 Hey guys, it's Andy. So in this video, I'm gonna show you my favorite trial closes. We know this outside on the lot You're making people fall in love with the car You come inside and then you're gonna ask for their business and the way you ask for their business is crucial If you ask for it wrong, you can miss a sale if you ask for it, right? You get it every single time. You'll love this video. Don't miss it I'm gonna show you my two or three favorite trial closes of all times. Hey guys, so here we go Let's talk about the first 90% of the time. What are we doing? We're outside on the lot building massive value making the customer fall in love with this, right? Making them love the vehicle showing them how many cool things that it has We're surfacing the dominant buying motive, which is like why they got in the market what they're looking for We're making sure that all these things go right. We know in the first 90% of the time no money Exchanges hands, right? We just know that we have to make sure that they want what we have more than they want The money that they have in their pocket so they will spend it the last 10% of the time That's when we negotiate. We collect a hundred percent of the money this video is about the transition between the first 90% of the time When we're on the lot to walking through those doors and asking for their business and Taking them inside so we can do the last 10% make all the money close the deal up and rock and roll So what do we call that? We call that a trial close Okay, what is a close a close is something that's done actually inside the office when we close the customer up Okay, the trial close is when we ask for the customer's business Basically saying if the deal's right you'll take it home, right and we want to hear them say yes And for the very first time we realize if we do our job, right? Which we have been doing when we come inside if the deal looks right they're going to take it home We are looking for a yes now look there's lots of ways to get to a good trial close number one as a kid people may say Oh, Andy the yes ladder don't work. Yes, it does When I was a kid when I was 18 my manager used to say Andy do me a favor go out and get 40 yeses If you can get 40 yeses by the time you come inside before you ask for their business to come in You do your trial close they will always say yes because you've been teaching them to say yes the entire time It's called the yes ladder Okay, that's not a trial close But that is something that can lead up to you getting a yes on the trial close You know can't you see that you know this would be a beautiful car sitting in your driveway? Yes Awesome, and it isn't safety important to you since this car is a great safety rating. Yes, okay great And then you know don't you love the fact that seat has an eight-way adjustable power seating? So since you have a bad back, it's real easy for you to get comfortable in it. Yes I'm guessing guessing guessing guessing and I'm just telling you Whether you do it or not the yes ladder works and it works your way up to the trial close But now that we're talking about the trial close there are two places to do a trial close I'm gonna go over both of them for you, and then I'll go over exactly how I do them guys I'm about to get right back to the video. I want to tell you number one. Thank you for watching this video Please like this video if you like what you're watching right now click the button Give me a thumbs up on it comment below anything you need. I got you also make sure you're subscribed to the channel Send your notification bell so every single day when I put out brand new cutting edge training videos You can get them so number one When I had a vehicle that I knew that the customer loved and I just like I mean it literally like you know I pulled it up. She's like oh my god. That's so beautiful. Guess what I would do I would say guys. You know what let's go for a drive real quick Let's go check this out touch it fill it smell it make sure that you know I'm saying you love everything about it In the middle of the test drive I would say guys do me a favor I want you to pull this over here. There's something I want to show you and I want to share something with you guys That I haven't shared with many people Whenever I purchased my car myself and obviously I'm a salesperson here at the dealership I actually took my car here and I want to show you the same thing that I did when I purchased my car And do you know what they're like? Oh, wow, that's nice and guess what happens. I pull the car over there I know exactly how I want it angled and I say everybody get out of the car for just a second I want you to see this And have them step back with me and I say guys turn around take a look I Took your car out here for a reason because we're not at the dealership and I don't have all that metal behind it I think it all just kind of blends in together But this is such a nice car. I want to take it out here So for the first time you can envision what it would look like in your driveway. It's a beautiful car, isn't it? And they say yes, and I say awesome Well this at this point as long as the vehicle is Driving great and obviously the things that you've told me that you wanted it has and you can see and envision it sitting in your driveway If I could get the numbers to a hundred and ten percent to your satisfaction It looks like this vehicle is everything you guys wanted, right and guess what they say they say yes That's where I get my trial closed now watches. I could change it around I could say this So I wanted to ask you guys a question now that we're out here and obviously you said you can envision it sitting in your driveway Are you guys going to be titling this car in in just your name ma'am or you're going to be putting it in both of your names and They say No, probably in both our names. I'll say a great guys. Follow me back to the store. Let's rock and roll Let's finish the test drive and guess what when we get back to the store I've already asked them the trial close so then I could take them down Watches if it's just a normal deal and maybe let's say these customers don't have like great credit or something Okay, and I'm just making a point and you go for a normal test drive And you know, they're ready to buy the car. They need a car, but they're not in love with the car Don't do the trial clothes out somewhere do that when you know you have a really hot buyer and you're like man I'm gonna I'm gonna lock this one in strong. I'm gonna really get them emotional and remember The test drive is the first time that the customer envisions himself owning the car So that trial clothes it could be a good time to ask that off a lot if you have somebody in love with the car Big time but normally or back at the dealership when I pull it in I always tell my customers go ahead and pull it right there in the soul plane. That is a trial close Okay. Hey guys, so if you would go ahead and pull the car back around to the side. That's that's the soul plane That's what we park all the sold vehicles Now watch this if they don't say whoa, this isn't sold yet. Yes, what they may say, okay Cool, that means that they know that this car could potentially be sold because they want to buy it Does that make sense pull the car in the soul plane that is a trial close and I'm not actually asking them a question I'm just making a statement and I'm looking for a responsive back That is called a trial close. Okay. Now. Let's move into other trial closes another trial close would be guys Go ahead and pull it around here in the soul plane and I say, oh, Andy, you know, we hadn't purchased it yet So let's wait. Oh, no, I understand. That's just where we put them whenever we're working deal on a vehicle You see how I backed right out of that and then when I get out I step back and I say guys, it's a beautiful car Obviously fits all your needs in once and everything that you're looking for it drove great I love the way the vehicle drives I wish I had a hundred of them cars like are this nice. They don't come in very often What I'd like to ask you is this if I could get the numbers to a hundred and ten percent to your satisfaction There's not a reason in the world why you wouldn't be ready to take it home, right? And I take my head and I shake it. Okay, and they say Okay, and I say great. Follow me inside. Let me show you how easy it is to do business here Now I'm following me Another way you could do it again is going back to how they want their new car titled how they want their new car Titled is my favorite. Okay, watch how sleek this is so I have a husband and a wife here, right? Or let's just say I had a husband here. I have one person here. It doesn't matter. I could say this watch So so certain now are you gonna be titleing this new vehicle in just your name or is there someone else are gonna be adding to the loan And they said no just my name. All right, great. Follow me inside and I just turn around and he follows me inside He didn't say I don't want the car. So I don't know how I want it titled He said in just my name Guess what? That is a trial close. It is a very slight close to get someone to say yes I'm willing to go through the next step. Watch this now, sir ma'am. Obviously. I know that vehicles gonna be for her Are you gonna be titling it in both her names? Are we gonna put it just in her name? Watch this husband says no No, we're gonna be putting it in both of our names Guys think about it if they're telling you how they want their car titled that means they're saying yes I would take it guess what I say beautiful guys follow me inside. Let me show you how easy it is to do business here I want to tell you I could ask again like I said it from the beginning Guys if I could get the numbers a hundred and ten percent your satisfaction There's not a reason in the world why you would be ready to take it home, right? Cool Let me show you how easy it is to do business with us. Come on inside. Guess what? There you go I could say another one Let me try on one more trial close before we in this video And I hope this video helps you a lot to find what you like to say and find out Where's the right place to ask for the trial close and what are the different types of trial closes that you could use? There's a million of them out there. I'm just giving you a couple of my favorite I could give you 10, but I'm here. I'm giving you my top three. I mean, here's another one And hell, maybe I'll share two more of them with you just so you have them So it could be guys. I'm gonna ask you a question Obviously, it seems like we found the right car if there was one thing And I mean just one thing guys that would stop you from driving that new vehicle home right now What would that one thing be? Let's say they say well be the deal switch saying as long as I can get the deal right you guys will be happy to take it home Am I right? Great guys follow me inside. Let me shot easy to do business here That's a trial close if there was one thing. What's the next one the next one is this guys? Let me ask you this if there was from one to ten being one I don't want it at all or ten. I wanted I want it right now. I'll take it right Where do you rate this car one? I wouldn't take it if it was free and ten. I love it Where do you rate it one to ten? They say seven you say, okay, what would make it a ten? The deal so you're saying as long as I get the deal right that would make this a ten great guys follow me inside Let me show easy to do business with me guys. I want to tell you this. I'm giving you some different options Okay for some trial closes, but my favorite My favorite and my go-to nine ninety nine percent of the time trial clothes is How do you want your new vehicle title? Are you going to be titled me and both of your names? Is it just going to be in your name and then I want them to say no, it's just going to be just in my name That's all I needed. I say wonderful. Follow me inside. Let me show easy to do business with this You see they wouldn't tell me how they want to title if they didn't plan on buying it because there'd be nothing to title So that is my magic trial closes So I want to tell you guys if you become deadly at your trial closes, you know where to use them You know how to use them, you know the best places guys the rest is history and guess what? You're gonna make a bunch of money and your customers will love you and you'll make it very easy to transition them inside From outside on the lot for do inside the dealership without changing their state and keeping them nice and calm. Have a great day Hey guys, I just want to thank you for watching the full video I started when I was 18 training just like you no matter where you're at in life I want to say this being committed is all that it takes I put up free training content on YouTube every single day to make sure that I can take you to the next level of life I have over 500 free videos Please make sure that you like the video. Shoot me a comment below and shoot me a text message I'd love to get to know you okay? If I haven't met you yet 918 210 254 take a second guys. Shoot me a text message. You're important to me I have your back for life. We're gonna go all the way to the top together I appreciate you guys have a blessed day. 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