 Hey guys, what's up? It's Andy Elliott. I know man. You guys like Andy. Where's your YouTube videos been at man? Sorry, we've been trained all over the country traveling. Look, this is gonna be a special video for you. You're gonna love it We're gonna start dropping videos three times a week consistently no matter what 8 p.m. Central Standard Time So you guys can get that training in keep crushing it keep killing it if you hasn't haven't subscribed subscribe My name is Andy Elliott. I made over 700 grand a year selling cars 2 million as a GM all around the country right now I'm teaching sales people whether they're 18 years old or 70 years old how to level up how to kill it How to crush it and how to go to the next level this is going to be an awesome video So I've titled it what to do when a customer says no I'm not just going to tell you what to do. I'm gonna actually show you and explain to you What a great closer looks like and you are going to take this Steal it from me and you are going to just basically change and recreate yourself and Understand actually the cycle in the funnel of selling. Okay, so what I want to do is first of all I want to draw a line here Okay, this line right here. We'll just say that this represents the cell. I could do it like a funnel I could say hey, here's the funnel. This is where the customer Starts this is where you first meet them on the phone or in person and then this takes them down to the clothes I'm just going to use a line here. Okay, because this will be easier. We'll go across the board I want to explain something to you. This is at the very beginning when you say hello to somebody and listen to me Pay attention take notes get a piece of paper and write this down this video will change your life It will change your game It will elevate yourself to a new level and you will understand the psychology of selling There's people knowledge and there's product knowledge when I sold when I made that 700 grand guess what people knowledge, baby 99% I was 1% product knowledge I'm not telling you not to know your product, but I'm telling you if you don't know people you're never going to make it Okay, all right, so with that being said we're going to say that's where you say hello And this is where we make the clothes. Okay, let me start out by saying this if somebody says no If they if they ever say no, it is because let me tell you why you're getting a note I'm gonna tell you how to handle it how to fix it number one if you're getting a no It means that there is a low level of Certainty do me a favor write that down a Low level of certainty because listen I want you to think about it if there was a high Level of certainty. What would the customer be saying? He has all right? Then you got to think about some things for just a second. All right people have different levels of being sold I'm a very easy sell. Okay. I like to buy stuff. I'm a salesperson So if you go to sell me and you do a good job, you're like, okay, cool. Yeah, you know what? I'll take it my wife on the other hand. She's a very high threshold. Okay? Yeah, you can get her excited. You can say, hey, would you take it if the deal is right? Yeah, you know what? I love it man. Look how pretty this is guess what happens I'm saying yeah, and she's still like Nah, you know what? I don't think so yet and guess what you have to do You have to raise the certainty in her so she'll hit her threshold So she'll say yes. So number one the psychology of selling is understanding your customers Do they have an extremely high threshold where you really have to build massive Certainty to a whole another level that you hadn't had to do on the last 10 customers Or is this person have a lower threshold? You can just do a great job and more likely they're gonna say yes, okay, especially if you can overcome their objections Okay, because they're gonna have one I don't teach you how to overcome it, but we're gonna overcome it But some people even when you overcome it guess what they still say no Which I'm gonna tell you what to do when they say no and you're gonna close them Okay, so if they say no it is because one reason there's a low level of certainty We talked about people have different thresholds if somebody says no keep building the certainty in yourself In the car in the dealership be reading them people have things going on in their head It's your job to figure out what those things are and that a way you can understand your customer play chess with them Be ten steps ahead at all times. Okay. All right This right here cannot be missed if you miss this part None of this will even matter. I can't teach you how to overcome the no if you don't have control Okay, I want to explain this within the very first three to four seconds not minutes But seconds okay that you meet a customer. It's not like this. Hey, my name's Andy How can I help you welcome to the store? Can I help you find something? No? No? It's like this. Hey guys How you doing? It's Andy welcome to the store man. Gosh you guys got a beautiful family man dang man I'm lucky to have met you guys. What's going on? Where did you drive from? Do you notice how I'm taking control of the conversation? You know why because I'm competent at my job I know it extremely well I'm gonna ask you a question. Is your show worth paying for if you can't say yes That's why you ain't getting paid You need to have a show worth paying for and you may say Andy, but that's not my style. I'm sorry Become an actor Straight up you're an actor introvert extraverted doesn't matter right here within the first three or four seconds of the cell You have to take massive control immediately. Okay, show them with the 10 with energy with the 10 with your attitude All right, people got problems at home. They got things going on Right, do they need to come into the dealership and meet someone else? I look that they got problems going on and that they're not motivated and excited or do they need to walk into the Dealership and be like man, you know what? I like this guy man People will gravitate towards people in a great mood with great energy. They love it Even if that's not their style, they will level up and they'll raise their style with you Okay, now watch this right out the gate in the first three or four seconds You're gonna go meet them. You're gonna take massive massive control. So write this down Massive control and you're asking me you're saying Andy. Tell me about this. No thing It's coming You want to just hear how I handle no or you want me to explain to you how anytime? No one ever says anyone anytime anyone ever says no again in their life You can just smash it take it down and handle it put them to bed move through the objection get on with the deal And not lose customers. I'm gonna teach you that but right here first three to four seconds You've got to take massive control. Okay, if you do they will see you as their guide They will let you guide them through the process If you don't take massive control, let me explain to you what's gonna happen The customer will own you. Okay, and guess what happens? They will interrupt you the entire time Every time you try to say something they'll interrupt you They'll have no respect and guess why? Because you're not doing your job. Your job is the sales professionals to do what serve them at the Highest level give them world-class customer service and do your job better than anyone else We're in the air of the worst sales person in the history of time It's never been a better time to become great and crush your competition and make more money in the next five years In the car business than you could ever imagine in your life now is the time to go all in Do you ever remember that guy that never went all in? Yeah, neither does anybody else. Don't be that guy Okay, let's go all in right out the game massive control If not, they're gonna own you now that I know you're gonna take massive control And you're gonna become an actor and you're gonna put on a show worth paying for guess what you're gonna do here Think we're gonna call this the next stage. I'm getting to the know Stay with me. This is called the intelligent stage. You know what the intelligent stage is We could call it fact fine qualify bottom line is we're asking questions Okay Look ask great questions get great answers. So guys. How you doing welcome to store? Okay? Awesome, man after I'm talking to you for one or two minutes. I make the best friend I say so you guys gonna be replacing your car today. Yeah, we are okay. Cool. How long have you had it? Oh, we've had about three or four years. Nice, man. Okay, cool. Did you buy it new? Did you buy it pre-owned? No, we bought it new awesome. Okay, cool. Hey, what was the number one reason why you guys purchased this car four years ago? Maybe one or two reasons why why did you purchase it? Listen? Play chess. I want you to truly understand something You can find out more about your customers, right and understand by asking questions. Okay, then anything else Listen, they're only gonna tell you so much and guess what if you take control They'll tell you everything and if you know everything guess what you can control this cell the entire time All right, here's the spotlight. I got my customers in it I'm holding it sell like a lion act like a lamb. I am guiding my customers the entire time Okay, so with that being said they share with me. Well, the reason why I bought it new we went into the dealership We wanted to buy a pickup truck But guess what the guy said that we had a less than perfect credit So we had to buy this new car sound familiar. Yep. Guess what now you understand what the deal is now you understand That they hadn't always had great credit Okay, or maybe they said hey we bought it a couple years ago, but you know what we bought it pre-owned We were driving a lot. We needed better gas miles. We don't drive as much now or it could be even the latter Which is like hey man, you know, we had a couple kids we've outgrown it it could be like hey man It's got some maintenance issues. We need to get out of it. I'm like, okay What kind of maintenance issues tell me about that and I'm pressing on the pain point. Okay, ask great questions get great answers now watch Now we're gonna start getting into the meat and potatoes But I'm gonna tell you something right if you guys don't understand what I'm saying here about taking massive control You're not gonna do a great job here at the asking questions part Which means you'll probably have a good chance of screwing the next step up, which is gonna be obviously landing them on the keyword right car keyword right car Okay, I got control. I asked great questions get great answers. I put you on the right car. Guess what happens? I'm gonna go take you on the test drive for the first time in your life You envision yourself owning this vehicle you want to buy it. I know this because I've done my job, right? Guess what happens? I get off the test drive. This is where the no comes in be ready I'm gonna ask For their business. Okay, I'm gonna ask I'm gonna say hey guys look based on all the information You giving me I feel like we found the perfect car for you and your family If I could get the numbers a hundred ten percent to your satisfaction Surely you'd be happy to take it home. Am I right and you're doing this with your head Right guess what happens guys is yes. Okay. Okay, cool Take him to the clothes. I already know that right. That's a low Threshold customer. Okay. He doesn't have to have a high level of certainty. That's a guy that's excited He wants to buy some he's like me and he's probably a sales guy likes to buy stuff Okay, let's say he's not and he's like my wife and he says hey Andy I appreciate that man. Did you know what? I think we got a couple more cars We want to go look at at that point when he says no, I'm gonna drop down here and I'm gonna say no Okay, he says no You will not divert You will overcome the objection. Okay. God says I got a couple more cars to go look at and you say I understand Look, let's say you had already gone and seen those other cars, right? And then this one right here this beautiful car I have sitting here This was the last one that you went and looked at listen, mr. Customer ma'am sir in the end after if you seen all the cars All these this one I have here What would be the deciding factor in the end on actually which car you would actually buying? You know like what would be the reason right like would it would it be the car itself? Regardless of the deal or you think it'd be the great deal that the dealership was willing to give you I mean in the end what would it be you think they'd say when you probably be the great deal I say cool man. So it's not a matter of if you're gonna buy something. It's when in the win is when the deal is right, right? Okay, yeah, right. I say cool So if I can save you some time and money would that offend you in any way I take my hand I go to shove it in their chest so that we can get a commitment and go inside and they say Man, Andy, you know, I appreciate that man, but I just don't think we're ready for that. Okay, so I gotta know Okay, and guess what I did I? Overtain the objection, but you know what? They still said no again. I need more certainty in the deal and by the way I'm gonna tell you exactly what to do at this very moment When you get a no and you know that you've overcome their objection, but obviously they still aren't ready Guess what the certainty isn't high enough So how do we go and build certainty back in the deal so we can change that no to a yes Well, it's real easy. We're gonna loop. We're gonna do what I call the horseshoe You know what a horseshoe looks like looks kind of like this, right? Okay, that's a horseshoe. Okay, but since we're going this way We're gonna call it a loop. We are going to take that no and we're gonna loop back around follow me Follow me follow me follow me To where we first started asking them questions Okay, and you're gonna take and you're gonna take 30 seconds and you are going to resell resell resell Why? Number one, they're here. Okay, and number two Why we've ended up here asking for their business Listen when somebody says no and then I overcome it and they say no again You're about to start getting combat with them. You don't want to have any combativeness in your deal You don't want any friction. Okay, so you don't want to challenge them again and say well, you know what? I mean we found the right car. What's the problem guys at that point? You're gonna have a cold customer your customer will go cold and you can't close them and by the way What probably happens at that point after they say no no overcome? No, right? You're gonna start falling and losing rapport. Okay Repour is the most important thing in the strongest thing that you can have which creates trust During negotiations and overcoming objections You work for an hour to build this amazing report this customer. I Asked for your business. You said no I overcame it. You said no Listen, I'm in jeopardizing. I'm in the point out where I could I could jeopardize the rapport and the trust if I ask for your business again horseshoe Loops go back around To where we started asking them questions. Hey guys look man I totally understand okay, and I apologize if I've asked for your business And it wasn't the right vehicle based on all the information that you've given me when I met you a little bit ago You told me how your family has really grown and right now that this vehicle probably had a couple service issues You guys obviously have Christmas coming up and you didn't really want to spend that extra money and Obviously today, and I know that money is a little bit of a concern. It's not everything you guys probably buy whatever you want If I could pay off your car and you didn't have to figure any of that service stuff out I took care of everything and also you didn't have to make your next car payment Which allow you to push through Christmas and you didn't have a first payment to For a month and a half well that would really ease the financial situation It would fix the service problem on the car and the maintenance stuff the extra money that you would have to spend to keep your old Car running and I know one thing for sure. You said your wife likes sitting a little higher off the ground, right? So guess what so mama's gonna get that higher right? She's gonna be safer and I know that we couldn't put a price on safety for your kids, right? If you could about I said you get your checkbook. I write it a check for the amount of what's the safety for your kids would be worth I know you couldn't even write that check. We found a five-star crash-rating car That's gonna fit all your needs in once and you told me wanted your wife to be safe You wonder kids would be safe you want to set them a little higher and then on top of that It's got that full warranty, right? And by the way, it's got that maintenance You know the first two free three years of free maintenance with it I'm just making a point. Whatever your car has you name it and you resell resell Why this vehicle's right and you say guys, I know this obviously having two kids and being married, right? I know that coming out to the car dealership is something you have to plan for it in just like hey You know what? Let's stop by the car dealership on the way to Sam's right? You have to plan for it and I know that your time is very important to you and the only thing in life That's non refundable that they'll never make more of is time. So I know your time is extremely important to you So mr. Mrs. Customer my goal today was to ask you that if I could save you some time And I could actually take your vehicle that you know that you're gonna trade it in any ways And we have found a car that's perfect for you and I could make that transition happen Easily I know sometimes a car can be you know buying a car can be intimidating. I never want that for us I just thought if I could handle it make it the easiest transaction that you've ever had Give you a world-class customer service and show you a deal that you couldn't say no to Would you mind if I at least showed you a five-minute proposal of all the facts and figures and then in the end? It's completely your decision. Would that be fair guys? Would you guys would you mind giving me the honor to try to serve you at the highest level today? Would that be okay? Watch this. What do you think they're gonna say? Yes And guess what? They said no What to do when a customer says no Guess what? They said no I got him to say yes, and how did I do it? I did it by taking massive control within the first three to four seconds Asking great questions to make sure I landed them on the right car to make sure that when I asked for their business Guess what? I could advance the sell for it, but I didn't get a yes So I got a no so I went ahead and overcame the objection guys this handy to think about it I say of course you need to think about it. Look, I haven't given enough information not to think about it What I'd like to do sir ma'am is give you a quick five-minute proposal of all the figures That away when you go home you truly have something to think about would that be fair guys? Thank you so much guys give me an opportunity come on inside now I got him to try to advance the sell forward, but they say no again, okay? No overcome no don't ask for their business again If they said I need to think about it, and you tried then he said well, I don't know any I think I still need to think about it. You still you don't say What do you think about? Because you're gonna put friction in the deal, and I'm telling you you're gonna make your customer cold You're gonna kill jury poor, and they're gonna be gone Loop horseshoe on the deal back around to the question stage Always go back to the question stage. Okay now listen to this When you're reselling the entire situation Time kills deals This needs to be no longer than 30 seconds. Okay to one minute Now your goal is to have massive confidence in this resell massive confidence Unbelievable eye contact Listen when your customers start falling apart Can you fall apart? No They're falling apart if they're unsure Are you unsure are you a little bit panicked because they're panicking they're saying no no no I think we got to leave and you're like oh my god. What am I gonna do? Where's my manager? No, you're the one that has to report. You're the one that has the trust You're the one at this point that needs to hold yourself together But guess what if you don't have a plan you will fall apart I have just created the ultimate plan for you But when you resell and they say no and you loop and you go into those questions and I question stage For 30 second of a minute and you're going into that resell you need to crank the energy Crank the excitement explain to them again why they're here what you're doing for them and guys It's not a matter of if you're gonna buy something It's when and the win is when the deals right right and the fact is I know when you find the right car You also want to find someone to do business with that can take care of you guys look. That's me I got you. Have you ever won the lottery? You just did I got you. I got you. I got you Bam we get a yes Guess what happens? Now you're inside You're closing up the cell guys This is a training video that people would charge you lots of money for People don't want to teach you how to become the best clothes in the world I do if you haven't subscribed to my channel do it now if you liked the video Give me a thumbs up if you loved it shoot me a comment below and lastly if you want to level up Become one of the best closers in the world. Let's just do this Right here in the middle 9 1 8 you can text me right now You can text me and I will help you you can say Andy. How do I level up and go to the next level? Boom, I'll tell you how to do it. You say Andy. I need more customers done Andy I need to become a better closer done Andy. I need to know how to overcome objections done Andy I need more confidence Done Whatever you need. I got your back for life. Okay. I love you guys shoot me a text 9 1 8 2 1 0 0 2 5 4 look 9 1 8 2 1 0 0 2 5 4 shoot me a text Subscribe like guys hit me a comment below guys share it to a couple buddies right now on the car business You got some buddies in the car business. You got your buddy. He's a real estate agent. Guess what? He needs to hear this this will make him level up share it share the love help me with the YouTube algorithm I love you guys. Have a great day