 Hey guys, what's up? It's Andy. All right. So this video is going to be about questions to always ask on the car lot All right guys, so listen here's what we're gonna do. I want you to look at this This clearly is a funnel notice the top see how big the funnel is It's wide open that means they just got in the market down here This is the bottom of the market. Okay marker sucks check this out So as we're at the bottom of the market down here, this customer is ready to buy like this second They're ready to buy now these people will buy today and this could be on the phone or it could be in person These people are ready to buy but they just got in the market, which means they don't know exactly what they want yet They think they know what they want, but they don't really know what they want Let me give you an example So a guy comes in and says he's looking for a Ford F-150. Well, I asked him a simple question I said, hey man, those are great trucks. Have you driven one yet? Based on he said not I haven't driven one yet But I but I've had one for a while and it's been a good truck. All right, stop Did you hear that question? I said awesome. Have you driven one yet? How many times do you guys go to show a car and you've never asked if they've driven one yet? And if they did drive what I would say cool man, how did it drive? So what'd you think of it? I want to hear what they have to say based on what people say will allow me to go Where I want to go next, I may even change up the way I'm going to respond based on the way that they answered that question Now down here, I asked a guy. Hey, have you driven an F-150? He says, yeah, I say great man How did you drive? He drove great. I say awesome man. Have you driven a lot of them? Or did you just drive one? He said well, I've driven five or six of them. Beautiful. Why haven't you purchased one yet? Think about it Some of the biggest questions that you'll ask will allow you to get the answers that you need To guide the customer to the next place Do you want to go into the same trap that the salesperson went into at the last dealership? No, but you could go there Accidentally by not asking questions. So I asked the guy I said, hey man, you know guys like hey man I'm looking for an F-150. I'm like beautiful man. Those are great trucks Hey, have you had the chance to drive one of the newer F-150s yet that you're wanting to look at? No, I haven't. Okay, that guy is wide open. I might be able to sell that guy right now a Chevy Ford Hell I sell the guy a Toyota I sell the guy anything the guy hasn't driven anything Which means he has an idea in his head that he would probably like to own a Ford that guy is wide open And just got into the buying funnel. This guy is easy to close this guy down here He's niched down to a certain car. He knows what he wants But he hasn't purchased yet because of a reason So what I do is I say hey man, so yeah, those Ford F-150s are great trucks man Hey, look, have you had the chance to drive one yet? No, I haven't. Okay, boom wide open. Yes. I have beautiful Man, what'd you think about the way they drove? Well, they were nice Cool Did you just drive one or have you driven a couple of them? Well, I've drove five or six Man, so you love the way they drive by the way, I'm grateful that you're here I'm gonna serve you in the in the highest level and I'm gonna give you world-class customer service But so you want an F-150 obviously you driven a couple of them. You love the way they drive. Let me ask you a question Why haven't you purchased one yet? That question could be the question that no other sales people out there Had the courage to ask or I would say there's a difference between being prepared and truly being prepared They didn't even know how to ask that question You were able to surface an answer that was the key to the entire car deal You know what he says when they didn't give me enough for my trade. I didn't like the salesman So all the automatically I said, hey man, well number one. I just want to say Ford F-150s are great truck You're gonna love the truck that I've got you're gonna love it. I'm positive of it And secondly, I just want to remind you that I'm not that guy. I understand that sometimes buying a car can be a little bit Difficult it doesn't have to be that way here And it's not gonna be that way with us in the end. You're gonna love me so much. You're gonna want to adopt me I promise you I'm gonna take great care of you. I'm gonna say every car you buy for the rest of your life Sir, I'm gonna earn your business. Thank you for being here. Boom now I know that I have to make this guy L-O-V-E love me because he didn't buy because of the salesperson. Also, it could be the guy says Hey, the trade-in wasn't high enough now. I need to think about this right out the gate I'm gonna get into numbers with this guy down the road So going into the trade going into the worksheet I know that this guy's sensitive on his trade and I won't ask him. Well, hey, man What did you want for it? You could ask that to gather the information But my goal is to play the exact opposite It was to set myself up and be more prepared than the salesman at the other store and what would that look like? I would say okay guys, so look so obviously love that 450 I'm gonna get some numbers from my manager and I look you told me earlier The reason why you hadn't purchased yet is because people haven't given you enough money for your trade-in Look, I'd like to ask you a couple questions so I can fully understand and make sure that we don't have that problem here Okay, we're high and all the critical areas that are important to you and your family will always be the best on numbers I got two questions number one my general manager gives top dollar for vehicles that have been serviced the best Would you mind sharing everything that you've done on your vehicle within the last two years? So I can share it with them and that way we can make sure we get full credit for everything you've done to it And you're gonna start writing it down. Okay, cool So you did the tires awesome. How much did those cost $2,000? What else did you do? All right? You did the AC how much did that cost $2,000 and I start going down and I start adding this stuff up and listen Here's the idea of it. What if it's on the other end? By the way, I'm gonna show you how to use this to leverage it But what if it's on the other end and the guy says hey, man, you know what? I haven't spent any money on the last two years. I say cool man So you owned it for two years and you're saying you spent no money because it's such a great car, right? And guess what I do at that point I'm gonna fish for some things that need to be done to it now. So I'll say hey, listen So here's the deal my service manager his job is to make these vehicles like new for the next customers that are gonna own them I have a question. I want to ask you something. All right We sold the car to a lady about a month ago She was driving down the road the windshield wipers quit working on her when it was raining When it went through the service inspection the windshield wipers were working But the customer knew that sometimes they would stop working, but they were working when the technician checked it out How would we know right? Let me ask you a question So we could ensure that that never happened again My service manager has asked me would you mind sharing if this car was gonna be sold to your sister or you were to come By it yourself nobody knows your car better than you would you mind sharing everything that needs to be done to it? To get it ready for the next owner What would that be and I painted a picture? I told the story and now I'm asking the questions You said well, I would definitely say you need to do the tires. I'd say okay cool tires and what else well Do the windshield? Okay, and then I would fix that bumper awesome So tires windshield bumper if you were to sell it to someone else Beautiful now listen I am not battling and getting stuck on the trade-in game and giving him a number yet What I'm doing is that I'm setting up to sell the cell can't be closed Until it's open and how do you open it you open it by asking great questions You know I see so many sales people that don't know how to present and then how to defend and when I go to present This guy's trade and by the way this all came about by me asking a question when they got into the dealership Go back and re-watch this video and you'll see how we got here I asked questions early on that allow me to set up the cell where I want it to go later on Remember to remember to hear everything that your customers say your customers won't tell you everything You need to ask Specific design questions to get the information that you need to know to take the cell where you want it to go And if it doesn't go there it's because you didn't set it up to go there if you're training with me You'll always learn how to set up the cell properly now as I've taught you in this video about questions Watch when I go to present the pencil. I say hey sir great news boom 18 grand for your trade sign here You love that 150 let's get it wrapped up put it in your driveway sign here guys is hey, man I told you just like down the road. They weren't getting enough for my trade. I said hey I totally understand look what we did is that we did some research and remember a minute ago You told me you hadn't spent any money on your car in the last two years What we know since you hadn't spent any money there's 15,000 pieces working on a machine If you haven't done anything in two years, you think those machine pieces are getting wore down You're gonna need to be replaced and things are gonna need to get fixed. Yes Those are things that we're gonna have to fix when we go to service it You see how I turn that back or let's say he says Andy. I need more from my trade. I say hey I totally understand look sir. I know that you want 18,000 dollars or we're giving you 18,000 You said you want a little more for it. Look remember how you spent 2,000 on the tires 2,000 on the AC look the fact is is that the longer you keep your car It gives it time for more opportunity for something else to go wrong for you even spend more money on your car So the fact that we're giving you the 18 grand right now You're getting top dollar for your trade and also on top of that if you were to drive out of here and keep it a little bit longer Let's say even another day longer It gives it time for something else to break for you even spend more money out of your pocket Just like you did here. Do you see what I'm saying? My argument, right? Is not arguing that his car is not worth it I'm actually using money justification to justify why trading it right now and getting this money is Actually top dollar for the vehicle and I gathered information early on to bring into it now This isn't about presenting the trade-in objection. Don't get it confused I'm just talking to you about how asking questions early on will allow you to apply it later on Towards your negotiations or closing or directing the customer towards the right car this funnel never forget it When you meet a customer, they're either wide open They just got in or they're niche down and they're ready to buy but there's a reason why they haven't bought yet You have to be able to ask them the question. Alright guys, so here's what I want you to do I want you to think about this for a second Did you learn some information during this video that increased your sales skill? I'm sure you have especially if you're listening some of you guys you're trying to retain it You need to watch the video again watch it five times listen to everything that I say write it down If you really want to become great at selling you have to write it down Everything that's written will be retained if you don't write it down and you merely just watch the video You'll never understand how I made 700 grand of your selling cars It's physically impossible my goal is to teach you all the skill that I know I have tons of courses I do live master clothes or seminars every single month my YouTube videos are like baby food They're just training that I give you my lowest level of training so that you can see a better version of yourself If you want to go to the next level, I'd love to learn about you I'd love to help you go to the next level I'd love to help you scale up when you go to work you trade your time for money Isn't it time to trade your time for three times as much money do this? Shoot me a text message Just shoot me a text. Tell me what's going on. I'll help you get to that next level I'd love to crush it with you nine one eight two one oh zero two five four guys nine one eight two one Oh zero two five four shoot me a text message. I'd love to help you kill it crush it and go to the next level See you guys soon