 All right, Yazi, I'm gonna let you go first. All right. All right. All right, cool. So it's pretty simple. This is a scenario I'm gonna build it me and Yazi me and Yazi we go on a test drive, right? We go on a test drive Okay, 2018 Dodge Ram 80,000 miles. We go on a test drive in the car. We get back I told Yazi. I wanted to look at the truck hit me with the trial closed. Ask me to buy it Hey, and it looks like you we you appreciated everything on the test drive looks like the vehicle exactly what you're looking for Give you a quick five-minute proposal and that way we can put a deal together for you Cool. Hey, listen number one. I totally appreciate you. I really like the truck. Look, I'm gonna keep this truck for a couple years I'm gonna trade it back in. I think these miles are just a little bit too high I think I'm gonna look for something with a little less miles on it Hey, Andy, I get it I can understand how you're coming off thinking the miles are a little bit too high But what I hear from you is you're actually gonna be trading in in a few years So the nice thing about the purchasing a vehicle with a few more miles than something else is actually the hardest part of the Whole thing is the depreciation process has already been taken into account So in a couple years with them once you hit a hundred thousand miles on this vehicle You're actually not gonna be sitting in a negative equity position like you would with the lower mile vehicle And after about three years when you decide to trade it in they're both gonna be a hundred thousand miles You're not gonna be in a negative equity position in this vehicle like you would with the one with less miles Okay, hold on hold on hold on hold on what all right here we go All right I'm gonna serve you with the same thing. Okay, real easy. We go on a test drive 2018 Dodge Ram 80,000 miles We get back go ahead and hit me the trial codes. Ask me to buy it Andy Assuming that you like the vehicle well enough to own it today, would you be would you be open to that going inside and taking a look at some numbers? Yeah, yeah, you know what you did a good job. I like the truck. It's a nice truck I really just think the miles are a little bit too high. I'm gonna look for something with a little less miles Okay, I totally understand that that vehicle this vehicle that we test drove is a really great car We do have an open lot. We have over 100 different vehicles on my lot with lesser miles You want to take a look at the law again? Yeah, so let's do this Let's act like you don't have any more trucks and this is the last truck you have is that cool That's totally under a standard bowl So my company owns seven different dealerships on my whole street So we can actually take a look at any other dealership or on my street and we can go take a look and see what they have We can bring it to my store and we can sell it to you at my store. Okay, let's act like you don't have one Hold on no because listen, I might explain something to you right right now would everybody agree. We're in an inventory shortage Okay guys listen to me two years ago, you know, you had 19 other things you could show somebody right now Look, let me explain this to you. You you want to become the best salesman in the world Understand this every single vehicle that you have for sale. You need to figure out how to sell that vehicle Okay, if I was in this market right now, I'd have made two million on them You know why because I was a used car salesman I didn't sell new net new was easy to sell But the cool thing is everything that's new that's coming in is already pretty much pre-sold Okay, unless your owners did a really good job and have a ton of new car inventory Then you're lucky and you're gonna sell all that shit anyways But it's a used car game this next year. Do you feel me? Okay guy comes in by the way It could be a guy comes in on a 10,000 mile car, right and yours has 40 Does that make sense? It could be a guy came in on a brand new car, but you don't have one So you're showing them one with 15,000 miles. Does that make sense and the guys like I don't want something with miles You see what I'm saying? Okay, it could be that a guy came on one with 80,000 miles But you have one with 120,000 miles So you show it to him and the customer says hey, I don't like the miles. I like the truck I just don't like the miles. Does that make sense? What's the objection? Mileage understand this guys look your job When explaining the miles to somebody everybody write this down be a master communicator All right now listen yazi you did a good job, but your communication in your words, right? It was a little bit choppy. Does that make sense if you want to become a master closer A master closer is a master communicator It is a person that when they communicate they communicate very clearly It is a person that when they're explaining something to they slow down at key points to make sure you understand the key point It is a person that when they're speaking to you. They're looking at you in your eyes They're using their hands and they're making sure that at certain words they slow down Just like the way i'm talking to you right now your tonality your body language. Are you a performer? Yes, you are when you meet somebody you can walk out like hey travis. What's going on? It's handy man. Welcome to the store man. Gosh man. I'm so glad you guys are here You're fired up you can do that, but what about when they say no, right? That's where salesmen get deflated and you start getting caught off track when they say no What is your job to increase the state? Hey, man, you know the fact that you feel that way? I totally understand completely get it However, oh what's going on here somebody is familiar with this business Somebody is the trusted guide somebody is the expert. Who is that person? It's you if you sound like it, you know the coolest thing you guys can be anybody you want to be Let me explain that to you right now. I don't care who you are right now You can literally be anybody who you want to be you want to be the best salesman in the world start acting like it What does that person sound like? How do they look? How do they speak? You think they speak pretty well? Yeah, you think they throw out a lot of dead words. They don't really mean anything No, they're smooth like water when they speak guys are you are you guys motivational speakers every one of you are Your job is to motivate people to want to spend the money and stay and do the deal. Am I right? Why are you speaking so monotone? Do you guys think that people want to have fun or be serious when they spend their money? I think they want to have fun and I think that we actually make it serious And I think that whenever people tell us no, I think it bothers us and pisses us off So it triggers you and therefore you actually end up getting a little bit frustrated when you do you lost a sell See, they need somebody that believes and understands that this is the best thing for them to do And we'll give them reasons and excuses why it is So we're going to start moving a little bit quicker through these objections But I want you to understand a master communicator, right? Someone makes it easy to say yes to hard to say no to and makes it the customer's idea every single time Let me explain that to you. This customer came in they came in on an 80,000 mile dog ram. Am I right? They wanted to see it. They asked you to show it to them. You went and showed it to them You took them on a test drive. Do you think the miles are a little bit too high? Is that a stall? Maybe is it an objection? Sure. Could it be overcome? Absolutely How will it be overcame with massive certainty believability fun and a word track A word track is something you have tattooed on your heart when somebody says no You know exactly how to get them to say yes, everybody write this down have an arsenal of word tracks Arsenal of closes arsenal means this more than one I'm going to give you one, but I have four five 10 even 30 on some certain objections when I talk about pricing I have 30 word tracks on pricing. Here's the deal. I'm not getting up. I'm not going to get my manager I'm going to handle this right here me and you okay Do you guys want to be responsible for your own money? Or do you want someone else to be responsible for it quit letting someone else be responsible for your money? Then you speak for a living you speak for a living. That's what you do You guys will understand that your managers have never had meetings with you and told you that look you guys are public speakers Be better at speaking I am here to tell you that if you can become great at speaking and you'll keep your mindset strong You'll make more money than you know what to do with more money than you can spend He won't always be in the car business. You'll grow to do crazy things But understand right now is your opportunity to see just really how good you are Let's handle this word track. Let me grab one of my coaches who wants to handle this All right, this is how I handle this. Hey, I like the car, but the miles are too high Hey, look, I completely understand how it may seem that way However, if you were to buy a vehicle with fewer miles, you'd spend more money I mean look if you had our vehicle with 80,000 miles and you found the exact same vehicle with 50,000 miles And you drove those two vehicles for a three-year period Which one would you end up owing more money on when you went to trade it in? The one with fewer miles because you spent more money for it I mean look because our vehicle has a few more miles The biggest part of the depreciation cycle has already been taken into consideration So when you look at the bigger picture, you won't be upside down on my vehicle or the other vehicle with less miles You most likely will be so at the end of the day going with a highly rated vehicle like ours With a few more miles is definitely the best decision to save big money right now and down the road when you go to trade it in Let's go baby