 Hey guys, what's up? It's Andy Elliott today. I'm gonna be talking about how to not present numbers Like a typical car salesman. I'm gonna tell you, right? There's lots of automotive sales trainers out there What's the difference between me and the rest? Well number one, I'm not gonna run some slideshow bull crap on you today I'm actually gonna show you how to physically close a deal close it for all the money how to navigate through Negotiation right without setting yourself in a trap and guess what? How to set up the traps for the customers now by the way right as we get into this I know this all right I'm gonna talk about confidence in the beginning and then I'm gonna work my way all the way and through presenting it All right, if you are wanting to level up and crush it and kill it Follow my daily sales training on YouTube every single Week we put out three or four new videos I've got over three or four hundred videos right now on YouTube that you can watch and by the way You can reach out to me I've got tons of sales training programs from live to online that will help you elevate your game to the next level like I said in the Beginning most sales trainers guess what they were hired by a company. They never crushed it killed it broke records and made a lot of money I made over 700 grand my last year selling cars 2 million as a GM and now I'm teaching you how to do it Okay, so let's enjoy this video and by the way if you're not already subscribed Subscribe right now like the video shoot me a comment. Let's rock and roll and before we get into it You're welcome to always set a strategy call with me understand this how much does it cost? Nothing, it's really easy you click on the link below join me in a saddest strategy call set it up boom It'll be me and you we're gonna rock and roll. We'll crush it. I'll help you get to the next level All right, so don't present numbers like a typical car salesman now When I say this to you all right, are you different than everyone else? I hope that you understand why we use this word typical Okay, it's because your your job in life is not to be a car salesman. It's to be an advisor Okay, okay. It's to be an investor Okay, it's to be a guide right the trusted Guide okay, think about this. This is important before we get into this Okay, because guess what if you walked up to a Starbucks right now and you're like, hey, you know what? I'm doing a survey about car salesman. What do you think about car salesman? They'd say Robbers thieves liars, you know, blah blah blah guess what happens. I don't care about none of that Okay, what I know is we're in the air of the worst salesperson in the history of time That's good for you because the typical car salesman has already screwed it up So bad that if you'll listen to me You'll crush these guys. You'll make more money than ever and you'll destroy it, but you've got to be different Okay, remember this I said what would happen if you went to Starbucks. Guess what? We know what people would say, but what would they say after they met you? So number one you have to have massive report you have to have trust You have to take control within the first three seconds of the conversation right when you meet a customer You go you meet them you ask questions ask great questions get great answers fact fine qualify You land them on a vehicle after you land them on a vehicle you have them drive it Make sure they fall in love with it They envision themself owning it for the very first time you ask for their business outside on the lot Hey, if I could get the deal right, would you be happy to take it home? Ah, yeah. Yeah, Andy I would okay cool. Come on inside Let me show you how easy it is to do business with this with us and you sit down and you start filling out your Worksheet, you know, how do you want your new car title? Where would you like a title mail to you go through these steps? You better not be skipping these steps I want to explain something to you right making sure you're doing your write-up right Okay, take control make it engaging keep them involved right people want to buy something But they want to buy it from these people not the car salesman not the typical car salesman, okay? Listen, if you had ten thousand dollars right now And I just want you to think about this the way you present something is the way the customer perceives it Think about it Presentation is everything. I don't care what you do. You got a bad presentation. You're screwed So I want you to think about this. Okay, right now You have ten thousand dollars cash You walk into an investor's office and you're like, hey, you know what I'm wanting to invest is ten thousand dollars You're a little bit skeptical of investing. Maybe you haven't before maybe you got burned one time Imagine somebody else having a bad experience with the car salesman. Okay, and then guess what happens? You can't get good advice from that person or you feel like that person really isn't Competent enough right to tell you what to do. You're like, hey, I got ten thousand dollars. What should I do with it? And they're like, you know Maybe we could do this. Oh, no, no, maybe even a better idea. Maybe we could you're like, whoa, let me take my money and roll Okay, number one you as the sales person. I listen understand this when you present The pit that didn't say present when you present the pencil the proposal Then that the numbers whatever it is. Okay, you have to have 100% certainty That this is a great deal. I have to see it in your eyes. I have to see it in your smile I have to see it in your body language. I have to see it in your posture I have to hear it in your voice. I Have to smell it on you. Okay Never forget what the hell I'm telling you right now You have 99% certainty not a hundred 99 you have 1% Uncertainty Your customers will cling to that 1% uncertainty And they will leave they will roll they will interrupt you They will turn the deal south. They will pull back control and they will go cold Now I know that's not what you want. Okay, so I want you to do this real quick before I go into how to present a pencil I want you to think about this right now Do you believe in yourself 500%? I don't care customer 700 a month. They want to be at 300. Doesn't matter Do you believe in yourself 100%? Do you believe in what you're saying if you don't believe in what you're saying your manager says? Hey, here's the pencil. Okay 189 right, okay, I don't know 72 months, you know 325 a month thousand down I don't care what it says If you and by the way, sometimes it ain't like 325 sometimes it's like 690 a month, right? Guess what or 890 guess what happens? Whatever that is If you don't believe in those numbers listen. Hey guys great news I got a great deal and you turn it around and you don't believe They're rolling. They're never going to pay that. They're never going to respect you respect is earned Okay, so you have to believe in yourself. This is you. This is yourself. You have to believe in you believe in Yourself, okay, if you do not believe in yourself and you lack the confidence You will get murdered on your pencils going in. Okay, I'm gonna teach you how to do it number one right now Just do this for me. Okay, get a pen and get a piece of paper. Okay. I want you to write this down This is this is the timeline of how I presented deal. So this is the pencil manager gave it to me Okay, and guess what I do. I'm about to go in. This is going to be seconds. We're gonna write seconds Okay, this is one second and then we're working our way up to 20 seconds 20 seconds is how long it takes me to present the deal I'm gonna tell you how a typical car salesman presents it before I show you how I do mine But I want to explain this to you right? This is a typical car salesman Hey guys, I got great news 189 329 a month a 690 a month thousand down Sign here. Let me get your new car cleaned up for you Yeah, you hear that dead silence You know that dead silence right there. You know what that is? That's the negotiation bell going off Ding-a-ding-a-ding-a-ding-a-ding. I guess now that he's quiet Now this is the time to ask for a better deal given me that opportunity Hey that price. I never paid what a dealer was asking for on the price. Oh Okay, okay, and then you go into it No Listen a lot of managers. This is the 21st century a lot of managers have taught their sales people present the numbers shut up. I Don't like it. I'm not telling you to be me. I Don't want you to be a typical salesperson If 95% of the world Take it 95% of them out there are all presenting the numbers and shutting up and you do the same thing Will you sound like everybody else? Yeah That's crazy man because you told me a minute ago. You were different You know what you told me you weren't a car salesman that you were an advisor an investor and a guide Why you acting like a typical car salesman? Let me show you how to level up and go to the next level This isn't about overcoming objections. This is about diversion Let me teach you a diversion tactic and what number one diversion and number two The psychology of how people think so you see during a negotiation your customers will remember the last thing that you say So if I was in a negotiation with you for three minutes The first minute all of the great points I made would not be remembered in the last 30 seconds Before I'm done Now the first minute you probably said some really good stuff that probably should have helped me close my deal But since I only remember what's at the end of the negotiation It doesn't even have an impact on me anymore and I have forgotten about it People's brains see what's right in front of them. So what do we want to do? We want to present the pencil, right? Which means we want to say the numbers and then as soon as we say the numbers We want to do a diversion. This is going to look like this. This is a 20-second pitch here. Okay, I'm going to take five seconds Okay presenting the numbers Follow me The next 15 seconds Okay, doing a diversion. Okay Now what is a diversion A diversion is basically me changing the subject. Okay, and what I'm hoping by the way listen Nothing works a hundred percent of the time. This video is not called how to close a hundred percent of your customers a hundred percent of the time It's how not to present a pencil like a typical car salesman. Okay, so Typical car salesman he comes in says hey guys great news sign here. Let me get your new car cleaned up Nope negotiation bell goes off. They attack now you start fighting my goal is is this maybe they won't take it Okay, maybe they won't but the psychology of selling is this I'm pretty sure when they were at home today or last night or last week and they were sitting in the kitchen table They probably figured when they went to the car dealership that the numbers were going to be a little higher than they wanted I know that that happened and I hope that I've done such a great job selling it that when I present the pencil They guess what happens They'll just take it and Do the deal with me? Because I plan my words so well and I plan my presentation so well that they'll say to them and their selves You know what we knew the payment was going to be a little higher anyways. We knew that it was going to be a little higher but I Guess we'll take it anyways, and I'm going to tell you this I close 50% of first pencil deals teaching you exactly I mean teaching and doing exactly what I'm teaching you right now Okay, five second presenting 15 second diversion. All right, you ready and by the way, hey listen to me When somebody buys a car when somebody buys a car Sometimes in a dealership. Let's say they buy a car on the first of January, I'm just giving you example Okay, when they buy a car on the first of January Did they have a payment do the same day when they drive off the lot? No Most customers, right? They get 30 days Until their next payment right when they buy a car from a dealership in some stores You can get 45 days until your first payment so If I had a store if you work in a store where every time somebody buys something they get 30 days till the first payment You know what I would do I would say the 30 days pill which I'm going to show you if your store gives up to 45 days I would do the 45 days pill which is what I'm about to give you that is going to be part of my diversion Okay, so watch me present this. Hey guys first of all got great news Okay, obviously we'll be paying your car off here and get your new vehicle today paying your old car off that payment's gone This is going to be your new monthly payment dials and down guys. Let me get your new car cleaned up Thank you so much for your business. Hey, and by the way, you know what I apologize Watch me go to the diversion. Hey guys. I apologize. I didn't even ask you guys I mean think of this. When did you guys want to set that first payment do we guys thinking towards like the beginning of the month? The middle of month what what is going to work best for you and your family? Probably in the middle of month cool, man. So you think more like the 10th or the 15th. What's going to work best? 15th great guys. I'm gonna let my manager know you want the payment do around the 15 Thank you so much for your business. I appreciate if you just sign right here I'll get your new car cleaned up guys. You are awesome, man Who you guys gonna show your new car to first pick up momentum move through it? Let's replay this again, okay? No negotiation bell went off. Did you hear any dead silence? Nope Did I create any dead silence? Nope Did you hear a negotiation bell go off? Nope now if they're not going to take the deal and they say hey Andy I appreciate you asking about the payment, but I still can't afford that you say hey I understand let me show you how affordable your new car is boom you go into closing No big deal. This is on presenting the numbers Listen to me the beginning of a negotiation first time that you start talking about money Look the first 90% of the time you're outside on the lot building value the last 10% of the time you're inside Negotiation collecting a hundred percent of the money. Let me explain this to you that last 10% of the time When you're collecting a hundred percent of the money if you don't know how to talk about money You will have no money if you don't know how to talk about money. You will have no money You have to be great at presenting. How do you do it? You do it by keeping the negotiation bell off silent that sucker. We're never going to hear it again Go into the diversion after presenting it and then if they say it's too high write this down follow up with saying I understand Let me show you how affordable your new vehicle is and then you can go into closing and negotiating You just pivot right into it, but most of the time I'm going to tell you this They will answer the question why because people are programmed to remember the last part of a negotiation Which ends hint. I give you the numbers You hear it and then I say hey, man You know I apologize and then I go into the diversion Which is the last part which you're remembering your brain is thinking of and I actually ask you a question When did you want to set your first payment do towards the beginning of the month the middle of month? What's going to work best for you and your family? What's best? Guess what they give you an answer boom probably around the middle month. Awesome. Okay, so more like around the 10th of the 15th They say towards the end of the month. You're like, okay cool like the 25th or maybe like the 30th. What are you thinking? Either's fine. Okay, cool. I'm Andrew know the 25th. Great guys. Thank you so much for your business, man You guys you're amazing, man. I love your family. I'm not only gonna say this car I'm gonna say every car you buy for the rest of your life I am gonna give you world-class treatment forever. Thank you so much move through it with momentum Don't close on the first pencil and be like, oh Okay, I guess I'll get your paperwork ready. Don't be that guy. That's the typical car salesman This video is about how to stay away from the typical car salesman person We're in the air of the worst salesperson in the history of time. Guess what? Level up don't sound like anyone else at any other dealership that they've ever been to use the diversion Which is great for closing and negotiating and let's figure out how long it takes you to present a pencil I said roughly 20 seconds. I'm gonna do it one last time. You're gonna hear a five second pitch and then a 15 second diversion And that's my goal. All right, ready? Hey guys, great news 18 9 390 a month thousand down sign here Let me get your new car cleaned up. Oh guys, and how apologize we got to ask you When did you guys want to set your first payment do we guys thinking towards like the beginning of the month? The middle of the month what is gonna work best for you in your family or even the end of the month? What's gonna work best? Be quiet And yeah, I don't know. It looks like a little more. We wanted to pay I understand Let me show you how affordable your new car is boom. I don't know Andy Maybe around the middle month. Okay, cool. So you're thinking more on the 10th or the 15th? What's best 10th 15th? What are you thinking? Guess what? He says more like the 15th. Cool. Hey, I'm gonna let my manager know you want to pay me 15 thank you so much for your business guys sign right here. I appreciate you. Thank you guys so much guys Listen to me, and I know this sounds crazy You have to practice presenting you have to practice it. Okay. I don't care what the numbers are Do we care what the numbers are? Nope, I don't care if they're high if they're low the where they wanted to be I want to talk about your plan of attack on presenting every time. I do it the same thing Every way same way 18 9 3,000 for the trade paying your car off today. I don't care 329 a month thousand down 690 a month $1,000 a month 5,000 down sign here. Let me get your new car cleaned up for you. Hey, you know what? I apologize. I forgot to ask you when you want to set your first payment dude towards the beginning of month the middle of Month into the month. What's best for you guys? I didn't even ask you earlier. So it's kind of bothering me I didn't know when you want to do it. You see my concern is when you want your payment do Guys, this is a video on how not to present the pencil like a typical salesman if you haven't subscribed to my channel Subscribe right now guys comment below. Let me know what other videos you'd like me to make for you Also, if you love the video, let me know you loved it rock and roll guys Remember you can set up a strategy call with me in the link below or you can always Let me just do this for you at the end shoot me a text message 9 1 8 2 1 0 0 2 5 4 guys every single day I answer all of my own text messages 9 1 8 2 1 0 2 5 4 shoot me a text message I can help you level up guys. I'll see you in the strategy cough. I haven't met you I can't wait to meet you subscribe. Let's crush it. Don't be like everyone else guys You are the one percenters. Have a great day