 I'm really appreciate it, but I've already got somebody I've been using for the last eight years. I'm good. Go Pretty important to me. I need to sell some today Okay Okay, come here. Come here real quick. Let's bust this up with 30 seconds I'll be moving too fast my foot up on the gas full throttle till I crash With the vengeance you go see me All right, what do you do? Auto auto Let me try something else. You ready? Come here. Come here. Come here. All right. Come here. He says he does auto. How long you've been selling for? Okay, we got a veteran. I've been waiting to get a veteran. All right So guys can I ask you a question? If you sell in face to face is easy, isn't it? Selling on the phone is a little more difficult, isn't it? Hey people don't like what you say click They just be rolling out now. I'm going to ask him some questions. Okay If right now we didn't have a customer on the showroom for are you a sales guy manager manager? Oh, this is even better. You know how god gave me such a gift I got a manager of 12 years. Okay. And by the way, listen to me. Hey, we're not going to judge him But I'm going to give him the opportunity to show up and he's going to grow Okay, he's either going to blow our minds or he's going to grow one of the other things are going to happen Right now we don't have a client on the showroom for we need some deals Am I right? Right. Okay. So we go ahead and we print out a list of all the people that bought a car In 2019 or 2020, right? Do these people make pretty good deals on cars? Yep They weren't a part of that big giant pay 20 grand over price range deal, right? So we know these people got a good deal So we're going to print out a list of these people and we're going to call them. Is that cool? Okay, I'm going to be a customer that answers the phone I want to see if he can talk me into coming in and buying in a car. Is that cool? Guys, it's called cold calling. Remember I told you the phones if you either you're selling something looking for Something to sell or you're training to get better. All right, here we go. He calls me and I bought a car there in 2019. Hello We're still very grass roots couple so what they want is they want their current customer to drive in their newest product And what they do is in order to do that and when I take your car in for top value So they do the most of the market in the best deal using some loads of money to put you in a brand new car So that we can see that part out on road rather than spend a ton of money On advertising and all this other stuff When you like to do this you're going to do the whole side again So you can be out there and continue up the ramp over the ramp stop Interested in that at all? Okay, so hold on. So you've been talking for about 45 seconds. I ain't said a word Okay, to me if I ain't said a word in 45 seconds, there's a good chance. There's going to be a hang up in there Or I'm just going to be no by the way. I'm not being negative. Okay Let's say I'm still on the line Hey, I appreciate it. I'm not interested. I like my car You got sold it to me. I love it. Thank you Yeah, it was just it was everything I wanted it drives great everything's still good Now one thing, you know, get in that's just like man, I just love that radio I'm happy Okay, all right, hold on. Hold on now. I'm gonna ask you a question, right? What do we do in selling? Are we master communicators? Guys, do you understand he's not selling me anything? His job is to help me His job is to get me interested number one If you're going to cold call somebody there has to be a point in which you say something that's interesting to them I'm he's just pitching me. I'm not negative. I'm just saying he's pitching me Okay, and by the way, whenever you call people you have to get them to interact guys Can you withdraw money out of the bank account if you don't deposit money into it? No, you can't withdraw that money if you don't deposit money some of you guys like this. I'm like, that's why you're broke You keep trying to pull money out. You're overdrafted. You ain't putting that man Okay, listen Deposit withdraw deposit withdraw, right? Be ready to answer the phone. You ready ring ring ring Hey, what's going on? This is Andy down here at abc motors where you bought your last car from I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? Yes There's a first yes, beautiful. Hey number one. Do you still have the 2019 total Corolla you bought from us back in 2020? You still got it still do beautiful the question number two that I was going to ask you my general manager Want me to personally reach out if you still have the vehicle you want me to ask you one question If he was willing to offer you more money More money than what your car was worth. Would you mind if I told you how much that was? Could I tell you? Could I tell you Is he saying yes Probably Make it easy to say yes too hard to say no to make it the client's idea every single time. Is he saying no or yes How am I doing that? Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help Do me a favor and tell you the best way to get a hold of me Shoot me a text message right now 918-210-0254 918-210-0254 I'll help you with whatever you need. I got your back for life. Let's get back to the video Well, number one. I'm trained I'm trained number two. I know how to sell and how to sell is to communicate Communication is the disconnect between people spending more money and then people not spending money The way we communicate stuff for them. Hey, my name is Andy Elliott down here at abc motors We're about to go down abc vulva. We're about to ask our firm Listen, I was reviewing your account need about 30 seconds of your time. It's extremely important Can I get 30 seconds now? I want you to think about this. I said I'm reviewing your account. What account? When you bought us that's car guys can remember Okay. Hey, by the way, I was reviewing your account. I need 30 seconds of your time. How long is this going to take? 30 seconds. Come on. Oh That takes 30 seconds, but I'm going to get you and then by the way, it's extremely important Why would you say no if I said it's extremely important? Is this important pretty important to me? I need to sell some Okay right Hey, what's going on Andy down here at abc motors? I was reviewing your account need 30 seconds of your time extremely important Can I get 30 seconds and what did I end it with? I didn't say you want to buy something? I said, are you interested in trading? No I said can I get 30 seconds? Well, they said yeah, I'll give you 30 seconds Beautiful number question number one. Do you still have the 2019 total parole you bought from methods back in 2020? You still got it. He's gonna say no. I'm gonna say cool. What do you got now? Okay, so we're gonna say yeah, I'm gonna say beautiful Listen the second question I was going to ask you my general manager his name's eddie. He's an amazing guy You maybe met him when you were down here He wanted me to reach out and ask you one question if you did still have it Which you do If he was willing and slow down if he was willing To offer you more money and I say it twice more money than what your car was worth Would you mind if I told you how much that was? I said, can I tell you? Can I tell you they say I say beautiful Tell me I'm getting them interested and I say cool. Let me tell you how this works. Everybody says let me tell you how this works You're taking control. I say beautiful man. Let me tell you how this works Basically my general manager. He's already paid over $200,000 in the last week overpaying for people's cars like yours He's getting so crazy. We're about to put him in a straight jacket. I just need you to come down for about two minutes I'm gonna blow your mind and in the end. It's completely your decision. Whatever you decide to do Okay, can you make it down right now? We're gonna have to work the best Tell me you're not interested Okay, no problem. Let me ask you a question. No quick by the way I want to tell you thank you for being a valued customer. It means everything does Listen quick question if your home was worth 100 grand hypothetically and someone's was going to give you $500,000 for it Would you give them two minutes at their time just two minutes? Would you? Good, that's all I need is two minutes. Can you make it down right now? What afterward would be best? I just want to reach out shake your hand look at your vehicle Look, I don't know if you got a magic rabbit foot in your pocket But I'm going to blow your mind give you a crazy offer and in the end it's your decision I'm not going to ask you to buy anything. I'm not going to ask you to do anything I just want to blow your mind. I want you to come by the store for two minutes You'll be in out mind blown. My name is Andy Elliott when we hang up. I'm going to send a picture of me I'm going to send you our address which I know you already know where we are And I just want to find a time to meet with you for two minutes Do you think you can make it down today or tomorrow be better? Guys, am I going to get an appointment more than likely? What are your salesmen doing all day long? Could you imagine if they could say this You would have a showroom floor full of people that do this Now when I'm on sitting there and I'm like, okay, I'll be there tomorrow or two What do you think starts happening in my mind? I started thinking What if I get down there and they offer me a lot of money? What will I buy? All of a sudden you've taken someone who's not in the market starting to think when I come down. What am I going to do? That's it. You're literally bringing people in number one with trade-ins. They don't have too much money on Your company's trying to acquire more cars because the more cars they get the more money they make This is a car that's sitting in front of us. We don't have to pay an auction fee We don't have to pay a transfer fee It's going to come in and more than likely if the guy sells us this car The question is hey, if we did offer you more money than your car was worth and we blew your mind What would you drive home in? Something newer bigger smaller little miles better gas mileage more warranty. What would it be? He's like more warranty. I'm like, bam. Holy s***. It must be your birthday. I just got something It's like do you guys see it? You know what I know. Listen, this is everything I'm teaching you right now Everything is called this. It's all this by the way. Listen, you know, I want to train your teams Well, I want to train you art of selling doesn't exist anymore By the way, if you want to be a closer This is a word that should actually be erased and called communicator A master closer is a master communicator A closer is not some hardcore closer that goes in and slams his hand down and shuts a deal down It's somebody that goes into the room that sells like a lion acts like a lamb They don't even know a lion's in the room and the right lion is tearing them to shreds Because the lion is prepared the lion has trained the lion lives for the journey in the hunt The lion knows how this is going to end. It's going to end in our favor By the way, a deal has to be good for two sides to be a good deal. Never forget that. Okay. I don't like people One way me Okay, like a deal's got to be good for me, too Would you know what I think what most people are just asking for from salespeople? Just for us to wake up be professionals That's I think that's all they want you think people think stuff's going to cost a lot of money. Yeah They just want to feel good spending their money. Am I right? Dude, if you guys want to be rich Number one, yes, people need to understand your business understand systems and processes Yes, understand some inventory like product knowledge stuff But really our people I don't know product knowledge now, but nobody knows people knowledge Nobody understands how to get people to move or feel moved Nobody gets people to feel a certain way to make them want to do business with you This is the missing key Okay, and covet killed this which is the best thing that ever happened because when covet came through It was the great reset of all companies That's how my company smoked everybody When everybody else got hit they started complaining then it got good. They got lazy dude Most sales people in this industry have literally forgot how to sell they forgot how to close They became winers. They became complainers. All they do is talk about what's wrong. It's like dude It's like covet ripped the eyes out of the entrepreneur and gave them these like awful like negative eyes Dude, I can't believe how lucky we are Everybody sucks right now and you got a chance to crush everybody Dude, tell me what else you would do with your time other than sell or train or get in shape and take care of your family What else would you do? Nothing Everybody needs to decide today today And and go and go big like don't go small like like my wife did a two-year goal that we wanted to pay all this debt off And we hit it And it was the hardest thing i'd ever done in my life most fulfilling thing i'd ever done in my life My wife said we are going to go through a season of saying no We are going to say no to everything that doesn't align with two years from now everything So somebody's like hey man, we want to know Yeah, and I know because that's weird Because you guys are ass-kissers Your crowd pleasers you don't call your own shots. You guys have the ability to be an entrepreneur is to create Create the life you want you don't create the bank account you want You got to create the life you want So anyways, we're role playing together, right? Right If he was my manager And I asked him I said hey man boss. I gotta I gotta sell more cars Well the phone It would be on the phone because there's not always going to be a customer sitting on the showroom force sign You're going to have to use the phone So I would call a couple people and then they would hang up on me They wouldn't buy nothing nobody would come in and eventually I would stop calling on the phone I remember my manager told me when I was 18 years old he goes go work to service drive Walk over to service your best customers over there. Well, they didn't teach me how to do it So I talked to four or five people They were all Nobody bought nothing. So I hated it So I literally walked back over to the used car a lot and stood by the gate again And they're like who's going to work service today. I'm like screw that place But then I had a manager that showed me Notice what did I say? Showed me Okay, hey, hey, you want to train your team you want to train yourself you want to close people Who's the trainer you are If you can't show your people they can't do it Okay, he showed me he goes come on He walked over and he goes, hey, how you guys doing? What you got in service? Guys like I got 2018 tortoise. Oh, it goes. Awesome. My name's andy ellie use car managers want to say hi Hey, by the way, can we get you guys something to drink while you're waiting today? Dude, I watched him as he played the ultimate selling game in the world, which is called reciprocity I watched him. He goes the guy goes no He goes no, I got to get you something if you're going to be in our service drive You got to get you something. Okay cold cup of water something hot. I don't care. I'll get you an empty cup I just got to get you something and he shook his head like this Like you guys already know He's like got to get you something and the guy goes take a cup of water He said good guys. Give me one second He walks he goes and gets a cup of water brings it back and I'm sitting there and as he hands it to him You know what I know now the guy owes him something He sat down with him. He starts talking. He says what he got in service You got that Honda Civic beautiful. Awesome, man. Where'd you buy it from? Do you buy it here? Buy it somewhere else? He starts telling him how he bought it somewhere. He says beautiful Why do you serve it with so with us guys like you guys live closer and he said that's crazy, man I wish we'd have had one when you were in the market. He starts talking to him and he goes Hey, let me ask you a question I'm going to walk out to service real quick if I was willing to offer you He said the same thing goes if I was willing to offer you more money than what your car was worth Like more money like this is what it's worth and I'm going to give you more Would you mind if I told you how much that was can I tell you? He didn't say would you trade it in? Would you sell it to me? He said would you mind if I told you how much that was can I tell you? And the guy goes, yeah, you could tell me He walked out to service. He walked back in and he goes If I offered you more money than what it was worth Let me ask you a question Because I think I can and he didn't even ask him what he owed or what it was worth or anything He didn't even say a number. He goes What would you replace it with? Very simple common sense question Something newer bigger smaller lower miles better gas mileage more warranty What would it be and he hit him with the smile and shut up And the guy goes probably something bigger And he goes something bigger like taller bigger like more than a whole more people Guy goes something with the third row. He goes, you know what? You must have a magic rabbit foot in your pocket because it's your lucky day. Come here I got something for you. He didn't even give him a number They didn't even talk about it. This is how sales works They walked over he goes and he get that expedition Pulled it up. He shoved the guy in it. We guy goes for a drive Come back. He goes and he go get the trade We're working to do This and that guy bought a car And I realized that man no manager ever walked me over to service and showed me how to convert a client And that's why I could never do it and I hated it. You know what? I really hated some of you in here You have a fear of the phone You hate the phone because you're not successful at it. And by the way, if I went to the gym every day and I didn't get results I'd probably quit from going to Am I right? Think about it. If you walked in the service drive and you worked it every day, you'd probably not go over to service no more Dude, what I've learned is that we don't give people the skill that they need to even learn And competence creates confidence So if people don't get competence We wonder why our sales team never has enough confidence or why they never hit their numbers is because they don't know how to get there So I just want to tell you like as you guys are thinking like how am I going to get to my next level? Like this is how by the way, these rooms These rooms are made to mind shift you. Does that make sense? Guys training. Is it something you did like? Oh went to training That's off the list It's like no like now total immersion If you ever want to really grow a big beautiful life become financially successful beyond imaginable become obsessed With learning Okay, all right. Let's keep rolling. Let's roll for a minute. All right Hold on Why are you pointing to him? What's he sell? He's uh, he owns a mechanic shop He's a decent mechanic and he's wanting to grow his company to get into accounts, but he's having a trouble with a few objectives Okay, come here. Come here real quick. Let's bust this up for 30 seconds. All right All right. All right. I'm gonna go back down this road. But listen. That's what I'm gonna say. So what's your name? Mike Mike, this is easy. Okay. Tell me this you're going to sell something you're upselling people on work that needs to be done Or you're selling them a second I'm selling a service. Okay. Tell me the service Uh, I have an on-site fleet service. We service, uh, no, but tell me tell me what are you gonna try to sell me ready? 10 seconds What do I what can I buy from you? No, no, what what can I buy on-site fleet service? Like can I buy A service like you're gonna service my car or like I'm I'm written a diesel from you. Like what is it? So you have 38 simulators Hey, Andy Pass by so I have a 38 simulators starting trailers We have we offer a okay So you you see I have a fleet of trucks and you want to service them. Yes. Okay. Are you ready? Yes Okay. Hey, you come to me but by the way you come to me you cold you cold pitch people Am I right like if you find out they have a fleet do you go over there and talk to them? Yes Okay, so you cold pitch people because you don't know these people they don't request information about your service You go talk to them first. Yes. Okay. You guys get it? He cold pitches people so he finds out I got 1818 willers whatever sitting over here I've got a fleet of whatever right he walks over. He's like, hey man. What's going on? I just want to tell you I obviously got a big fleet I don't know who your does your service, but I don't like to take over that account. Am I correct? Okay. Hey, I really appreciate it, but I've already got somebody I've been using for the last eight years. I'm good go Come on And no, no, no, what are you going to say though like usually I'll say oh Hey guys, what's going on? It's Andy a lot of you leave comments Tell me that you need help do me a favor. I'm going to tell you the best way to get a hold of me Shoot me a text message right now 918 210254 918 210254 I'll help you with whatever you need. I got your back for life. Let's get back to the video Hey, listen, my name is Michael. I know we haven't met yet But what I've learned and research shows that a lot of these service truck companies It is a big service truck companies that does your stuff. Do they have a lot of accounts? Yeah, what I've learned is they become bigger accounts. They forget about their customers Okay, my name is Michael. I'm only looking to take on about 10 or 15 fleet accounts That's it. You know why because service of my customers at the highest level is extremely important to me Look, I'm going to ask you a question. You sound really loyal To the company you're currently with I'm wondering if that loyalty is coming back to you as loyal as you are to them Can I ask you a question? Have you noticed any discounts come across your table in the last year Where they've allowed you to save money by being a loyal customer? Probably not You know what I've learned by buying insurance My insurance company I had the same insurance company for 10 years. You know who they were given the best deals to new customers And I overpaid as a loyal customer This is what we commonly see Which is why I never want to be one of the big guys What I want to do is that I want to find 10 15 clients that I can give everything to And that I want to be loyal to and I want to make sure that when you spend your money The job gets done right but also you save as much as you can because I understand this is in a nonprofit. Would you agree? Yes, can ask you a question. Would you mind if you show me What you currently are doing now with what you have and if I get off or something better with even more loyalty Would you allow me to at least give you a five minute proposal? Could I show it to you? Absolutely. Okay. Here's my point What did I do? I say have you noticed a lot of these guys get really big and you're really loyal to them But the question is how loyal are they are to you? See, I promise you there is a way to frame Every conversation to get people to turn around their decision. Does that make sense? Okay, now listen, I'm just gonna say something right you seem a little bit scared And I know you're starting a new business, but I need you to understand something You're gonna have to not be afraid of nothing You're gonna have to walk in like that's your freaking fleet. Can I explain this to everybody? If I wanted to take an account down, I'm gonna walk in like that's my place If you're a salesman and you work in a company and you don't walk in like that's your company You're gonna get your ass kicked. Those are my cars. That's my lot. That's my finance department. That's my dealership. This is my business I'm not an employee. This is my business My business so I take care of my shit I walk over my office is always clean because that's my business I need you to understand something when you walk in you need to walk in like you own it Don't walk in like you're trying to crowd. Please walk in like you own it And then you walk out like you sold it like Bradley always says you walk out like you sold it like I just sold that That's done. That's easy. You walk in like you own it though People can see in your eyes when you're scared People can see in your eyes that you're praying don't hit me with something Okay, or I'm hoping don't hope people are gonna do nothing See this see this mind. I want to give you an example Okay, do you want people to have the courage to give you an option to see a proposal? Yes or no Do you want people to do something they've never done an exception just one time to do something different with you? Yes, or no Yeah, okay. Well, you're gonna have to let them borrow that courage Okay, when I'm sitting at a kitchen table with a family or I'm sitting down in a dealership with a client They can get the courage from me to pass go and move forward. I'm gonna give them the courage Who else are they going to get it from they got to call a buddy? People are scared all the time. Who do they need they need somebody to give it to them Who are they going to get it from from you? Comes from you man I'm gonna say this one last time security Where does it belong inside of you Most people in this world they find security in jobs in money in cars in houses That's the reason why they're over living all their shit is deaded out Once they have to downgrade it kills them I'm gonna explain something to you when I sit at the kitchen table with my family my three kids and my wife Which needs to be what you do Your family needs to look into your eyes and say We're good My husband he's good We can lose it all the day. We'll have it tomorrow. Come on. I see it That's the man I have sitting in the kitchen table with me and my that's what I want to see with you When I'm sitting with the client And they look across who else they going by from Come on, man. Who else are you gonna do business with? Come on who who is going to give them that belief you are People need something to believe in in a world where nobody believes in That's you Somebody needs a freaking habit confidence Hey guys, I just want to tell you the true one percenters you made it till the end of the video Do me a favor share it with the friend that wants to go to another level Make sure you like the video comment below so I know who you are Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon