 Hey guys, what's up, it's Andy. In this video, I'm gonna teach you how to close any customer over the phone. Look, I'm gonna tell you this, man. We're in the era of the worst salesperson in the history of time on the damn telephone. Any sales industry in your end, this is gonna teach you how to crush everybody and be the best. Watch this full video. Okay guys, here we go. So we're gonna talk about how to close over the phone. Let me explain this to you real quick. Man, if you're smart, you'll have a pen and a piece of paper on you right now. If you don't have one, do me a favor. All right, you see this phone number? I'm gonna put something simple. I'm gonna go old school on you. You see this right here? I've created a full PDF over my entire training material over this whole video. You shoot me a text, 918-210-0254. I'll send it over to you, okay? That way you can study it, watch it. You don't have something to write with. Here we go. This is gonna be how to close over the phone. Listen guys, be indebted over the phone. Men, women, all around the country. Don't care what you do. I specifically am teaching the automotive space right now. 80%, 20% other cells. I don't care who you are, where you're at. I'm gonna say one thing. If you look like your competition, if you sound like your competition, everybody's gonna treat you like your competition. Look, make a hundred phone calls today. I'll make a hundred and call your competition. Call them. Do me a favor. If you work for ABC Toyota, right? I'm gonna give you an example, okay? And your competition is gonna be D Toyota. Do me a favor. Call D Toyota today and say, hey man, I was calling Steve from Vehicle, it's still available. Just ask that question. I'm gonna tell you, number one, they're not even gonna ask you your name. Swear on my life, nobody's gonna ask your name. You know what? Because they don't care. So step one, you wanna learn how to be deadly on the phone? Care, out care. So number one, write this down. You gotta truly care because I'm gonna tell you this right now. Nobody gives a shit anymore. Dude, we're in the era of the worst salesmen in the history of time, nobody cares. Hey, hope you had a wonderful day. It's Andy, how you doing? How can I help you today? Now listen, understand this. Can you see me on the phone? No, but you can hear me. You can tell if I'm passionate about my job. You can tell if I love what I do. You can hear if I am glad I showed up to work today and I feel believe in my company. Can you hear that on the phone? Yeah. Okay. Do you sound that way? Or are you like a coffin dead? Just answer the telephone. ABC, Toyota. Hey man, I was calling to see if you got an XYZ car still in stock. Yeah, which, what, you got a stock number? Boom. They go right around it. Look man, people don't care about how much you know till they know how much you care. All your old car dogs out there, anybody that hadn't been trained, guess what? You better check yourself from the neck up. Guess what happened? Somebody out trained has got to clean your car. You want to be the best right now? Pay close attention. You better start caring, okay? Nine out of 10 people that call you, nine out of 10. If you sell cars, they've already bought a car from someone else. You think they know what the average guy sounds like? Yeah, don't be the average. Everybody wants to deal with the 1% best in every industry. Make that new. You got to be the trusted advisor, the trusted guy. So you want to know how to close? Number one, people are judging you from the second to pick up the phone. Look, it took some courage for the customer to make the call. Would everybody agree right now? It took a little courage for the customer to make the call? Yeah, okay, cool. So they had the courage. They made the call. Now that they made it, guess what? They go to receptionists. Now they're having to tell her what they want or him what they want. They transferred them to you. And now you answer, and guess what? Are you sounding like this? Hey, hope you have a wonderful day. It's Eddie. How can I help you today? By the way, who am I speaking with? Oh my God. I love that name. It's my favorite name. That's actually my father's name. That's my mother's name. Man, that is so awesome. Well, listen, how can I serve you today? What is that I can help you with? Does that sound pleasant? Or, yeah, what do you call on? You got a stock number? Listen, call. Call your competition. Call Detoyota today. You know what I'm talking about. Pick up the phone, put any dealership in. Go ahead and call every one of them. When you call them, you're going to be disgusted. You're going to be sick to your stud. With that being said, we talked about the caring, the entry level. Okay, the next section. Once they know you care, right? You sound like you care. You picked it up. Flags are flying. People are buying. You're staying up having the best day of your life. We never say, hey, hope you have a wonderful day. This is Eddie. How can I help you? By the way, who do I have the pleasure of speaking with today? What's your name? You better get their name. You pass this little silly thing. Most people know what to do, but don't do what they know. Ask their name. Why? Because you want to repeat their name back to them. Listen to me. If you say, okay, so what time can you make it in? Or you say, hey, Andy. So look, I just checked it out. I have a little bit of a white space on my schedule here where I can squeeze you in. We can make this fast. What time can you make it in today, Andy? Look, when you say my name's my ears perk up. Because it makes me feel like we got a connection in the relationship already. Do you want to feel like you and your customer are connected? Well, I sure hope so. If you're a top achiever, you know that's the name of the game. Now, when I say this to you, right? What's the strongest thing you could have on a phone call? Trust and report. How can you build trust and report in a fast amount of time? Well, it's really easy. Number one, get the crap. Tear right out the gate. Number two, get their damn name. We ain't even found out what they need yet. And already I'm making a stronger phone call, getting ready to close the 99% of the world out there. Now it's time for you to level up. You ready to read for the day? Guess what? Here we go. So, hey, how you doing? You got a great attitude. Secondly, what's your name? Now, here's an important part. The gap. The gap. G-A-P. Gap. What the heck is a gap? Well, the gap is what you give yourself between the introduction and then giving them the information on what they want so you can build, report. What are the two strongest things that you can have on a phone call? Trust and report. Where are you gonna build your report if you're just giving out information? Let me explain to you most calls. Yeah, this is Andy. I can help you. Yeah, I was calling about this vehicle that you still have in stock. Yeah, you got a stock number? Most phone calls. Yeah, ABC stock number. Okay, cool. Let me check real quick. Hold on. Would you say the stock number was again? Still an SMA. Still don't care. Yeah, I still got it. Do you need to know something about it or what time can you make it in? Swear on my life. It's the whole world out there. Man, I'm telling you right now when I was a general manager that stuff would not have happened on my floor. No ways, okay? The people that are training are crushing it right now. Companies that aren't training are gonna get slaughtered, okay? But customers, they just want to buy from the best, okay? Your sales team better be the best. If you're a sales pro, you're watching this right now. Level up. I'm giving you the answer. Here's the test. Here's the answer to the test. I'll give you the answer to the test and you can win. I love you guys. You know I want to see you win, all right? When I speak to you, I speak to you with passion because I give a shit, okay? I want to see you be the best in the world. By the way, no one knows how to teach a train like me. If you resonate with the way that I teach, guys, give a comment below. Can you give your boy a comment, right? Say, hey, Andy, I appreciate it. At this time right now, I didn't ask you to pay for this training. You'll ask you to do, throw your boy a comment and another thing. Send me a like. That'd be cool. So share with the buddy. Can you send it out there to maybe another guy that sells with you? Maybe someone in the sales industry that works on the phone that can use this? Hell, everybody talks on the phone. Share with somebody, okay? Help me work YouTube at our algorithm. Let's kill it together. I do this for you for free. Let's kick butt. Hey guys, so I did a little quick reset. So I have to make this a little easier for you to see. Remember I'm talking about the gap, right? Now look, let's just recap here. Number one, this is the open of the sale. Hey, as soon as they say hi, guess what you're doing? You're showing how much you care. You're getting energy. You're showing if you're passionate about your job and you love what you do. So they know you're dealing with the right person. And people by two ways, one logically and second with their guts, okay? They know they're dealing with the right person. Now you're gonna ask their name. Why? Because you're gonna use it how many times? Dude, five to 10 times during the conversation, you're going to repeat their name to them. So they know that you have a direct relationship with them and you're different. You think the person at the last dealership did it? I don't think so. Be different. You want to get different results? Do different things. You want to get the results as everybody else in the world? Just do what everyone else does. You want to be different. This is how to do it. You want to be the best? Here we go. Now once you get your name, they're gonna tell you what they need. So tell me what you called in about today. How can I help you? How can I serve you at the highest level, right? I'm here to give you world-class customer service. What do you need? Tell me what you need. They tell you what they need. When they give it to you, you're gonna say, hey guys, look I'm just going to reboot my computer. It's gonna take me about 30 seconds real quick. While that's happening, where are you calling from today? Best question in the world. Where are you calling from today? Okay, beautiful. Now look, on the vehicle that you told me that you're interested in, right? Have you driven a couple of them? Is this gonna be maybe the first one you looked at? How long have you been in the market? Guys, ask some intelligent questions. You want to learn how to close? Ask questions. Closers, ask questions. Ask great questions, get great answers. Ask some questions, guys. This is easy. This is taking candy from a baby. You want to know how I made almost a million selling cars. This is right here. It's just right here. It's just too easy, okay? You want to be the best or want to be different everybody else? It's all right here. The gap. Hey guys, it's gonna take you about 30 seconds to reboot my computer. Now listen, that rapport building time, what do people love to do? They love to talk about themselves. Guess what I'm doing? In that gap, I say the term 30 seconds, they may talk about themselves for five minutes. I need them to talk. I need to gather information because here in a minute, you know what I'm gonna do? I'm gonna give them the information back that they need. And when I have the trusted rapport and they feel like they have a commitment with me and I would say a personal connection with me that they haven't had with anybody else, I'm gonna be able to set my appointment. Guys, it's like shooting a fish in a barrel. I'm gonna tell you right now we're gonna walk through this quick. Carry energy. What is your name? Get through it. Repeat it five to 10 times. Treat him like you're your best friend, okay? Think about the person in your world that you love the most right now. That's who you're talking to from now on every time you pick up the phone. It's that person on the phone. You're talking the way that you talk to your best friend every time. You don't have to be over the top professional, okay? Listen, I'm looking for you to build a best friend. Okay, build it fast. Find out what they need. Once you find out what they need, it's gonna be wonderful. I'd love to get that for you. Look, I'm gonna reboot my computer. It's gonna take me about 30 seconds. By the way, where are you calling from today? Bam! Joe, oh my God, that's awesome. Okay, cool. And you said you were looking at four fusions. Hank, let me ask you, have you drove any four fusions yet or this is gonna be the first one that you have? Oh, Andy, we've had 10 four fusions. Oh my gosh. Then you know what? This is gonna be your 10th one. You've driven tons of water. No, Andy, we saw one on the road so we decided to look one up. Listen, guys, that's great questions. Get great answers. Okay, now I'm gonna give the information. Okay, beautiful. Number one, Sarah, it was amazing meeting you. One to 10, oh my gosh, you're like a 10. You're one of the nicest customers I've ever met in my life. I can't wait to personally meet you when you get here. Great news, have you ever won the lottery? Sarah, you just have. I actually still have the 2017 four fusions still in stock. Look, what I'm gonna do is I'm gonna do something special for you because you're a special person, Sarah. I'm gonna go grab the keys. I'm gonna put them on my desk. I'm gonna pull the card to the side. What time can you make it here? Not only am I gonna give you wall-class customer service, I'd like to ask you a question. What's your favorite drink? If you were to go to Starbucks right now, what would you, what would it be? Skinny heads on that hot paint? What would it be? What do you like? Green tea? What would you drink? What Starbucks would it be? Because when you get here, not only would I have a card full of the side, I'm also gonna have a Starbucks waiting for you. You know what? Some of you are like, hey, did you buy your customer stuff? Are you kidding me? I'll go buy a $5 drink. Are you kidding me? Do you know what would happen if Sarah pulled up and I had a walkout and said, Sarah, how are you doing? Welcome to the store. Just as I promised, you're hazing that skinny latte. Right here baby. Wall-class customer service. So after I give her a coffee, you know what she does? She's like, oh my gosh, reciprocity. This person's amazing. And he said something amazing for me. Now I'm gonna do something amazing for him, which is what? Which is my vehicle. Be really kind to me the entire time you're with me. Guess what? Over the phone, I built a best friend. Right here, I got reciprocity. I handed him something. If she sets an appointment with me at 3 p.m. Then she doesn't show. You know what I got? I got a picture of me holding her coffee, saying, Sarah, I just got your heads on that skinny latte. I'm standing out front in front of your Ford Fusion. I've got it in my hand. Where are you? Let me ask you a question. How many of those people will show? Now, we're gonna have some comedians coming in below. They're gonna be like, Andy, Andy, Andy. Listen, I'm gonna tell you this. Guys, the proof is in the pudding. We got the jokers out there, right? And they're saying, don't do this. Let me ask you a question, okay? My mentors in life are people that have gone where I wanna go. The proof is in the pudding. Let me explain this to you. I made 716 grand in my last year of selling cars. This is about me. This is about me. Give you the best tip you ever had in your life. My mentors in life are people that have gone where I wanna go, okay? As I study other people right now, what I understand is people that are extremely successful went over and beyond for their clients and their customers. They did, they went over and beyond. Do I go over and beyond for you right now, making this trading video, not charging you a dollar, not asking you to give me anything? I'm just trying to help you make more money and serve your family. I want you to be the best salesperson in the world. When you see these successful people, they did things that other people were willing to do. I'm not telling you every time you go buy somebody's Starbucks. Please don't understand that, okay? That way. I'm telling you this. When I set the appointment, right? If I have a relationship with somebody and whenever I have the gap, I built that relationship at the end when I set the appointment, I could end it with something like this. Hey, by the way, sir, look, I'm gonna ask you a question, right? Obviously I'm gonna see you around this afternoon. What five or six o'clock do you tell me? When you get here, though, do you want something hot or cold to drink? Because I'm gonna be the person outside. I'm personally gonna shake your hand when you get there. And if you want a hot coffee, do you like it black? Do you like it with cream and sugar? Do you like it with cream? How do you like it? Tell me how you like it because I'm gonna have a hot, fresh cup of coffee ready for you the second you pull up or a cold bottle of water. Tell me what you want. I'm gonna be out front. What would you like to drink when you get here? It could be something like that. Why? Because I'm going the extra mile. When's the last time somebody went the extra mile for you? It's been a while now. Wouldn't it be nice if you did that for someone else? And then you watched their eyes light up. When I'm talking to somebody on the phone and I go for my appointment, okay? They're like, oh my God, man, are you kidding me? You don't have to go get me a cup of coffee. I'm like, no, no, no, no. I want to. Listen, I know you don't need it. You don't need anything. You don't need me to go get anything for you, but I would like to do it for you. I would like to. I haven't met you yet, but just getting to know you right now for a couple of minutes on the phone. You're one of the nicest people I've met or ever met on the phone. I feel inside something telling me to do something nice for you. Listen, I have a family. I have a wife and I have three children, okay? It's sometimes, it's fair, but people do nice and kind things for us. And it feels great. So since you've been so pleasant with me on the phone, I would just like to return the favor to you. Tell me what you want to drink and I'll have it for you when you're here. And by the way, if it's a guy, right? I'll say, sir, are you married? Are you bringing your wife with you? What do you think that she would like to drink to? I'm gonna have something for her. I maybe have some crowds and cover books for the kids too if they're gonna be coming as well. This guy's like, true professional. Wow. You know, I called another dealerships and I got this. Can you get the sign number on which car you're looking for? Okay, I got it. What time can you make it? No name, no passion, no energy, no trust, no rapport, no saying my name, you don't even know my name. Okay? Guys, it's never been easier to be great than it is right now. I want you to do me a favor. If you like the outline of this entire video, shoot me a text at this time, 9-1-8, just shoot me a text right now, 210-254. I'll send you the full outline of this video so you can train, practice over it and get some of the work tracks I use, scale up and go to the next level. Just want to tell you I appreciate it. Hey guys, crush your competition that's asleep with the wheel, they're asleep, right? They're going 9-9-9. Let's slaughter and put in the bed. Remember, your customers, they need you to come through right now, be the best in the world. I just told you how to do it. You want to close anybody on the phone. Here's the blueprint straight from me to you. I want you to go destroy the world. Comment below, share this with a friend, hit a like button, by the way, go share this with your whole sales team. Give them a secret sauce, then you'll kill it, you guys crush it as a whole dealership. Love you guys, see you in the next video.