 Hey guys, what's going on? It's Andy. This is going to be episode three of five. All right? You're going to listen to me call a couple live dealerships. And I'm going to hit these sales pros with some objections. I've got a special objection lined up for all of them. Will they break or will they make it? Check it out. Yeah, Robert. I was going to check the availability of a pre-owned vehicle, 2018 Kia Soul Green. Hey, how's your day going? My name's Robert. What's your name? It's awesome talking to you. By the way, where are you calling from today, guys? Do you see it, guys? Am I crazy? Yeah, I'm right here in Santa Fe. Okay. Cool. Yeah. No, I'm in Santa Fe. Guys, now listen, I don't know where we're going. Okay. But I was just calling to check the availability. Yeah. Hey, I totally appreciate you reaching out. Okay. Awesome. By the way, screen six, does that 36 or 63,000 miles? Okay. I got you. Yeah. So I appreciate it. I got the little less miles on it. So I really appreciate it. I thought it said it had 36,000 miles. Okay. Well, I really appreciate you. It's 18, so it's a little high miles. Again, affirming it has high miles. Yeah. Yeah. Yeah. Just a little bit too many miles. So I really appreciate it. Okay. No problem. You ever get back. Okay. Thank you so much. Okay, guys. So listen, what could he have said? Look, has somebody ever called on the phone and they're calling on a phone pop and guess what? The phone called doesn't just go perfect. Absolutely. Every time. This guy didn't ask who I was, how my day is going, what's going on, make a connection with me. He just gave me just information. And when I said, oh man, my bad, I thought it had 36, not 63. He's like, oh man, that is kind of high miles. He agreed with me. Look, guys, what he should have said is on a key of 63,000 miles, these vehicles are ready to run a half a million miles. 63 is not even broken. And look at the end of the day, you were looking for 36 and I bet you saw the price, right? So I'm sure you're on a budget and I'm sure price is important to you. It's important to me too when I buy something. The fact that it's got 63,000 is probably why you called because it's got a better price point. Look, Mr. Customer, on this vehicle, 36,000 or 60,000 on a key is nothing. They're going to drive the same. If I covered the odometer, they both literally drive and fill and look like they have 36,000 miles. So with that being said, you looked at the pictures, you saw the price. This vehicle, all the depreciation has already been taken into consideration because of a little bit of mileage. That means you get to spend a lower price, have lower payments, and then in a couple of years when you go to trade it back in, you won't really be upside down because the depreciation has already hit. There as if it did have 36,000 miles on it, you would have to pay a higher price, which would be a higher payment. And then guess what? The depreciation curve would have happened from 30,000 to 60,000 and you probably would end up being upside down on your car. Look, Mr. Customer, have you ever won the lottery? You just did. The fact that you called, do you believe in fate? I do. This vehicle has got 63,000 miles on it, 1 to 10, it's an 11. If I covered the odometer, you'd think it had zero miles on it. Guys, it's in the price point. Payments are going to be low. Abracadabra. What time can you make it? When I show you the car, you're going to be blown away by how nice it is. Boom! You should have rolled off it and went with it. Did that happen? No! He agreed with me that it had high miles and then he let the call drop. Did a dealer pay the advertising money to get this lead? I think so. Did we just throw it in the trash can? Yeah, we did. Let's call another one. Yeah, Mike, I was going to check the availability of a pre-owned vehicle. Can I get your name? Can you talk to me? Yeah. I got a 2015 Jeep Grand Cherokee, silver. Yes, sir. Okay. Just sold it. Just sold everything. Okay. Well, thank you so much. Okay. Bye-bye. All right. Now listen, I'm going to throw the phone call in there. I'm going to call another one, guys. But I'm going to ask you this. All right. Is this guy sitting down? Okay. Is he standing up selling cars, having the best day of his life? Or is he sitting down and doesn't care? Look, I'm going to tell you this. If this is the passion your sales team has and they're passive about how important a lead is to handle it right, this is the kind of results you'll get. This could have been the next car deal in the store. Look, am I in the market for a pre-owned car? Yes or no? Yes. Okay. If I didn't like this one, would I have to have bought another one? Yes, because I want one. So, if you say it's sold, right, and he's like, oh man, just sold it. I'm like, okay, thanks. He's like, bye. Done. Guys, think about this. When somebody needs a vehicle, when somebody's in the market for a vehicle, they got an itch. It's your job to scratch it. If he'd have had a good relationship with me and he'd have built that from the beginning, right now we'd be talking about some other options. Does that make sense? Let's move to the next call. Hey, buddy. How are you doing today? I was calling to check the availability on a pre-owned vehicle. Yeah, it's going to be the 2017 Ford Explorer XLT. I've got the stock number if you'd like. Here, hold on. It's going to be FP4522. Hey, how's your day going today? What's your name? I'm sorry, guys. Guess it's just me. I don't understand the check in the key part, okay? Am I dumb? Let me go check the key. Look, you've got a live customer on the phone, right? They got an itch. It's your job to scratch it. They're like, is this still available? Can I ask you a question? Is this guy sitting down? Yeah. You think he walked his inventory this morning when he got to work? Do you think he did? Because I'm going to tell you this. Right now we're in an inventory shortage all around the country. You think this guy went out and walked his inventory this morning? You think he's prepared? Does success favor the prepared? Absolutely. This guy has no training. His manager should have had him walk his inventory this morning and probably should have walked it with him. They should have had him on the sales training on how to answer the phone, right? How to create a best friend within two minutes of anybody that's calling in. And by the way, at the end of the day, him and going check in the key track that this car is available does nothing with mine and his relationship. It doesn't make me feel close to him. It makes me feel distant. Look, I had to build the courage to make the phone call to call him. And then when I call him, guess what he does? He puts me on the phone, creates more distance. Say again? Okay. This is still available. And how many miles are on it? Okay. I'm sorry, man. Okay. I thought I had 47,000. Okay, brother. Well, I appreciate it. I'm going to keep checking around a little bit. The miles are just a little bit too high. Okay. Thank you. Are we serious? Thanks. Keep checking with us. Look. I'm going to tell you this. I said I thought it had 47. The cars got 67 on it. Now look, let me tell you this. Sir, if it had 20,000 miles less on it, it would have been more money. Hey, but I totally understand. It sounds like you're looking for a certain price point because the price is probably what caught your eye. Look, I'm going to ask this. If the vehicle had 67,000 miles on it, but it looked like it had zero miles on it and it was that nice, would you be interested? Probably. And by the way, the fact that it's price less, the payment's going to be way less as well. And I'm sure that's important to you. It's important to everybody when they buy something. Guys, keep checking. I'm sure that's important to you. It's important to everybody when they buy something. Guys, can you have a conversation with your customer? Well, we could have if we had a relationship. We could have if we had done our job and built rapport. We could have if we would have shown them that we're the expert instead of welcome them to McDonald's. Can I take your order? Right? Guys, if this is your team, which most of you watching this right now, you won't own it that this is your sales team. You won't own it. Guess what? If you will, and you're one of the true one percenters that want the best sales teams in the world, shoot me a text, 918-210-254. I'd love to get on the phone with you in two minutes so I can show you how to fix this. And if you're top sales pro around the country and your dealer doesn't train you, okay? Let me take you under my wing. I'll make you the world's best. 918-210-254. See you guys in the next video.