 Let's grab two people. I want question. Be a new professional. I'm the salesperson. Anybody can put somebody on ice per second. Now let's do this. Let's say you don't have that truck. You already said you sold it, right? Guys say, hey man, I'm interested in that truck. I'm gonna go back to you now, okay? Hey Zach, you said that you did have something similar. I go walk out and go with you. You don't have anyone with you in the mic. I thought you said you had something. Okay, absolutely. So are you just making your decision based on just the making model or would you consider a great deal on another truck that was just similar as well? Okay, watch. Now he's getting better. That's exactly what I want. I want you guys to decide that, look, you need to have something tattooed on your heart that does a couple of things. Number one, when somebody gets told that the car just sold, how do you think they feel? The first thing you must do is take away the feeling that they just missed the phone call. Today, we'll identify who you are. Andy, I understand that. Do you mind if I ask you a question real quick? Sure. Hey, and real quick, let's just say that mine was the last one that you went and looked at out of the three that you were gonna go look at. What would you say would be the deciding factor? Would it be the vehicle, regardless of the deal or the deal, the vehicle with the best deal that would help to make that decision? Okay, reset. You know what you wanna say, right? Right. Okay, reset. Communicate to do well. You know what you wanna say. You got the right points to make. Clearly you understand the club, right? Right. Well, I'm alive, okay? Everybody pay attention for a second, and I'll flip it back. This was how me and my best friend, when we were younger, got to age 40, 50, 30 months, car salesman, everybody else was doing $5,000, $10,000. We went back to each other like this. That's it. This is how you get great. So we'll proceed. What's your best price? Andy, this is actually my best price. I know you may be able to go to a difference or find a price slower. However, we actually do 122 points special on our vehicle. So I can guarantee you the quality. So now a quick question for you. Are you looking for your payment to come out on the first of the 15th? I'm not really sure we haven't gotten into that. We're just kinda curious, is there a better deal that you can offer? Okay, so currently right now, this is the best price right now. So again, are you looking for your payment to go out on the first of the 15th? Okay, I appreciate it. So you said currently, so can we find out what it would be? Okay, so right now, this is the best price right now. So you think it'd be a better deal? So this is the best price currently right now. Why are people looking down? Wow, wow. Right here? Okay, okay, I'm assuming that U.S. it's got to be a pencil in your hand, so. Now I got it. I got you. Now I want you to look at me. Okay. Look, watch this. Hey, Andy, look, I'm really glad that you asked that. Okay. Okay, and just walk into me. Look, here's what I'm gonna tell you. Connection is what's gonna make deals go down. Look, this is how word tracks work. Let me ask you a question. If the car was across the street from you right now, my car was across the street from you right now, right? If my car was across the street from you right now, would you come over and look at it? Yes or no? Yes, great. So the fact that you're saying you wouldn't come over, that means that we know that we found the right vehicle. It's just working out the time. You see that? You're telling them how to think. You're making their choices for them. You're eliminating other options. Buyers get confused. Okay? Who's the one that's gonna get unemotional, understands the concept of the situation, and he can navigate the customer through it? That's what I'm freaking talking about here. So does that mean that you're not gonna give us a better deal? I can absolutely get you a better deal. But what is a great deal to you? So you're asking me to make an offer? Well, what are you looking for? What you're expecting is money as good. Whoa, whoa, whoa, you're losing it now. So bad. Okay? Are you gonna give up your control? No. Let me explain this to you. Sell like a lion, act like a lamb. He's a lion. He's being seen as a lamb. He's very familiar with negotiating. But he's acting like, you know, he's just good at it. He knows exactly where I'm going, and he's always gonna be way ahead of me, okay? When he says, well, what would a good deal be like to you? He just gave up control, and he can't control what I'm gonna say. And if he can't control what I'm gonna say, I'm probably gonna say something he don't wanna hear. Negotiations about to go in this shit. In two seconds. Because I'm gonna say, so are you asking me to make an offer?