you, right? So you wouldn't have time to go get something to eat. Am I right? Cool, so if I could actually speed up the time since we're 99% done with the deal, finishing this last 1%, I'm really good at handling that last part. If I could handle that extra quick, that actually give you enough time to really sit down and have a nice meal. And if you're really hungry, wouldn't that sound better? Yeah. So it's fair. Yeah, word tracks, word tracks, this right here, this is the missing, the lost art of the car business. It breaks my heart to see salespeople miss opportunities every single day. We're killing that. You guys team with me, you're gonna be the best in the world, okay? And this right here, this is just baby food, guys. This is baby food. I do master clothes or seminars every single month. I teach people how to close any deal, anytime, any place, anywhere. We overcome hundreds of objections all the way through. These people change and leave here, complete different people, totally recreated. It's insane. Which is how my man Ryan works for me and how he changed. By the way, he sounds like tons of people that have trained with me here in the Lions Den and they go back home. By the way, I got tons of courses too. So if you ever need some help, maybe with an online training program, you can reach out to us, we'll help you with it, okay? Yeah, and by the way, we're tracks. You can call Ryan and hit Ryan up, say, hey, Ryan, how do I handle this objection? But you can text us on the normal text line, that's fine. But him, he's really good at overcoming objections. He's got him memorized. Why? Because he paid the rent and put the work in. All my coaches have. And by the way, I'm telling you this, you wanna make 300, 400 grand a year? You can do it, okay? Nothing's impossible. You just can't be interested. You gotta be committed. If you're committed, join us. All right, let's go to number seven, okay? This is gonna be one, it's probably one of my favorite. It says, I don't wanna settle without getting all the options I want. Let me tell you why it's my favorite. I love these other ones. These come up all the time. But even if you're on a new car or on a used car, you always have somebody that's like, where, where, where, I would like to have this. This is a good way to handle that and try to move through it. And guess what? By the way, no objection handling works 100% of the time. But it could work 80%. And if you had something that worked 80% of the time, then guess what? If that didn't handle it, then I would come back at you from a different way. But most people don't have no way, so they end up, you know what? Collecting 20, 30% closing ratio. Instead of 70 to 80% closing ratio. It's do the math. It's a numbers game, guys. This is what we're gonna do. Hey, Ryan, listen, man. Look, I love the car, man. The Corolla's a beautiful car. The Miles are where we want them. But we really wanted a sunroof. So I really don't want to spend the money on something. It doesn't have all the features that I want. Okay, cool. But Andy, money's obviously important to you, am I right? Yeah, money's real important to us. If you could choose two grand cash, two grand cash in the bank account or the sunroof. Look, 95% of my customers choose the money. Wouldn't you? Yeah, I'd love to have some cash. Yeah, so guys, when you look at the bigger picture, Andy, going with this car today, not only get you the vehicle that you love, but also saves you a ton of money as well. Yeah, yeah, but I really wanted the sunroof, though. Okay, how many times a day would you use a sunroof? Well, I wouldn't use a sunroof every day. I'd probably maybe use it twice a month. Okay, would you agree if you don't use something that much? I mean, you know, it's 2020 technology. If you don't use technology, they say don't keep a car in the garage if it's not running them, all right? Yeah, I guess. Yeah, do you want it to break down? Look, the average repair cost on the sunroof, $2,000. So I know you think that sunroof only costs you two grand today, but it really costs you four grand. And I know obviously your time is important to you. And you don't want to be coming in and out of the service department for a silly sunroof, am I right? Yeah. Of course not. Hey, listen, I kind of stumped in there a little bit. He got me, he got me. Hey, you didn't expect me to say that, okay? The idea of it is this is that, look, hey, look, the sunroof's got a cost about a $2,000 option, all right? What would you rather have? $2,000 cash in the bank or a sunroof on your car? Which one? And guess what? And if they say, what, or they have two grand cash, you could say great, because that's what you're getting and the car didn't have the sunroof, guess what, here's your car. If they don't and they say, what, I'd rather have the sunroof. I really love the sunroof. Well, okay, I understand that, awesome. So now they're not choosing the money, they're choosing the sunroof. Say, hey, how often do you use the sunroof? Let's say they say, well, I don't use it very often, I maybe use it twice a month. I just like to have it when I want it. Okay, cool. Well, so the way it works, right? The reason why people don't leave cars sitting in their garage when they have an extra third car, they have to keep it out and driving it is because when you stop driving, what happens? All the hoses and all that stuff dry up, they crack, the car breaks down, it doesn't work. The same thing happens with your sunroof when you don't use it a lot. So you don't use it, it breaks, you know what it costs to repair a sunroof? A factory one, especially now in 2020 with the sensors in them and stuff, guess what it is, it's about $2,000. So now it's not really a $2,000 sunroof, it's a $4,000 sunroof, plus time and inconvenience in the service drive. Guess what? Cause your sunroof don't work. Oh, okay, okay. Yeah, do I really want a sunroof now? Hold on, how often do you do your sunroof? How often do you use your sunroof? I use it every single day. Oh, I use it every single day. Oh my gosh, okay. Well, look, cars are made now with 14,000 working pieces on a machine and over 500 sensors on most of them. Those sunroofs, when you use them every day, would you agree the more you use something, the more likely it is to break? Now I'm reversing it. And I say, okay, cool, so we're gonna be using it every day, 365 days in a year. I mean, man, you're really moving that sunroof a lot. Would you agree moving it back and forth with that button a lot? Whenever it breaks, it's gonna be expensive to fix. Yeah, that sounds better. It's a hole in the roof. You know what that means? That means a sunroof that we thought was gonna cost you $2,000, now it's gonna cost you $4,000. And guess what happens? You're gonna have to go put it in the shop and probably take it a week or two to fix. You're gonna have to stick it. Man, you're gonna have to drive around with the sunroof not open and close in. I've heard so many nightmare stories on sunroofs and what they cost. You haven't had that story yet, but the first time you do, you'll never have one again. And the fact is that you're using it every day. This is gonna be something that we know that you're gonna have to repair about something that we're guessing. It's not a matter if it breaks, it's when it breaks or when it does, it's gonna cost you two Gs. That's a $4,000 sunroof. Are you sure you would rather choose the car without the sunroof when we can just roll the windows down? Hell, we got sunroofs on both sides, right? Hey, guys, go with it, man. Don't ever, okay? Don't ever not be relentless. And by the way, am I being pushy? No, man, I'm smiling. My eyes are smiling. My body language, I'm working it and I'm staying engaged with them. Guys, with that being said, listen, man, Ryan Brunton, good job, dude. Hey, if you like the video, comment below, share it with a friend. Let me know if you want more role-play videos. If you do, I'll give them to you, okay? He'll bust me up all day. Yeah, yeah, and by the way, hey, how do you do? How do you do? Comment below. Hey, and by the way, hey, share this with a buddy and if you did like it, give us a thumbs up. We appreciate you keep up the training. Text us guys, rock and roll. Join us at Andy Elliott Car Sales Nation on Facebook. I'll see you guys soon. Hey guys, congratulations on making it to the end of the video. Obviously you're the determined ones and you guys crush it. You're the one percenters. I was gonna tell you number one, I appreciate you and anything you need, reach out to me. If you're struggling with anything, leave a comment in the comment section below. I always answer all my own comments. I'll reach out and help you. Also, don't forget to set up a strategy call with me. It's free, it takes 20 minutes. You can click the link below too and you can join me. I'd love to help you make a game plan to crush it. Hope you guys have a great day.