 You're going to close them like this I'm gonna role play with them for a second. Is that cool? What do you sell? I'm gonna tell you how I how I closed everybody. This is simple if you get 10% of this you'll make a half a million Okay, everybody listener you want to know how to close every single person you come in contact with okay? Ask great questions. You got to understand this your job is to get people to talk Hey, Dane. How you doing? Welcome to the store. It's an honor to have you here today By the way, who are you here to see sells or serves oh sales my my man Are you here to see someone or do I have the pleasure of speaking with you? You're okay? I can help you my man Let me go ahead and shake your hand again again Andy Elliott which it ain't Tom Tom It's a pleasure to serve you by the way what brought you into the store today You're gonna ask him a simple question. Did you see a vehicle on the internet? You wanted to come in and see it are you browsing around because you know got the best selection ever Oh, yeah, we're browsing around we drove by we see you guys got a lot of cars saw a couple cool ones from the road Okay, cool before we run out there. It's really cold. Okay. I know every vehicle in this lot I know my inventory like the back of my hand. What are we gonna be replacing today? Did I just take control? Most of you don't you're like oh Let's let's go look at him. It's like dude slow down big dog. Hey, by the way, what are you looking for right? Like what are you guys replacing today? I always start with the trade What are you replacing today as soon as they tell you don't get off of it say dude? That's awesome. How many miles how long have you had did you buy it brand new? Listen to me ask a couple questions. Did you buy it brand new? What if they said they bought it three months ago? Did you need to slow down cat? Okay, like let's chill for a minute. Have they tagged it? What's going on man? Why are we trying to trade out that quick something's changed come on inside? Have a seat We're gonna make this over work for you. Tell me what's going on Something bothered you there was a problem you want to solve that made you get out of the house and be here with me today Am I correct? Okay, cool. Hey, I got you everybody say that I got you. You know how good it feels to sit across the table and someone says I got you. It's cool What do you have now? How long have you had it? Did you buy it brand new? Why did you buy it? Like why did you guys buy that one? Like what was different then and what's changed from now? Is that important? Okay, everything they say me I wasn't very smart. So I had a little notepad and I was writing down It's funny is that sounds clients heard me Listening to what they were saying and since they've been heard. They'll hear me. I wrote down everything they said Okay, got an extra kid coming miles are getting too high dashes lit up like a Christmas tree Just got a just got some bad news on maintenance. It's going out of warranty soon Don't feel safe sits too low to the ground. I don't care. Just listen guys Keep their goals at the center of the decision When I go land them on a vehicle and I go sell them when it comes time to close Mr. And Mrs. Johnson from the minute I shook your hand, and I've gotten to know you I know that these things are important to you and my goal today is to keep your goals at the center of the Decision we're about to make and I know that you want to solve this this this this and this and this completes that bam close them Remember this when closing people remember the last 30 seconds of the conversation you're having if you have a five minute close They'll always pick up on the last 30 seconds So no matter what I say by the way what's written will be retained I write everything out when I'm speaking to people. I write everything out. I Keep their goals at the center of the decision now How professional does it sound when they say I can't afford it? Mr. Mrs. Johnson my goal what I've done my standards our job our core values are to keep your goals at the center of the Decision you've came in here with a lot of goals, and you've came in here with things that need to get fixed And you've got problems we need to solve and we're solving all those problems I understand that it looks like looks like it's more money, but all reality. It's really not let me explain Money justification Let me justify that older vehicles cost more money to maintenance now I know somebody shook your hand and you got a lower monthly payment But the fact is is that when that vehicle starts to break? Where do you think most dealerships make their money in the sales department or the service department the service department? Yeah, they're about five times bigger. That's right. The average car is $250 an hour in the service station the car per hour the average cars in service for five hours Five hours times 250 is 1250 for just labor the average part is upwards of 700 to $1,000 If it's 1250 for labor 700 for a part that's that's $2,000 and that nobody's even diagnostic yet, which is 200 now. We're at $2,200. I'm not the best at math But right now you're currently paying $400 a month the new car payment is 600 which you said you didn't want to go up But if I took the 2200 that you would spend checking your car into service one time 2200 divided by 12 is about a hundred ninety five dollars a month So I know if you drive out of here, and you decide to keep your car one service trip is gonna be 195 a month I take the $400 payment you're paying to the bank now the hundred ninety five You'd be spending in maintenance whether you spread it out over the year and spending at one time That's a $600 payment 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 gonna take 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 Don't don't don't I didn't do that. This is what older cars cost now the newer vehicle here If you didn't own any vehicle the older one or the newer one. Let's pretend you didn't own any car at all Which one did you rather drive for 600 a month the older one plus time in the service drive or the newer one that you just get To drive for 600 a month the newer one right? Congratulations, we're gonna pay this one off at the bank. We're gonna get that one taken care of and this is one of your For delivery you're going to close them like this. This is how you operate. Listen. Do you guys believe in yourself? The world is full of freaking amateurs. I can't tell you guys how disappointed I am in this industry I see people sitting on their ass all day long that have never mastered the craft of the automotive industry They've never mastered it. Yes, they sit on their ass and they complain all day long Guys the market right now is dying to reward you all Customers are sick of amateurs. They're sick of them. They hate them. They despise them They still need to buy cars if you guys get known as the best customer service the greatest Customer excellence that ever existed and you guys believe in yourself and you make it fun Do you guys feel me like you guys got to make it fun guys? Listen rule number one never get serious because when you get serious they get serious and when people get serious They freeze you got to keep it cool. Hey, no big deal. I got you look. I got your back for life guys Hey, look, I totally understand it looks like it's a little more. It's actually not let me explain move in Be ready to talk be ready to speak be ready to move Guys understand this you do your customers a disservice if you can't close them Number one they keep struggling with the problems. They have Number two, they don't get what they want because you couldn't do your job and number three worst of all They can end up at the competition getting treated like shit when they should have bought from us because we're the best So is it a disservice when we don't close somebody? It's a disservice to the people you care about so keep their goals at the center of the decision I would recommend you guys memorizing this Okay. Hey, by the way, I know some of you in here today are paying attention. Actually, I believe all of you are paying attention But I believe that there's going to be different types of people that leave this room Those of you that leave here and totally reinvent yourself, which by the way the good thing about life is you're still live You can change and become whoever you want Right now. We're not gonna we're not gonna go get another job. We're gonna do our job differently We're gonna do our job people are like, oh, I got a better opportunity You got an opportunity to make a million now So if you can't make a million now, you're gonna go somewhere else and make money shut up every day day one Is this the greatest job you've ever gotten? Yes. Is this a great life? Yes. Are you surrounded by good people? Yes Do people care about you? Yes now listen to me if you choose to walk into this company and see everything that's wrong That's on you. I can walk into my marriage right now I could see 10 things and I'm like, oh man But I could also walk into my marriage and go do I see 10 things right now that I'm the luckiest man in the world You guys decide what you see. Here's what I see with you the transportation space It'll pay you on the upwards of low hundred thousands to upper of high six figures It's just how much do you want even the seven figures if you can be become the one percenters What do you want? Can you take care of people? Can you help every person you come across? Can you keep people's goals at the center of their decision? Can you because guys become public speakers do you speak for a living? Yes, when you speak is it attractive or some of you still speaking and mumbling It's like whoa dude. What wake up practice. That's why we do word tracks I haven't even hit you guys at war tracks yet because honestly to me you guys need to learn how to create your own Word tracks you guys need to be you don't say something from me when I was on the lot and the customer to say Oh, I need to think about it. I would I Me could get 100% of the people inside by saying of course you need to think about it Like I would agree with them like everybody that needed to think about it I knew why because we weren't inside yet. I haven't even given anything to think about So I'd say of course you need to think about it I haven't given you enough information not to think about it. What I'd like to do is give you a quick five minute proposal I'll get you all the numbers and in the end of your decision. Is that fair? Can we do that and I'll take my hand and I'd step back in and I'd put it like that And then it was go. Oh, yeah. Yeah, well, that's okay. That's a cool man. Boom. We'd go inside see this desk We would sit down. I'd say hypothetically Because I don't want to pressure him Hypothetically when you are ready to buy how do you want your new car title where you want the address into by the way? What is the vehicle you're trading? Oh the one outside? Okay, cool. I'm gonna have my manager check that out So when he gives us the proposal he looked at it. Is that fair notice? Oh, no pressure. No pressure Okay, let me go and get the keys Also, do you have a payment on your vehicle you're trading in today? Do you have a payment? Yeah, I got a payment Okay, cool. Let me go and get two seconds of information so I get your payment to the penny on the new vehicle That way you have everything. Is that fair? Dude, is that fair is the greatest thing you've ever said and I'll say is that right? Yeah, that's fair Dude, listen, and you don't have to be me. You don't have to get all this information Right up sheet. I'd trade appraisal had the keys your car had a credit app this side of buying a car I don't care what anyone thinks that person's buying a car. You guys know what the rabbit hole is They get me all the okay Here's this here's the entry level so everybody can understand how to get someone committed to buy a car Get them to fill out more paperwork give you more information talk to you longer. They're buying a car They say they need to think about it take them down the rabbit hole no problem totally get it Look, let me get you something to think about no big deal. We love our clients We definitely think that getting the information to think about it is the first place to start come on in It's like cool guys. No big deal now when we're sitting down Now I get all this information I go to my manager now some people are ready to commit. This is an uncommitted person I talked to my manager. I'm like dude. I got the keys to this guy's trade He didn't say I want to take it. He said he wanted to think about it, but now I got a trade appraisal I got all the information. Why don't you come say hi? Let's look at their trade. Let's make this deal work And then guess what they're inside. They're sitting down. We got a deal We get a chance to look at the trade we get to see what how they live by looking at their car See their payoff what rate they rate they paid we get to see things that we can help Arm us and weaponize us to close this deal. See now. We're strategizing from the desk Which is you guys know how we do this and then we go close Your goal is to advance to sell forward the whole time until it's time to close. Okay, let's go to the next one All right, so check this out master communications. I want you to understand this Remember I told you how to be a public speaker your job is watch ready your job is to make it easy for me to say yes Okay, could you make it easy for me to say yes? You want me to tell you how I know if you're a good speaker or not? Everything that comes out of your mouth leads me to a yes. Should you guys say anything that makes me say no? No, not unless you want to know out of me Your goal is to get me to say yes to everything everything that you say you frame in a yes answer Why are yes is good or bad? Hell yeah, they're good Listen to me. Don't let anyone convince you otherwise. This will decide whether you become great or not Make frame your words say your words to get people to say yes number two Make it hard to say no have any of you ever explained anything to someone or somebody's told you about something It was just really hard to say no to it. Yes or no Yeah, you guys were like man. I just can't say no to this. This is this is too good. This sounds too good I can't say no make it easy to say yes to make it hard to say no to and lastly Make it the customer's idea every single time you got to make it their idea. Listen to me I tell my kids don't cross the road. That's what they do. They cross. I don't understand it But the teacher on the first day of school. She says don't cross the road. They don't cross people operate Weirdly they don't want you to tell them what to do unless they really trust you and really like you in Most cases they like to come up with that aha moment themselves Mmm, I get it now right ownership costs I get it what it costs to own because at the end of the day It doesn't matter if it's a monthly payment if it's an insurance payment if it's a maintenance payment What matters is what comes out of the bank if we were to talk to your bank right now and ask him how much car Costs bank wouldn't really care at where the payment came from it would just ask how much is leaving the bank Would you agree work hard for your money put your money in the bank when the money leaves the bank? That's a real money spent right okay cool. So let's not worry about what the payment is Let's just look what's gonna be leaving the bank. That's what matters right? Now they're in what did I do? I just convinced them to stop looking at the monthly payment to the monthly payment to the ownership payment to the ownership payment Which is what's leaving the bank. Yes, feel me guys. I pray you guys get excited selling cars like this. I Pray the way I'm talking to you guys You can just get 10% of this if you get 10% of this you'll make a half a million Don't even get a hundred. I know some of you will get a hundred. I got to fill in these two little young guys You're gonna get a hundred Okay, I got a feeling that some of you in here You want to change? I got a feeling that some of you just gave a whole year to 2023 And I promise you your life didn't change much. You want to repeat that 70 more times You're gonna treat that 20 more times If you don't want to repeat that we got a shift Here's the good deal. This company loves you so much that they're giving you resources To allow you to get whatever you want. I love that man. Hey, by the way, I'm not a fraud Hey, I've made all these mistakes and I learned really hard lessons, but today I have a life That's amazing. So I'm gonna go share with you today how to get a life that literally no one has ever been able to Tell you how to get okay? Let's go to the next one how we must always sell sell with your heart not not your mouth Everybody understand this when I'm talking to you right now Do you feel like that? I'm talking to you guys from my heart or do you think I'm talking to you guys from my mouth? And I got some scripted My heart I will always talk to you from my heart when I'm talking to somebody everybody understand this You can see my hands right they write this down micro skills. I Want to tell you how you can develop massive micro skills You got to use your heart because when your heart's involved Listen everybody pay attention when your heart's involved your eyes change your eyes physically change I'm sitting in front of a person and I can tell when their eyes shift When your eyes shift you have my attention. I'm watching your hands. I'm watching your posture I'm watching your body language. I'm watching the way you believe. These are all micro skills I'm watching whether you smile when you're talking to me or Whether you're not the way that you feel it's called persuasion the transfer of emotion I'm taking the way I feel and I'm a transfer it into you Listen a lot of people in this world guys They got you lives and I know that a lot of you know that a lot of people they have a pretender life Okay, they may have a nice card. They may have nice stuff, but they're in bad relationships and honestly nobody makes them feel important How many people in this world right now are depressed and down? turns guys What I want you to do and this may be asking too much is To be so good at what you do and literally be so alive That you inspire and mentor and motivate people While doing your job I Want you to truly do your job so well that They want to look up to you. I'm telling you to spend an hour with somebody and after that hour You've been so kind you've made them feel so important. You've done such a good job You've paid such close attention to them that literally they're not going to tell you this but internally and in their gut They've choose you as someone that they want to look up to This is the secret You guys can all do this Okay, now will it take time? Yeah Anything that's hard anything that pays well always takes time But can we do it? Yeah, and by the way if you made a decision, which is how anything changes to start now You guys would sell more cars when you leave today Everybody in this room should leave and go sell two cars if you don't who gives a we'll do it tomorrow But we're not going to go back to our old life. We'll never retreat guys and never ever doubt yourself Rule number one in cells doubt is a traitor What do we do to traitors we kill them? Okay, not really Because I want to get HR all right Because there could be some traders in here and we would just let you go But what is doubt doubt is a traitor don't ever doubt yourself You're gonna people doubt you right but not you you don't doubt yourself You have people doubt you you don't doubt yourself Everything that I'm telling you guys today is a conversation. I have with me all day long I'm having this with me listen. Who's y'all's coach you? Well, how you coaching you this sucks things are bad. I can't believe I'm here. I need to go do something else or like I can't believe I got this opportunity. This is insane You know like people that can come from with nothing can end up with the most if I'm ruining my life right now If I don't have anything great, I can make a decision I can change all that right now and by the way This is how it works and you know what the most beautiful thing about all this is I'm gonna tell you something super cool Is that when you guys do what? I'm telling you to do today You don't even understand how many people's lives you're gonna change every place that you go Everyone that you talk to whenever people said oh, hey, what do you do for a living? I sell cars I was so proud of selling cars. I still am to this day. I love selling cars I wouldn't be here for one for selling cars selling cars if you don't make it in this you can't make it in nothing Okay, we're in a space that'll pay you hundreds of thousands of dollars. Everyone's an amateur Okay, when you go in a UFC ring you fight real dudes that are really really strong and really really trained and you could really get You're whipped in the automotive industry. They're all weak They're all asleep. They're all complaining. I know it's not this way in this company, but most companies We have whiny little complainer baby managers Okay, you guys must be the leaders. They're not title people. They're the sales people Okay, and the managers need your help the managers want the sales team to be the leaders Okay, like there doesn't need to be a meeting called by manager I could call a meeting as a salesperson fire up my team We do life together and by the way lastly you guys don't compete against each other you compete externally against other companies Okay, we have camaraderie in house. I'm like dude. I'm gonna smoke you dude. I'm gonna smoke you ain't gonna catch me I like that But dude, you never want to tear someone down in your own house Now you guys's goals to build each other up. Don't you guys do life with each other? Okay, and by the way, if there's like yeah, but this one guy can ask you a question Have you treated him good? Have you changed? Have you been your best a player? There might be a good chance that if you're best say hey, I'm not telling you to drain your energy on him I'm saying if you become who you might become most of those people convert over and goes dude Are you inspired me? I want to be like you now Or they may never say it but they may slowly start changing because they see it Okay, that's my goal with you guys my goal is to have you guys change lots of people's lives 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. I'm gonna tell you the best way to get a hold of me. Shoot me a text message right now 918 210 254 918 210 254. I'll help you with whatever you need. I got your back for life Let's get back to the video. So sell with your heart right here guys Which means you got to be in love with what you do. This is what this is the great separator this separates you Okay, all right, let's go the next one. All right So I put this right here the first 90% of the time we're literally not taking any money We're building value exceeds price the price will never be too high. Am I right? Okay, the first 90% of the time I'm with the client is money exchanging hands. Yes or no Okay, so is money gonna change hands the last 10% of the time Do you want the last 10% of the time to go quick go fast close it up and wrap it up? Yeah, so if you do we got to do the first 90% right Since money doesn't exchange hands the first 90% of the time. What must you do? I need an emotional roller coaster folks I need you to get these people bought in everybody say buy in Okay, when you want someone to go do a mission with you you have to get them bought in on the mission Am I right? Whose job is it to get them bought in you got to get them bought in on the dealership You got to get them bought in on our beliefs. They're core values of the company why people choose us You got to get them bought in on the service we provide to people you got to get them bought in on We have the best inventory in the world. You got to get them bought in on you You got to get them bought in on everything. This is your job and you must increase the value extremely high When the value is high when the price hits they don't care man They're sold this last 10% of the times when you collect 100% of the money You never want to put money on the table and realize you didn't do your job, right? Because now you just lost a client you just lost a commission you just lost a deal because you messed up Okay, so I put here paint pictures tell stories sell ideas sell situations your whole time You're talking to them. You're explaining why people choose us everybody right everybody say this a research shows Research shows everybody in this world Why do they want to buy from with you because our core values and our standards the fact that you came here today You must have a magic rabbit foot in your pocket. You got one, huh? Because it's your lucky day You ever won the lottery you just have the fact that you came here today you won Hey, I'm gonna get his ass right now. Yes. Hear me. Is this how is this how selling should be done? Yes, by the way, what did I say you're like Andy came in he trained us and said something about a magic rabbit foot in His pocket you guys are missing it I know I'm not very funny, but I know I got to say things to crack people up I know I got to do stuff to be silly. Okay, listen to me walk arounds test drives They're the first time that the that the client envisions owning the car for the very first time You must understand what a walk around is do I want you to envision yourself owning this? When do I do it before I even let you drive folks? We're gonna drive it here in a minute, but I got to show you this a lot to see here Come with me come with me come with me. I don't even need to know product knowledge Hey, product knowledge is great. Go do whatever Dane says, but are you excited about what you're selling? Like that's the idea be a product knowledge, you know, this is an 18-inch alloy What they don't give a shit about that they want to they want to fill the sizzle for on the stake. It's a sizzle Okay, who's gonna provide it you guys and some of you I need you to understand this. I'm an introvert You may say you don't look like an introvert. No, I train myself to not be one anymore I promise all of you in here right now. You got great environments You got great companies That is a recipe to either Kill it and crush it and put everyone else out of business or become a damn country club We got to make sure that we're not becoming a country club And the only way that we can not become a country club Feed ourselves new information every day and train and to truly change by guys I understand the whole value in training is to change. Please understand this. I hate rules. I was just talking to Mike I said I hate rules. I hate rules But I like standards Okay, you won't always get your goals, but you're always get your standards You'll get your standards what you're getting paid right now are the standards you set for yourself Are you okay with what you're getting out? If not raise your damn standards Standards are things that you must live by as a human being that define your beliefs Okay, I promise you listen guys once you start doing this stuff. You're gonna crush everybody All right, let's go the next one put here the difference between cells and closing Selling is what happens before two things happens number one money You close when money is on the table or you close when someone says no. Does that make sense? Okay? Do you guys take phone calls? Okay, you take phone calls how long you've been selling for Okay, you ready? I'm gonna give him. I'm gonna role play with him for a second. Is that cool? What do you sell? Honda, okay, so I let's say I enter a credit application on a Honda. He calls me He's like any great news. I got your credit application want to let you know I got that Honda Hey, by the way, what time can you make it down? That's normally how it goes, right? Okay, cool I say hey, I appreciate you by the way before I come in. What's my payment gonna be? We go over the payments whenever you get here got to choose the right car make sure it's the right one I like the car, but I still know my payments gonna be before I drive all the way down there Yeah, absolutely. I mean we can go over that information when you get here I want to make sure it's the right car right price is the right private vehicle for you Yeah, can you give me an idea? See that's where we end Do you see it? You ready? How long you been selling for? Okay, I'm not gonna ask you He's doing it ten years or two months. It ain't gonna work. How long you been selling for you? Three okay. Hey, what's my payment gonna be? It's okay. Just tell me what you say It's okay. Don't worry about it right here. What's my payment gonna be? Oh, that's a great question. Actually, I've got all of your information with my finance guy We're gonna go over all of that as soon as I show you the car have you come in test drive it Make sure that you like it. Okay. Can you give me an idea before I drive in? What do you want your payment to be? 250. Okay, great. That sounds great to me. Come on in See, but I don't like that either Because those payments don't exist Right, but so you don't have to trap yourself like that because listen, let's say you're his boss, right? Well watch this and he's like hey, I got these people here and you know They want a 250 payment, but then you go show him a 700 payment and they're all pissed off Well, I talked to your sales guy said 200 he asked me where I want to be and I told them 250 He said that'd be fine and you're like ma'am. There's no way you can be a 250 though. It's physically doesn't make sense Then you're like, dude, why did you even ask what they wanted to be at? Why don't you just get them in? How can we get people in? Word tracks, okay. Listen, do you guys want to never get caught off-guard again? Okay, I want you to do me a favor. I'm gonna tell you how I how I closed everybody This is simple and I don't need to role play with you. Okay. Are you paying attention? Okay? Yes It's like come on dog. I'm trying to get you paid here. Hey, remember I told you about distractions Hey, by the way, do me a favor managers when you see people's eyes, you know what loose eyes are You know what focused eyes are when you see loose eyes don't get distracted That's what I do in my team all day long. Don't get distracted. Don't get distracted. I make them do push-ups I'm not asking anybody to do them. I'm like dude. If I see you not paying attention You're gonna do 10 push-ups. Okay, so if somebody says to me, this is how I took phone calls Someone calls me and they're like, oh, I'm like, hey, what time can you make it in? They're like Andy? What's my payment gonna be? Everybody write this down. I want you to write this down I'm gonna show you how to empty the bullets out of anybody's gun. I'm so glad you asked that Okay, somebody says what's your best price Sam. So glad you asked that guys. Are you scared of overcoming the price? Most salesmen are in here Most of you in here if I say what's your best price you immediately would go to a state of fear and you're like Well, what and it's like dude so glad you asked that Calm down. It's not a big deal Everybody it's no big deal. They're wanting to buy something from you. They're this close away be the professional But I say I'm so glad you asked that I say our licensed finance department uses a very strict budgeting system That ensures here everybody listen up. I'll tell you what it is. You can write it down But I want you to listen to me Somebody says yeah, say hey, what's my payment gonna be? I say well I'm so glad you asked that our licensed finance department uses a very strict budgeting system that ensures That you don't ever have to worry about your payment being too high as a matter of fact Most of our clients that bought actually left with a much lower payment than they were expecting So getting to know you here on the phone were phenomenal in that area What time can you make it down right now or after work and by the way? What color vehicle will you I'm automatically change the subject you guys must do two things number one overcome and then pivot Okay, listen to me never ask them what they want their payment to be listen to me They'll never give you an answer that you're okay with That's like asking somebody. What do they want to pay for a car? Okay. Hey, can I get a better deal? Well, what did you want to pay? You think they're gonna be like just take 300 off It's like then why did you even ask? Why would you even set yourself up to do a good job for an hour and a half and then literally drown yourself? Right, so in any situation no matter what anybody says I said, I'm so glad. Hey, what's my trade worth? I'm so glad you asked that Right. That's how I do that. Okay. I'm so glad you asked that. Hey, what's the best price on this car? I'm so glad you asked that what we do here's a little bit differently We use what's called market-based pricing you go into your clothes But you always empty the bullets out of their gun by showing them that you're not nervous. I Know you're nervous when I ask you How how to how to guarantee all of you never get nervous again is by saying I'm so glad you asked that Can you guys just remember just remember I do to work every time But now listen to me did I tell them that they were going to get a lower payment than they wanted? No, I painted a picture about someone else. I said I'm so glad you asked that I said our licensed finance department uses a very strict budgeting system that ensures that you don't ever have to Worry about your payment being too high. We can't give them a higher payment than making a budget for anyway So it doesn't matter now say most of our customers that had the same concern as you in the past Actually left with the much lower payment than they were expecting So getting to know you here on the phone were phenomenal in that area What time can you make it down right now or it after work be best? By the way, what color vehicle you're going to be pulling up in that way I know it's you when you get here also I'm going to send a picture of you right now when I hang up so you can put a name with the face And I also send you my address so you just tap on it when you're coming down and since you have the picture of me You also know who to ask for when you get here. Is that fair? Boom divert divert divert divert were off You guys get it what they weren't freaking out You start freaking out Never get triggered You guys must understand this is it is it bad for a client to hit you with an objection? It's their job Yes, it's their job guys understand this are you likeable? Can you be trusted? They're ready to buy a car. They want to do business with the pro guys only you can mess it up I assure you that if you'll just take some of the stuff that I taught you these last two hours Hey, this is not sales training. I lied to you guys Because sales training it doesn't even work if the person doesn't want to change It doesn't work. It doesn't work. Dane can yell at you until you till you're blue in the face And by the way, I did what all you do Whatever you buy I still sell today. I closed I closed deals every day. I Love it. I made up with it. I'm obsessed. I Said psycho competitor at the beginning of this conversation today, and that's what I want you guys to be I want you to be a psycho competitor, but here's what I want you to do Everybody write down the top five objections you get all the time just when we leave here today The price too high payments too high one more trade. I need to think about it. I'll get back to you It's getting too late. I don't care Write it down and what I want you to do is I want you to do me a favor Everybody write down five by five Like five times five. I want you to take the top five objections and here's what I'm gonna tell you to do Okay Everybody I want you to write this down five by five and then I want you to write this underneath us Who are the five people? That are gonna get me to where I want to go I want you to decide who are the five people and maybe you can't find five, but your goal is to find five By the way, it doesn't even have to be me. I just want you to be great I'm the five people that are gonna get you to where you want to go and I'm gonna tell you what I would do and These people are obviously people that are in your industry. Does that make sense? Okay, so if he's my manager I'm gonna say hey boss when somebody says I'm gonna get back with you What do you say? Right? And he's like well normally this is what I say. I'm gonna write that down Does that make sense? And then I'll be like hey, dude, you sell 30 cars a month and I sell 10 When somebody says I'm gonna get back with you What do you usually say and then he tells me and I write it down and then I go over to you and then and I find people who are successful and I write down all five of the objections that I can find from different human beings for that one objection and Then what I do is that I develop a word track for myself Out of what they all five people said that I like now watch here Here's the key I Write it down and you have to write it down and then by the way, so I'm explain how this works You have to rewrite it about seven to ten times When you do that your brain starts to skip ahead and say dude, I know this one now Okay, I know all my word tracks. I know I'm like the back of my hand The reason why is because when my back was against the wall no matter what was going on I could deliver and execute them perfectly. I never got stuck I never I never put myself in a spot where I couldn't close it or I couldn't handle it And I I needed to make sure that I never showed the customer any uncertainty We may talk to someone and they may feel like that we're a good person But then when the money hits the table all of a sudden the salesman unravels. Listen to me if you flinch You're a liar if you swallow. What's your best price? Well wife, why'd you swallow like like what did you swallow in two hours and all of a sudden you're swollen Okay, all of a sudden you start saying um, but you ain't said but in two hours All of a sudden you're saying but real fast like listen to me do not change your damn State in closing no matter what when they hit you with an objection I'm so glad you asked that move right into it. By the way lock eyes with them People need to see your eyes when you're talking. They need to see if they can believe you can they believe you Can they believe you? How hard have you trained? How hard have you trained? How how many times have you been put under pressure by sitting there with the role-play partner saying hey Ask me at the best prices and then we just role play that back and forth and dude people laugh at us And they're gonna think that we're stupid. We're the ones that are gonna get paid Okay, and by the way our clients who we care about who do matter who we want to take care of who are gonna Give us this damn good life when we take care of them money made money paid this beautiful life Dude, they're counting on you guys to be pros. They don't want to see you guys be amateurs All it takes is one sentence to screw up a wholesale one sentence Now I don't want you to be afraid of that. I want you to lean into it So I just want to tell you guys though my whole goal with getting with you today is this I have one agenda It's for you guys to get the life that you want It's where at the end of your life you guys are gonna think back to the people that impacted your life at certain points Be where your feet are be present when you're at work be present when you're at home when you're at the gym Be present at the gym. Don't be looking at your phone when I see people at the gym on their phone I'm like do why'd you even come to the gym? Like why like why didn't you just stay where you wanted to be? Listen, why most people never get what they want because they're never really where they are A lot of you are at work today, but you're thinking about all the problems you have in your life that what you can't solve at work today What an idiot So you need to be here at work today. You need to do a great job You need to be present and you to outwork everybody if you don't have a customer You need to be looking for a customer either making the phone calls finding one in the lot going to the service department making the dials or Training to get better what I've learned is whenever I can't seem to get ahead and I'm struggling. You know what I do. I train It always gives me a new perspective. It always gives me an edge You know guys in our training system that we have I don't want you to be me and I don't want to be you I want you guys to find you as I give you guys word tracks people can always say Oh, well, that doesn't work. Listen, dude guys I made a lot of money selling cars and I make a lot of money now and I want to tell you guys something I have a good life and I love my life and I'm proud of me and I made a lot of mistakes along the way But studying somebody there's always one thing you pick up five by five Find people that you can study in your own company. Don't just ask them write it down develop your own word tracks Once you write it down ten times Memorize it once you memorize it. You got to say it in the mirror I know now this is where I lose a lot of you like say it in the mirror Guys, I need to see what you look like. I want you to see you when you say it I want you to see you delivering remember I told you the only difference between all of us is the way that we deliver information I'm deadly at delivering information and I know it and if people don't like it That's fine I got results and I get big results and I want you to get them too So I know the way you deliver things you must become a new person to deliver things differently. Am I right? Would you agree? You can't stay the same person and go deliver things differently. You got to change So I want everybody today number one you've got a screwed up life If you've done anything wrong if you've been a loser, I don't care give yourself permission today to move forward Okay, and number two give your give yourself permission to have a good life But understand that no one is going to make you change but you The only way your family's life is going to change but you and I want to say one other thing Okay, I was the one in my family that was going to be the difference maker Okay, it was going to be me. I watch years go by of Mediocrity and average happen in my family and I was the one who decided to wake up and fight now If you guys will do everything that I told you put yourself first take care of yourself Don't complain when you go home when you're at work be a freaking contributor Contribute to your company make it a better place while you're here be the example for everybody in this world And does any of this have to do with sales training? Nope, will it make you bit more money hell? Yeah, you get rich and then lastly if you'll develop and this is the last thing I'll say the secret advice that I could give you to dust everybody is to out self develop everybody Remember when I told you guys early on about dreaming big anytime somebody starts to slow down It's because their dream was too small They get close to hitting it and then they back off the reason why I'm so psycho about training all the time Is because when I train and I study and I stay clear-minded and I work out and I take care of myself And I'm doing the right thing because I know I can be really bad really good. You know I'm saying Okay, like it allows me to dust everybody a lot of you in here Even if you listen to me today after six months and you start getting to your goal, you'll back off and slow down Okay, never back off Never get satisfied dude this with this world will give you whatever the hell you want Okay, but the automotive industry will give it to you now you guys need a change, okay? So with the information I gave you all right Do you guys feel in your heart that you guys you guys are ready to make a change? Okay, I want you guys to think who are the people that are counting on you guys to make this change Listen, I made a lot of false promises to my wife for a long time And I told her I was gonna change and be different and I let her down a lot But when I was 39 I made the ultimate decision and never look back and that's where my whole life changed And I want to tell you guys that the best thing that you guys can do today is not go tell everybody you're gonna change It's for you to keep your word between you and yourself that you're gonna start doing things differently But keep your word treat yourself good guys and right now. Let's go get paid. Let's make a lot of money Let's kill it this next year and I want you guys to be the example for everybody and there's one of you in here I don't know who it is, but I've got 30 people There's one of you in here that literally dude you guys will change millions of people's lives Probably the biggest underdog in the room doesn't always have to be the best one. All right. You guys ready? All right, let's get out of here. Love you guys 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