 This is gonna be we're on the negotiation is that cool on the negotiation and we're sitting down price trade payment Okay, right all the numbers are out Okay, and I'm like hey I want more for my trade and you can't give me any more right I'll just say you can't we're out of money right any amount of money and I say hey You know what I'm just gonna wait and sell my car right right on my own Andy Dude, I totally understand that you want to get the top dollar for your trade Let me explain a couple things to you just like I told you this entire process I'm gonna make sure that I guide you down this process the right way. I'm your guy I'm your trusted advisor Andy. You trust me trust me. Okay. Let me explain this to you real quick Andy Listen, there's let me ask you two questions real quick. Have you sold a car in the last year or two years? No, yes No, okay. Cool. Let me ask you another question is your time and your family safety very important to you Yes, right. Let me explain a couple things to you. We got COVID going on over the last couple years There's Craigslist killer. There's all kinds of stuff. This world is freaking crazy. Wouldn't you believe that right Andy? Listen dude, you're one of the most busiest guys in the world Just doing your freaking credit app and doing all your stuff and hearing your stories about all these people you're training I know time is important to you. I see you with your beautiful family I see everything that you got going on and listen to jump over a couple of pennies to pick up a couple of dollars and waste Your time and then put your family safety at you in jeopardy is not something that we should do Andy Let's go on ahead trade your car in right now By the way, you're gonna save money on trading in your taxes So the difference figure is almost right where you're at and Andy let's wrap this up today Now, let me ask you a question real quick Andy Do you want your payment done at the beginning middle or end of the month? His brother's gonna have a hard time beating that one God His brother's gonna have to be on point Alright guys, here we go. Same deal. Ian. This is gonna be us on the negotiation. Let's go, baby price trade payment Things down come on Andy and then I I'm like, you know how I need more money for my trade You can't give me any more money done. You're like proud of money. Yeah, you're out of money. Cool And I gave you all the money. Yeah, and I say this I say hey Ian. I'm gonna wait I'm just gonna sell my car right. I'm Andy. Let me ask you a question. What was the last time you sold your car out, right? It was probably two three five four years Okay, would you agree that times have changed, you know, obviously with COVID and everything going on things have changed Am I right? Sure. Okay, so two years ago three years ago four years ago You could put it on Craigslist have somebody stopped by your house probably about 10 to 15 people because not one just calls and shows up Would you understand that so two to three years ago? You could have a few people show up You could have sold them the car, but now you got to put your family's health at risk You know somebody comes in they show up you have to have five people drive the car people are touching everything Look, let me ask you a question. It's just a little bit more money worth your safety and your family safety Would it be? Cool, so it's not a matter of if you're gonna buy but when you're gonna buy in the deals, right? Because I'm a hundred percent certain at this price for your car. We're all good. Let's go ahead and sign there We'll wrap it up. Cool. Hey guys y'all pick y'all pick All right All right, I'm gonna let you guys vote. We all know Evan Evan went first and you know went second All right, hands up for Evan 100% baby 100% damn. That's a good one. Damn Damn, it's all right. Hey, I appreciate y'all's support I appreciate y'all's support. Hey, we know guys. I know I appreciate you guys just for you guys doing that It took courage to raise your hand on that one. I understand that I appreciate you. We do talk a lot about that. Thank you That's a courage. Hey, that's my boy. I love you, dude. I got you five hundred bucks. Hey guys listen I want to say something to you guys think they did a good job Did you notice notice how they didn't make it about the money Did you notice neither one of them went back and fought the guy on his trade that it wasn't really worth the dough You know what they did they just went and said because obviously the objection was I'm gonna sell my out my car All right now outright means what outside of the dealership realms things that I can't control You know if you do go sell it outright There's only certain things I can control and I can't control the fact that COVID-19 is a real deal It's out there and the fact is that I'm sure of it without even guessing I don't care how many people come to drive your car But I know a hundred percent of them are gonna want to test drive it before they buy it. That's for sure. Would you agree cool? So if a hundred percent of people want to test drive it It's just a little bit scary in it and put your family's safety, you know They get they keep going over that with you at risk Having somebody test drive your car that you don't know during the Kobe It's just a little bit weird mention. Have you heard of scratch this killer? I was gonna say it I was gonna say yeah, my goal. No, could they be used in different scenarios though Guys what we do is that we study one close and then you're thinking family safety You know you're thinking about all these things that you can use in different scenarios, right? You know I'm saying guys like hey, man. I want to go test drive more cars I'll say hey man the fact that we've already found the vehicle that you love right you said you loved it Look man. It's just going and test driving more cars just a little bit scary I can only imagine how many other people have already tested that second vehicle You're gonna go drive if you found the right one you like you see you could shift it into that not saying you should You can decide to use these closes when needed now. Let's go to the word track. Watch this I mean I want you to notice the way these guys work in the word tracks. We taught them back when they sold I train these guys when they sold okay? I understand I have two questions for you remember closers ask questions Instead of combat. Hey, I want to wait to sell my car. All right. Why would you do that? You're not gonna get more money in doing that. That's what the normal salesperson does these guys say hey No problem. I completely understand however. I have two questions. I want to ask you the first one is this You see that what they're doing is they're about to take them on a journey Okay, guys. I promise you all this is gonna click you guys understand about questions. What are closers do ask questions? Okay, anytime you want to change the subject go to a different gear reset ask a question But you know they anytime you don't know the answer You don't have to give an answer that fast to their rebuttal if you do it ask a question I want to wait to sell my car right. Hey, I totally understand. Okay. When's the last time you sold the vehicle? I'm right. You don't know what to say but you're but but you're slowing down you need to think about it Okay, but you can't just stare at the guy Okay, you kind of ask a question So I understand I have two questions for you number one if you sold the vehicle out right on your own lately and number two What's more important to you a little bit more money for your trade-in or your safety? You see what I mean is would you be completely comfortable with a stranger driving your vehicle around 90% of people that want to buy a vehicle before they drive it It's just a little bit scary, right? You couldn't it says you can't put a price on your safety But if you could it would have to be worth at least the extra $1,500 you're willing for your trade right look Why don't we wrap this deal up plus you're gonna get the tax credit for your trade-in? Let's go ahead and do business now see what I'm saying and then they back off You go for the clothes you put your hand out by the way anytime you go for a close What happens with your hand you stick it in their chest? Right do you want someone to sign the paper first or shake your hand? Shake your hand listen. This is a common mistake. I see a lot of people. They're like listen guys So, you know doesn't it make complete sense to trade it super affordable? Absolutely guys go ahead and sign right here Let's get your car cleaned out. Watch this doesn't make complete sense to trade it super affordable. Absolutely guys Let's wrap this up. Thank you so much. All right go see that Okay, listen to me. I got to give him my pen and then he's got to go back to the paper. How many moves is that they stop there was two Here he signs This is one Right. This is faster. Get the handshake. What happens if I can get his hand? It's it. We got a deal a lot of times I can trick people just by getting your hand I'll be like that's fair, right? It's not a matter if you're gonna buy it's win But the women's win the deals right right cool, so let's wrap it up. Thank you so much. Watch this Yeah, I'm sitting here and he's like Andy. I don't know if we should do it I don't know man. I like the car about over she do it I say hey look the deal is is you've been thinking for a while that you want to buy a vehicle Look anything that should be done today shouldn't be put off for tomorrow. Wouldn't you agree cool? Then let's wrap it up now Look got his hand You see that? How did I know I was gonna get his hand? And he didn't even know he was gonna shake my hand, but I knew I was gonna get it I said this I said hey the fact is that you've been thinking about buying a car for a while now That it's happened. I think anything that should be done today shouldn't be put off for tomorrow. Wouldn't you agree cool? Let's do it see how fast I grabbed his hand. Is that a close? Yes, what did I say I? Said let's do it in different words new language every say everybody say this anything that should be done today Anything that should be done today should be put off for tomorrow. Shouldn't be put off for tomorrow. Wouldn't you agree wouldn't you agree? Now watch this when I say wouldn't you agree? I'm shaking my head. I'll watch I can get anybody to do it Hey, look anything that should be done today shouldn't be put off for tomorrow. Wouldn't you agree? Yeah, let's do it today Okay, that's it. They'll always grab your hand. You can't it's it's it's it's a called momentum close Does that make sense?