 Customer says, I don't wanna pay the addendum. I'll pay the price, but I'm not paying that addendum. Salesman freaks, see it all the time. In this video, I am gonna show you how to overcome every single aftermarket adjustment addendum objection. Take a pen, take a piece of paper, get ready to change your life. This is the video of the year. All right guys, in this video I wanna talk to you about addendums and aftermarkets, all right? Now let me explain this to you. Let's not geek out on what it is. I'm gonna give you an example and I want you to think about your company, your store, what happens there, okay? If this doesn't happen in your store maybe you can learn it now, okay? But there's a good chance that it probably exists in your company, right? Especially right now where prices are so high every dealer is really capitalizing on getting the most profit possible right now per car because it's the right time to do it. The market's there and people will pay it. So I gave an example, okay? So this is gonna be a $50,000 price tag, okay? So this is gonna be the car. You guys see me? $50,000, pretty simple. Now I added a $1,900 wheel paint and dent aftermarket, okay? Now a lot of vehicles, like if I go to a lot of used cars right now a lot of used cars are lots out there. It says like, you know, $50,000 and then it'll say like, you know, $997 or $9,997. I don't care, whatever it is for something, okay? Some of it will say for market adjustment which is in the last video I covered market adjustment, which is just the market. There's nothing you get with it. I don't hand you over a product that you get. This is an aftermarket. An aftermarket means there's actually a product attached to it, okay? So I'm calling this product, it's gonna be wheel. Like if something maybe were to scratch a wheel like the dealer says, well that $1,900 if you were to get your wheel scratched we're gonna repair that. If the paint peels on it, right? Like we're gonna fix that. And then also if you were to get a dent we're gonna fix that, okay? So I wanna kinda go over that with you, okay? So it's gonna be, hey guys, great news. So $50,000 on the price, $1,900. That's gonna be for the wheel, the dent in the paint which I told you guys to make sure the vehicle's like new for you and your family the whole time you own it so you can get top resell when you come to trade it back in. Sign right here, let's do business. Hey Andy, I'm cool with this but I'm not paying that. That's what they're gonna say. Now listen to me, they want the car. They wanna buy the car. They need reasons and excuses from you right now to settle them down, to put them at peace and they will say yes and they will buy the car, okay? Those reasons and excuses have to come from you. You cannot deflate down and act like you don't know. You can't get flustered, you can't swallow, you can't get triggered, you can't become nervous. You're a professional, act like a pro, explain it. And they'll say, okay, so I'm gonna explain that for you. Hey Mr. Customer, number one I totally understand. Let me explain to you why this is on our vehicle. Look, let me ask you a question. I don't know how long you're gonna own this car for, two years, three years, four years, probably something like that, right? Cool, when you go to trade it back in, is getting the most money and getting top dollar gonna be important to you on your next purchase? If you were to buy this car today and trade it back in in three years, is getting the most money on that vehicle gonna be important to you? Yeah, 100% of our customers have said yes to that. So what we've learned in our dealership and in our company through our 30 years of doing businesses with clients, that that's what they want. They know vehicles are expensive and when they buy them, they wanna know how can they secure getting all the money for their trading when they go to trade it back in? So we've created a system for that at a discount. So we created wheels. If you were to drive out of here right now, Mr. Customer, and your wife was to go through an ATM and know how small they are, they're getting smaller and smaller and smaller and you gotta kinda pull through the little ATMs and she was to scratch your wheel. One wheel would cost her $3,000. If she scratched it, just one wheel. And that's even finding a deal on it. Well, guess what? That's already paid for right here in $1,900 if she scratched it. Do you know what I think pressure looks like and pain looks like? Pulling out of here knowing that you're going through an ATM drive-thru in your brand new car and you could accidentally scrape your wheel. And if it happened, it would be heartbreaking to you because of how much money it would cost. Listen, I'm gonna put you at complete peace and I'm gonna take all that worry away because if you did scratch it, it's taking care of, it doesn't cost you anything. Secondly, paint. The paint on a vehicle is extremely important, okay? Right now, you gotta walk out to every car with allergies going on and everything right now. Every car's got green mold all over it. Every car's got things going on. Under one sap tree, one time you're paying pills. Listen to me. If something happens to your pain, it's covered. The number one thing that someone seasonally come out to appraise your car is the paint, is the clear coat. So we're gonna cover that. If anything ever happens like that, that is covered. And that, by the way, you're talking $5,000 to $10,000 just to kind of get a decent job. Well, that's covered. Let's get into the last one which is really important to me. Dent, this is a non-controllable. Mr. and Mrs. Customer, I'd like for you to say the word uncontrollable. What's an uncontrollable? Something you can't control. You walk into a Walmart, you do your job, you park in the very back here where no one's at and you walk one mile up, right? But then you got that customer that was you're going in, they just unloaded their groceries and they kick the freaking cart. And there it goes, ooh, boom, hit your car. They don't care. They're gone. Your car's sitting there with a nice little dent in it and guess what happens? You have to pay for it. Did you do it? No. Did you have to be cautious? You were already cautious. You parked it in the back but you can't put a bubble around your car. Would you agree? That's right. So guess what? We've put a bubble protection around your car where if you get a dent, if anything happens to your paint or if anything happens to the wheels, it's covered. So when we put that little bubble around your car, guess what? You're going to be able to drive your vehicle which is going to look in perfect condition. The entire time you own it, the paint, the wheels, right? No dents. It's perfect. If you're going to buy a $50,000 car, don't you want it to look like a $70,000 car the whole time you own it? Yes. Well, this will allow that. Awesome. Not only was it perfect the whole time you owned it, but when you get ready to go to trade it back in, guess what? You're going to walk into the dealer and it's going to be perfect. So what is it going to give you? Top dollar for your vehicle. Here's what I'll tell you. On average, our customers that have purchased this protection program get on average an additional $4,000 for their trade when they come to trade it back in. That means you're going to make money on this because your car is going to be in exceptional condition and being in top condition, it's going to bring top value. Now here's what's important. This package, this wheel, paint, and dent, it used to cost $1,900 for the wheel, $1,900 for the paint, and $1,900 for the dent, which is $6,000. But our customers wanted it on every time they purchased it. So we made a deal with the company to do a flat rate as long as we sold it on every car. So we did it for $1,900. So you get it as a discount. When you buy this vehicle today, you get that. The car's going to look perfect the whole time you own it. And then when you go to trade it back in, guess what? You're just going to get your money back in the trade-in value, and it didn't really cost you anything. And you got it for free. Plus your car was perfect and you get top dollar for your trade-in. It's a win-win for everybody. Welcome to doing business with us. We're always hired all the critical areas that are important in your family. We give your world-class customer service by doing stuff like this plus offering it to you at discounts. Guy Siden right here, let me get your new car cleaned up. Thank you so much. That's it. What I want you to understand is this. You're going to give your people reasons and excuses. Now, here's how I want you to learn, okay? I don't need you to oversell. Maybe I wouldn't even need to set everything that I just said, and I could have set half of it. Does that make sense? But why I'm over talking and over speaking right now while I'm with you is because I'm thinking about a difficult customer, right? One that really doesn't want to pay this at all. How can you really good, great, and unstoppable? How can you really get to an unstoppable level to make sure that you wrap that customer and get them to say yes? Well, I just showed you how to do this. Now, I need you to take a pen and piece of paper, re-watch this video hundreds of times, write down every point, and make sure that you can say it the same way I said it with confidence and conviction and being at peace in a good buying state. And your customers will say yes and you'll keep the gross on every single deal. Well, you made it till the end of the video. You're a true one per center. 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