 Hey guys, it's Andy Elliott. Alright, so this is going to be a video where I'm actually going to go over the road to the cell with you. Now you may think about this. Say, Andy, I know the road to the cell. Hold up. Watch the video. Just got off the phone with the guy who's been selling cars for two years. He's like, Andy, I just kind of get out there and grab myself a customer. I kind of know the road to the cell and I just go after it. Hey man, that ain't going to work. If you want to be successful, show me your habits. I'll show you your future. Show me your process. I'll show you your progress. Listen, the road to the cell is everything. Okay? Now once you understand this, closing, negotiating, all that stuff, yeah, that's important, man. But if you don't know the road to the cell, if I was to pause the video and I was to say, alright, you got 10 seconds, name the road to the cell, go. Alright, most of you could probably get about 70% of it right. But now if I was to ask you, alright, you're going to teach a class of 100 people the road to the cell, go. Do you know it so well that you can teach it? I would like to talk to you today about the road to the cell. Alright, so how many steps are there? Well, here's what I'll tell you. There could be eight, there could be 11, there could be 15. I'm not sure that it matters. It just needs to be that you have a road to the cell and if you don't have one, let's start out, let's remake it. If you have one already, let's write it up on the board together and let's kind of talk about each step as we go through it. So number one, and by the way, before I get into this real quick, look, I set up 20-minute strategy calls every single week with salespeople all over the country. They're free. It's a 20-minute free strategy call. If you'd like to set that up with me, all you have to do is click on the link in the description box, pick a time you want to do it, and then me and my team will work it out with you. It's a 20-minute free strategy call, whatever you're struggling with will help you, will help you crush it. Alright, number one, let's talk about this. What's the first road to the cell? We obviously all know it's going to be the meet and greet. Now let me explain this to you, alright? What is the meet and greet? It is not an order taker. My name is, your name is, that's the end of it. What are you looking for? The meet and greet is the time to make a very best friend and you have to do it within two minutes, okay? During the meet and greet, you should not talk about what kind of vehicle they're looking for. This should be the time that you tear the wall down so that you can ask great questions. The meet and greet is kind of like a bank account, right? You can deposit money in it and then you get to withdraw money back out of it. But during the meet and greet, most salespeople don't know how to build a best friend in two minutes, so they just try to withdraw money out of the bank when they ain't deposited any money. If you want to learn how to make a best friend within two minutes, here's what I'll tell you. Set up the strategy call with me, but I'm going to ride it over here to the side. This is my direct cell phone number, 918-210-0254. That is my cell phone, 918-210-0254. I have how to make a best friend in two minutes during the meet and greet video. All you have to do is text me and say, Andy, send me that meet and greet video, how to make a best friend in two minutes. I'll send it over to you. You can watch it. Let's keep moving, alright? Alright, number one, meet and greet. Number two, what do we do? We got fact, find, and qualify. Let me explain this to you, fact, find, which is what are some things they like about the car they have now, right? What are some things they don't like about their car now that they'd like to see in their new vehicle? Qualify would be, again, you know, maybe it's a credit deal and you work at a subprime store and you ask people, hey, you know, how did you hear about our dealership? And they're like, oh, I heard about it on the radio. You know, how to get, you know, no money down, bad credit, you know, bankruptcy, divorce, you know, you get approved. Okay, cool. So you found that out and now you can actually take them inside, get some information and save them time and help them find the right car. Maybe, maybe that's part of the qualifying. Maybe the fact find would be like, so what brought you guys into the market for a new vehicle, right? Like, you know, what brought you into the market? And then they can actually share some stuff with you and remember this, okay? During the fact find and qualify, ask great questions, get great answers. That's extremely important. I have a list of five questions that you can ask during the fact find and qualify that will make the rest of the sale go like a breeze. Again, you have my cell phone, 911-210-254. Text me, Andy, send me the fact find and qualify video. I'll send it over to you, okay? You can actually take your time and specifically watch the video on that one. This video is about the road to the sale, okay? All right. Hey guys, it's Andy. I hope you're enjoying the video. If you are, please like and subscribe below. 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. After you go through the meet and greet, you build the best friend. They love you to death. They want to adopt you. They want to take you home. You're finding out some information here on the fact find and qualify. You know, you know who they are, where they're at, what they're there for, what they like, what they don't want. Future expectations, two days from now, two months from now and two years from now. Guess what? You're on to number three now. What is that? That's going to be vehicle selection. All right. Listen to this. The guy that knows his inventory the best makes the most money. If you don't know your inventory, you're not going to make any money. During the vehicle selection, that's the time that you actually get to shine and do your job. Competence creates massive confidence. You should be shining at this point with massive confidence saying, Oh my gosh, man. Based on everything you told me, I got the perfect vehicle for you. Man, have you ever felt like you won the lottery? You just did. Oh my gosh. And they're like, dang man, I'm in the right place. Because you made that special feeling, okay? You set the atmosphere to make them feel like they're in the right place to buy. How did you do it? By knowing your inventory. Where does that come into play? That's step three. That's vehicle selection. If you would like help learning to know how to learn your inventory, I have some inventory sheets. I give them out to salespeople all the time. How they can actually go and learn their inventory. You guys got my cell phone. You can send me a text message saying, Hey, would you mind sending me those inventory sheets over? You can print them out and you can start learning your inventory, okay? And it's actually just a format on how to learn the inventory at your dealership, whether you work in new or used, all right? So number four, after you do vehicle selection, what are we doing? Well, here's what we're going to do. We're going to do what most salespeople don't do, which is going to be a walk around. You could call it, you know, I hear people call it vehicle presentation. Listen, this right here is the time and the point where you actually show them all the dominant buying motives. Everything they said that was important during here gets shown in here, okay? Here's the deal. During the vehicle presentation, during the walk around, it is the very first time that the customer will envision owning the vehicle. I want you to realize that. If you go weak on this step, you're screwed. And if you haven't done these three right, again, you're screwed, which is apt why I'm making a road to the cell video because I want to create the most elite salespeople in the country and knowing the road to the cell and not knowing how to use it is useless. I'm explaining to you what it is and actually a little bit about each one of the steps. All right, number five. What do we do here? Well, this is obviously going to be a test drive. All right, when you go on a test drive, everybody has to test drive. I don't care if they didn't test drive one at the last place they bought. I don't care if they didn't test drive at the last three stores they can go to. They're going to test drive one with you. Even it's just down the service road and back and it takes two minutes. They're going on a test drive. Your job is to have massive control by making a best friend, finding out why they're there, selecting the right rig, making them seem like they want to own it. And then now they're ready to go on a killer test drive. Guess what? This is the time for you to really honestly see that the customer is ready to purchase this vehicle. They're excited about it. They're ready to take ownership. You're showing them, like I said, again, everything again in full function of the dominant buying motive, what they came to the dealership for, what it is they're doing, whether you're selling the car or you're selling ideas and situations to maybe subprime credit. And if you don't work in a store, don't get caught up on that. I just want you to understand, whatever it is at this point, you're selling that. The test drive, we always say this, it's an old saying. It says the fill of the will seals the deal. You got to make them fall in love with a crazy test drive. After the test drive, what do you do? You come back and you do a trial close. And the trial close is something that's been around the car business forever. Listen, I'm going to be honest with you. I tie my trial close in on the test drive 90% of the time. Okay? If you're not familiar with what that is, you need to take the 0-100K course. It'll make you trip out. You go to theleagroupnow.com. You go to my website. Click under courses on the 0-100K course. That course will triple your income. You'll go crazy. And it goes over all of this. With that right there, I teach how to tie the trial close in on the test drive. It's wicked. So, trial closes. And by the way, you got my cell phone here. You can text me and say, Andy, send me a trial close video. I'll pop it over to you, okay? That way you can actually watch a full video on my favorite trial closes. All right. Number seven, what do you do after your trial close? Well, it's pretty easy. You do what's called a ride up. Your ride up is everything. Now, some people have a trade-in devaluation during their row to the cell. Some people don't. I want to tell you this. I have a trade-in video. It is how to set the customer up in the most beautiful, magnificent way you've ever seen in your life between the trial close and the ride up. It's video 13 in the 0-100k course. I will send it to you if you ask me. All you have to do, you've got my number here. You can shoot me a text. Say, Andy, send me the video on how you do your trade-in devaluation, which isn't the typical trade-in devaluation. I am the one percenter. I do it differently than everybody else. You watch this video, you will lose it. That right there, the trade-in devaluation. I am not going to make that a part of my row to the cell. It is a step that I mirror in between these two, but I'll send you the video. If you wanted to get technical, I could write trade-in devaluation that would be part of one of the steps. Let me show you how to do it. Just get the video and watch it. Number eight, after you do the ride up, which by the way, this is your important deal. Number eight, it's going to be close. You're going to have to go in and close the deal. You're going to have to go in and make sure that your customers love the vehicle. Make sure that they're ready to buy it, which everything that you're doing here, make sure that you got a best friend made. Nothing plays out stronger, nothing, than trust during the negotiation. You are building massive rapport during all these steps. You are building massive trust through all these steps. People like you, they'll listen to you. If they believe you, they'll buy from you. It's the same thing. It never changes. It'll run all the way until the end of time. It's 2020 now. It'll be 2060. It'll be the same thing. Trust oversees everything. Now, you do have to have skill to be a great closer. I have many closing videos. I have a four-step how to close any customer during the negotiations process. You're welcome to text me again on that, and I can send you those. I have many playlists that talk about how to overcome objections during the negotiations. I can help you with this, but as far as the step itself, number eight is going to be the close. Then number nine is obviously going to be delivery. I know there's a finance. I said people can be like, Andy, where does it go to finance part and all that. It's just going to be delivery. By the way, I call it delivery slash referrals. That's the best time to do that. Let me explain something to you. That is nine steps. You can make it six. You can make it 15. If you want to know Andy Elliott's nine steps, it's right here. I could have broke them into 25 steps and put them into little things. What I would tell you is if you're not the best salesperson in the country at your dealership, I would highly recommend getting the zero to 100k course immediately. It will blow you away. If you don't have a process down, and when you go out to shake somebody's hand, you haven't done everything from here to here, or 99% of that. I'm going to tell you this, you are not going to crush your competition. There's no way. Do you know how I know that? I know because your competition is not doing this. So if you do it, you're going to destroy everybody. Guys, I hope you love the road to the sell. Like and comment. Let me know that you love the video. Text me below if you have any issues or anything like that. I'm always here to help you. I got your back for a life. I love you guys. Keep up the training and have a great day. 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 just want to 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.