 Hey guys, what's up, it's Andy. Just like in this video, you're gonna see these nice customers come in on a specific vehicle. Guess what? Due to inventory being so low, you're not always gonna have the right car. I'm gonna show you how to sell any customer the vehicles you have in stock so you don't get stuck on the order train. Better get ready for this next year with inventory being low, you're gonna have to learn how to sell what you have. This video is gonna change everything for you. And so. Whoa, whoa, whoa, whoa, whoa. Clap the room, I'm comin' through. They wanna see what I'm about. Yeah, I got skills, do it for the thrill. I'm on a pay-for-pout. What do people do? People get an idea, right? They get an itch. Can I say this? People have an idea, they get an itch. Now I'm gonna write on this whiteboard because I got ADD and I wanna follow a little process of what's in my head. Don't worry about what's on the whiteboard. People got an itch. They're at home. They wanna buy something, right? They're thinking about something. They've seen something they wanted or they're havin' a problem. Whatever it is. These ideas that they come up with or what they wanna buy, they're comin' up with these ideas at home. Look, no salesperson around. No salesperson. Were you there when they thought about buying something? No. They were on their own. Now watch this. Somebody's here. I got a hubby and a wife, right? See that? They're sittin' here, right? And they're wantin' to buy something. When they come into my store, who do they meet? Me. All right. Now I'm gonna say something. That person, that person is the deciding factor whether they buy anything or they buy nothing. Whether they buy what they want or they get influenced and persuaded to buy something else. This person, whoever that is, will decide and that's you. So I want you to think about yourself for a minute. If you're watchin' this, grab a little stick figure which is what I like to do and I like to think, hey, that's me, okay? Who can make the switch happen? Only that person. Listen, I'm gonna tell you guys something. Do you know what a closer is? A closer is somebody who's got a good attitude, who's alive, who's got swagger. Write down swagger. Write it down. Swagger, alive, energy, fun, good perspective. Write that down. Look, I'm gonna tell you something right now, right? Guy walks in, he says he wants something. This salesperson A over here knows he doesn't have it. He doesn't have swagger. He doesn't have a good attitude. He doesn't have a good perspective. He doesn't have a great mood going on about him. He's not gonna make a switch. It's not gonna happen, guys. I'm telling you right now, I'll give you a million scenarios where a bad attitude killed the deal, okay? I'm a younger sales guy. I can give you a million examples, but let me give you another one. This guy named Bob Tamez walks out when I'm 20 years old. Shakes his old people's hands. They say we want a Buick Century. Bob, hey, you know that's the longest time we don't want to say Buick Century, right? All right, but I remember like it's yesterday because I was laughing so hard at this dilly mist. Hey guys, sorry to interrupt the video. Right now is the time to take yourself to a whole new level. Listen, the market is gonna demand you to get more skill right now than you've ever needed to have. And if you do, not only will you become great, but you're gonna make more money than you ever imagined, I would love to talk to you. Tell me what you need help with. Text me right now. If you see on the screen, my cell phone number is 918-210-0254. Let me say that again. 918-210-0254. Shoot me a text message. Tell me what you need help with. I'll reach out and call you. Let's take you to the next level. Let's get back to the video. And I see these blue hairs pulling up, right? These old people. And I'm like, whoa! Bob beats me, goes around the corner. I'm like, damn it! Man, that's my deal. Bob goes up, says hi to him, walks him out on the front line. They look at a couple of Buick Centuries. They're all three gold. The lady says, ah, I hate gold. Hate it, hate it! Won't take it, save my life. I hate gold. Bob says, gosh, man, it's the only thing I got. Let's go inside and see if I don't have another one in the back that pull the old deal. Same thing you do. They go inside. Bob goes and says, guys, don't have anything else. Only got the gold ones. Sure, you wouldn't take gold if it was a great deal. Guy says, nope, hey, gold. Not buying gold. He's like, would you buy anything else? They said, nope, watch. These people came in to buy a car. Bob sucks. Bob's got a bad attitude. Bob doesn't have any swagger. Bob isn't having fun. Bob doesn't talk to the customers like he owns the world and he can do anything they want to do and he's got magical hands, okay? Bob's boring. All they want is something that Bob doesn't have because they don't like Bob. Bob is an order taker. He should be working at McDonald's. But guess what? We got some Bob's out there right now. Put you right down a piece of paper. Am I acting like Bob? Or do I sound like Andy? I'm explaining something to you. I want you to write down three things. Number one, master the craft. Write it down. Number two, study the game. Write it down. Number three, study your industry. Write it down. Guys, if I made 700,000, I know some of you guys might get a little numb to hearing that. That is a very baby number. 700 grand as a salesperson in a bad economy because I did what? I studied the game. I mastered the craft and I studied the industry. Didn't have anybody great to study. When I sold, had a couple people I watched here and there. You guys can know that if you listen to what I say, you can make what I'm telling you that you can make, but you've got to become alive. How does a switch happen? I can give you the scenario right now and I will and I'll tell you how switches are made. But if you don't become alive, you're screwed. That lady, that husband right here that Bob was talking to, Bob gave him this card and he said, hey, listen, if I get another color, I'll call you. You know what happened? They're walking out to the car and you know me, I'm like, oh, dang, should I go get it? Like, should I go? And I run out there like, hey guys, whoa, whoa, whoa, hey, I'm the inventory manager. I'm sorry, it's Bob's first day, right? He didn't know we had a couple other ones in the back. Guys, come on inside for two seconds. Let me pull it around for you. They're like, oh my gosh, okay, guess what? I'm already cooler than Bob right up the gate. That's what happens. I run out there, I grab the gold one, right? The one they didn't want. And I grabbed it, I pulled it around the building and I re-pulled it up front. I gotta say, guys, you got an obvious day dinner. Check this out. Look at this. I said it's sterling silver, like the ice silver. The ones everybody wants, we never got. Just came off the truck. The lady walks out and she goes, I love it. I can't believe we found the one we were looking for. You know who she was looking for? Me, not Bob. Bob's dead. Bob acted like he was dead. And Bob wasn't selling nobody, nothing that day. How many of you right now, if we ended this video, we didn't cover a damn thing except this. Come alive, get some swagger and have some freaking belief. Have some certainty in yourself. When I told that lady, she could help me to stay dinner. I can't believe this just showed up. Do you see my heart, do you see good vibes coming? It's like literally, can you see good vibes? No, but you can feel them. It's like they were just moving through the customer's body because I felt a certain way about the deal, the card, what they should do. So I made them feel that same way. That's persuading. I say this all the time. You know what a closer is? A closer isn't a person that knows a word track on his heart who just says something and then a customer gets closed and then they're like, oh, that guy's a closer. Do you hear what he just said? No, a closer's a person that when they walk out, you know they're a closer because they close you on who they are right when they meet you. Hey guys, what's going on, man? Welcome to the store. Beautiful family, my goodness. How did I get so lucky to meet you guys? Number one, welcome to my home. Number two, get ready to be served at the highest level today. I'm gonna take great care of you guys. You remind me of my family. Guys, I'm gonna say this. In some of you, this may seem a little surreal. You're like, nobody acts that way, no? No, one percenters do, okay? You thought today we were gonna be talking about the other 99% of the world. 99% of the world is looking for a close. Today they watched this video and they thought Andy Elliott was gonna teach him a little close about how to close a deal. You are the close, it's you. Listen, dude, I'm gonna say this right now, okay? You better be training. You better be learning and studying and learning your word tracks, closing negotiations, rejection handling, how to be deadly on the phone. You better be doing all of it. Listen, there's skill on this heart. Trust me, I'm a skilled assassin, but I'm gonna say something to you. The way I feel about everything that I do makes what I say so powerful. When you say something, can someone feel the heart on your words? Write it down. Say, when I speak, do people feel the passion and the heart that I have for them and what I'm saying? Is it there? Yes or no? Listen, you can lie to yourself forever. And I'm gonna tell you this, a lot of you guys have been lying to yourself. 99% of you aren't as good as you think you are. Guess what? I'm gonna sponge you guys. I get better every single day, every day, till I die. I'm gonna say this, what about you? I'm gonna study you, you've been putting it in every day. You've been unlocking every day, seriously? I know this, I know you're walking to a world where 99% of the people are like a coffin dead. And if you were to walk in like this, you would look a little bit silly. Guys, you don't look silly. You actually get paid what you're freaking worth because you're not like everybody else. You know what? You gotta be so different and so good that you demand the attention of the world. Demand it, okay? And I'm telling you this, it's so easy. It's a switch. You say, look, I believe there's another level of me and my customers aren't getting it. So when someone comes in and they're like, I need a four wheel drive truck, four wheel drive truck. When they were sitting at home, like what does that even mean? Guy says, hey, I need a four wheel drive truck. I'm like, beautiful, man, hey, no big deal. Let me ask you this, how often do you use a four wheel drive, how often? Guy's like, well, I don't know, use it, I don't know, once a year, twice a year. I say, cool, man, how long do you plan on giving the truck? Guy's like, I don't know, four years, five years. I'm like, okay, cool, man, well, four wheel drive is about five grand more money. So obviously every time you push the buttons, it's costing you about 500 bucks. Am I right? Right, right, right. Let me ask you a question. The truck you have now is a 2015. Would you agree it's an older truck? Yes, and would you agree times have changed? Yes, back in 2015, you had to have a four wheel drive. You had to, but can I ask you a question? Are you taking your truck in the swamp or do you just want your truck to be safe for the road so you want a four wheel drive? So if you're in bad weather, you're not gonna get stuck. Which one? Swamps, get stuck. A or B, which one? Guy says, well, I ain't driving in swamps, I'm driving in stuck. I don't wanna get stuck. Cool, man, gotcha. Listen, back in 2015, you had to buy a four wheel drive. You had to, you know why? Because these newer trucks that are two wheel drive, I don't have a four wheel drive, guys, understand that, I've got a two wheel drive. I'm making the shift over to a two wheel drive. In 2020 times have changed, people changed, things have changed. That same driving that you did before that you had to have a two wheel, a four wheel drive on, that you had to pay an additional five grand on, a hundred dollars higher in payment, and five hundred dollars every time you pressed a button. These newer trucks having a two wheel drive trash you control or what? Well, one wheel slips, the other wheel will walk and keep it for fish-telling. It's got deposit track where you don't have to buy a four wheel drive unless you're in a swamp and you just said you weren't. So if I could save you the five grand, a hundred dollars a month in payment, and show you a truck that would guarantee you're not gonna get stuck based off the information you just gave me, would you wanna save the dough? Guys like, yeah, I wanna save the dough. Cool, then let's look at this one, plus gas mileage is gonna be cheaper and you'll save on your insurance. That wouldn't make you mad, would it? Guys like now, I'm not looking at that. Cool, man. You see, manufacturers are getting better, things are changing. Who's the expert? Who's the expert? You are. Let's talk about two things. Let's wrap this up. I'm not gonna take forever because the longer I talk, the more you'll forget about what I've already talked about. Swagger, okay? Swagger, that's it. Confidence, baby. Where's your confidence? Listen, if you care what other people think about you, you'll become the world's biggest bitch every single day. Some of you guys won't change because you are embarrassed to change next to the people that are around you. Knock it off. Knock it freaking off, okay? That's what you need to do. You need to do it for yourself and quit making yourself pay your paycheck pay and your family pay, okay? Guys, become alive. I believe in every single one of you, every one of you. And all I wanna tell you to do is this. Recreate, recreate. If somebody's watching this right now, if you want help and you feel like you were getting in your own way, you got a mentality block and you don't know how to grow, you don't know how to change, the thing that I'm saying to you right now is speaking to you but you don't know how to get there. I want you to do me a favor. Sean, put your cell phone number in here. We can set up a call with them, okay? You guys are our family, your car sales nation. Sean's gonna drop his cell phone in there, copy and paste it, send the text, say, hey, I wanna set up a five minute call, okay? I wanna set up a five minute call. But listen to me, okay? If you don't wanna change, nothing will change. I'm just telling you the truth. Sean's number's in the comments right now. If you don't wanna change, nothing will change. Guys, my mentors in life are people that have gone where I wanna go. I hope today's video helped you grow. I hope it helped you decide and see what switching a customer looks like. Number one, from the objection handling side, I know there's multiple scenarios. You guys can probably give me thousands of them, okay? But let's talk about this. Let's say I gave you the answer to all the things you needed to do. If you're not the guy I'm telling you, you gotta be when you're making the switch, the stuff isn't gonna work. Now, by the way, what I'm saying to you right now is a skill. It's a skill. And yes, you can be taught it in everything that I'm telling you right now that you can do, you can do. And I can teach you how to do it.