 do you guys think you're good at overcoming objections yes or no no you're not does anybody want to step up here with me right now and i'll hit you with an objection we'll see if you can overcome it hey tyler really appreciate it man by the way what's my payment going to be can you prep people to pay bigger payments yes or no tell me how ready everybody listen to me hold on we're going to get into a payment close but i want to ask you guys a question if the payments eight hundred dollars a month and i wanted to be at five fifty you're bringing the pencil in it says eight hundred dollars what are some things that you could say quickly out of your mouth that could get me to get my thinking up go something that you could think of we're on the right car we're on the right car they're gonna need to spend more money um yeah yeah but why should i pay eight hundred though listen to me follow me i got a piece of paper i'm walking into the office right mr and mrs customer great news i sit down right i'm about to open it up they want to be at five fifty it says eight hundred how can i prepare them to take an eight hundred dollar payment and not say damn we're going to make you a deal yeah yeah but but that's okay but that doesn't mean that i should pay more we're going to make you a deal it's like great news guys payments bigger than we thought it was going to be but how can you say that in the right way everybody everything that i've been teaching you guys since we started today has been simple framing what does framing mean to frame the client how to think or how to perceive this new information that you're about to give them the way you present it is the way they perceive it does that make sense does that make sense okay i'm going to grab this right here this is going to be a worksheet okay he's my manager he hands it to me he goes hey andy here's your worksheet and i look at it i go damn gonna have to get him up what do i do i fold it in half can you guys fold your paper in half why would i fold it in half because when i walk in as i'm walking into the office what are they going to try to look at don't you dare let him see it okay so i'm going to walk in just go seal it down and then walk in hey guys great news okay what i'm about to go over if you qualify for different options you probably want to see them would you agree david great i'm going to go over some different options with you now i want to ask you questions david the bigger the payment you pay the faster you pay your car does that make sense some of your goals some of our clients goals is to put the title back in their glovebox faster by paying their vehicle off quicker does that make sense david okay david let me ask you one question then i'm going to go over the numbers with you you have a vehicle that's outside that you're trading in today that you have a monthly payment on if the current dealership that you bought that car from when you bought it would have given you an opportunity to pay it a hundred dollars additional more month than what you were paying but it would have been paid off today would you have wanted to see that option absolutely sure so basically bigger payments are good having the right structure and a loan is important and that's what i want to go over with you today david great news at eight hundred dollars a month you qualify for a program that's going to allow you to get your title back in your glovebox quicker this is on 84 months some of our clients choose to go 96 so it's even longer that way it's a lower payment this is going to be a little bigger but it's going to put that title back in your glovebox faster and just like you said you would have paid an additional more on a payment to have your car paid off faster this is going to allow that so david looking at all the numbers we're going to pay your vehicle off at eight hundred dollars a month i apologize i forgot to ask you when did you want to set your first payment due towards the beginning of the month the middle of the month what's going to work best for you and your family and we'll get your vehicle paid off today when would be best middle of the end probably the middle okay like the 15th or the 20th about 15 this one cool i'm just going to write the 20th of the month if you're just initial off on that i'm going to let my manager know that this is the payment date you'd like to set everything up i'm out did he rebuttal me why because you weren't talking about the payment you were talking about when i wanted to do aha guys listen i'm going to let you in on a little secret but it's not for the amateurs okay listen to me some of you you're not going to get this you're too young in the business but for those of you that can grasp this i want you to understand something i told you that somebody will always remember the last sentence in a negotiation when i come in and i give the numbers when i give them the numbers the last thing that i say is what he'll focus on so if i say watch if i say watch this is an amateur david great news at 800 a month 99 000 for the sales price sign here we'll get your new car cleaned up dead silence hear it you know what that that dead silence says to me negotiation bell it's time to negotiate david how do i get out of here do you feel me but watch this not me 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 210254 918 210254 i'll help you with whatever you need i got your back for life let's get back to the video i say david great news now by the way did i frame david before i before i went over the numbers what did i say i said david if you qualified for some additional options when i go to buy something i like to see all the options i qualify for would you agree so i told david when he goes to buy something would he like to see all the options he qualifies for he says yeah i said beautiful david the bigger the payment you make the faster you pay your car off does that make sense absolutely can you guys say that say it you may think this sounds stupid but i'm framing him and then i say also david on top of that the goal would be obviously to put the title back in your glove box faster sometimes by making a bigger payment that actually makes that available does that make sense okay now watch watch this last question i ask him i say david let me ask you a question if the vehicle you're currently trading in today if the dealership you would have bought it from would have given you an option to pay an additional hundred dollars a month when you bought it and the car would have been paid off today title in hand would you have wanted to see that option yes or no yeah they probably didn't show you that option though did they david great news at 72 ease ease or 84 ease ease which is the monthly term most customers are financing these cars on house terms now but this is 84 short months and at 84 months your payment's going to be 800 dollars a month we're going to pay your vehicle off today and the only question i have david is when did you want to make your first payment do when did you want to put that first payment do towards the beginning of the month the middle of the month what's going to work best for you and your family now i don't know about you guys but in california they'll probably give you 45 days to your first first payment am i right well that gives you 30 to 45 days so when do you want your payment do towards the beginning of the month the middle of the month what's going to work best for you and your family and they always say uh probably the middle of the month and i say more like the 15th of the 20th and they say uh the 20th and i say cool go ahead and sign that right there i'm going to let my manager know that you want your payment do around the 20th thank you so much for your business can i go and get a copy y'all's uh insurance i'm done i closed more people on first payments by doing it this way now you may say andy but what if they're not okay with the payment well they would have rebutted me then it said andy i don't care about the payment do i can't pay a hundred i want to share with you guys a little secret most of you in here you're attached to the payment you're the freaking problem you're the problem you're attached to the 99 thousand dollars it ain't the customer that's attached you're attached does that make sense do you know what i'm talking about the time you spend with the customer with that thing get in your head yeah who's this yours watch this hey what's your monthly payment on your car what's an average monthly payment in the dealership okay so i'm going to give you an example does everybody feel me all right if his monthly payment on his car is 400 700 to a thousand is a big payment would you agree bullshit it ain't a big payment you need to get your thinking up you know what i would have done when you bought your car i would have paid 2000 a month you know why because you'll realize that ain't a big payment man that's nothing and i'm going to tell you this this is why you got to start making money fast this is why you guys got to get to this other side of being eight to ten car hands i sold 80 cars a month when i sold okay so like and don't tell me that you can't do it because you're all capable of doing it you got enough people in your area you got enough inventory on your lot you got a great team don't tell me you can't sell 40 okay like all of you can but the reason why you got to get to the other side is because you got to stop being broke see broke people act like broke people if you're paying a $400 payment and i'm not saying anything bad about you but i want you to pay a $2,000 payment as fast as possible the reason why is because when you walk in you're like guys i pay $2,000 payment $700 to get that car are you kidding me that's nothing dude the benefits the features the gas mileage the warranty oh my god like that's nothing guys like you have to be sold that this is not a lot of money okay look how much money do you got in the bank okay if he's got five grand in the bank when he's asking a customer to put out $20,000 it seems like a lot of money doesn't it okay can i ask you a question if you had 250 grand in the bank putting 20 grand down each is it do you feel me no but do you feel me do you see what i'm saying though guys this is why you've got to break out of poverty quick can you break out and sell yes or no okay this is for everybody in here we're going to go to a payment close level 10 earning opportunity okay all that any man or woman ever asked for in their life was a way out and an opportunity am i right you know what i'm going to bet all you guys most of you in here you're underestimating the transportation freaking job that you got see if you believed that this was an $800,000 a year job how much money do you earn a year right now 40 grand a year watch this you ready if he's earning $40,000 a year he doesn't believe 800 grand it's possible does that make sense if i told you that you had an $800,000 a year job that paid you $40,000 a month would you act differently but you do do you guys get it whoever can get this gets gets the money do you get it but you're not making that right no no no but hold on is he going to make 800 grand this year okay then that's my point and by the way people are like oh you should have seen what he made one month one timers don't fly with me i want to see year to dates does that make sense yeah y tds it's all we care about now now listen i want to tell you guys something today me talking to you guys about training it's not about me this is about what era are we in the era where everybody's consumed on their phones they're not paying attention the era we have more leads and we know what to do with we just came out of the best economy in the automotive industry and now it's doing this and everybody's whining and complaining when they're down crying whining complaining making excuses and blaming under the what if we all looked in the mirror and go you know what we're going to become elite we're going to become the best you know we're going to do we're going to raise a standard in our store to a thousand cars no bullshit man hey if you sit in this room guys can i tell you something i'll tell you how i feel about loyalty people say loyalty is somebody staying with you forever i don't believe that my dad thinks so small it's dangerous for me to be around him i love him but i can only i get a one day rule of my father he's so weak-minded i got one day i want to tell you guys something some of you in here you've worked for this company for a long time you're not as good as you used to be it's the truth you're not as good as you used to be you used to be sharp used to be the the needle mover used to care used to have sales meetings be all fired up train the new people you're all excited now you're just fitting in you're not loyal anymore i'm not saying we don't love you but you're not loyal as you say it's time to raise the standard and go to a new level when you say we need training every day we need 30 minutes every morning we need to do sales meetings we need to if we say post on social media we need to make a hundred dials a day and that doesn't happen loyalty don't exist that's not loyal does that make sense i want you guys to realize this number one when a company invests in you don't take it lightly because in your life not many people are because they don't give a about you just the truth they don't give two whether you make more money you're here not because we're trying to convince you to make more money and have a better life and get better we're counting on you when you go home to smash some and this new this new way of of like chasing what we want and not taking no for an answer and you know reinventing yourself and recreating yourself and by the way i said this last time an individual can be beat but a team can't be beat it means you might be great but that doesn't matter it doesn't matter there if they're not on their a game it means nothing to you means nothing okay my team upstairs it doesn't matter it's not andy elliot it's the elliot group it's not it's not the name of the owner it's the company now right who's the company you guys are all the company dude i swear on my life i know a dealership and i'm just going to tell you this they had a general manager that was there for 15 years and they and the owner was so loyal he's so low you know what i went in i trained their team and the guy called me listen swear to god in my life guy called me and goes uh hey we're canceling the training and this is about a year ago i was like for why and he's like well nobody does it well i logged in everybody's doing it the whole company's doing it but he don't care anymore he's like i take it off the expenses i said your whole team's doing it he goes it doesn't matter we're going to be fine we're canceling it anyways i just i hate leaders you guys have great leaders but i want to tell you something the financial statement has continued to go down in the store and one day this owner calls me out of the blue and he goes hey i want to tell you i fired that guy that canceled your training and i wanted to tell you that i've replaced him with a new hungry general manager who wants to prove himself who loves the team loves the culture loves the company and wants to go to another level and he goes we want to sign back up with the training i signed back up with the training everybody got years and names and passwords but this time there was a new head this head said this is what we're going to do no exceptions not every day we'll do it this is what we do this is who we are i'm not going to ask you to do it do you need a babysitter do you need a babysitter good you're a full grown adult i will not ask you to do this this is your job you will do it i will not babysit you i'm going to treat you as an adult and you're going to do this he goes andy if anybody doesn't do the training that means they need a babysitter that means they cannot work here i will not babysit adults he said a new tone everybody say new tone when you decide to change your life and you decide you want to change your behaviors you're going to have to start walking around with the new tone too do you hear me hey this guy hey let's play around let's hey i don't like that dude i don't like it i want to win damn dude i didn't know that bothered you yeah it does so like let's get back to work people like i don't like that guy anymore because you got a new tone i'm not telling you to be a dick i'm trying to tell you when you decide to go to new levels somebody has to draw a line in the sand and say hey i love you but loyalty is over here everything on this side hey it's like salt and pepper does that make sense like me and you could be friends but then we also have business does that make sense salt and pepper there has to be a time that she's like this is a pepper conversation this isn't salt and pepper because sometimes i'll tell you like hey man i appreciate you i want you to i want you to do great but you're not working hard you're distracted at work and i love you man and i'll do whatever you need me to do to help you but dude if you don't start caring more we're going to have to change something like seriously so what's it going to be are you going to commit and go all in with us or not because i need to know we need to have these hard conversations with leaders with sales people with finance with everybody with detail with everybody why because everybody needs to get on the same page but some people listen they're like well what what if we say something to them and they get mad and leave let them leave the reason why your company is not growing right now is because of that person do you know what it's like has anybody ever been in a relationship and you had to walk around on eggshells around that person because you feel like everything you said was going to upset them or make them mad that was an awful relationship right but then you found a new one and you guys could like laugh and joke you're like you could be silly around each other but also you can be serious you can go get done does that make sense i said an individual can be beat but a team can't be beat see this team right here every single one of you right now do you guys think you're good at overcoming objections yes or no no you're not does anybody want to step up here with me right now and i'll hit you the objection we'll see if you can overcome it come on if you do i'll test you right now yeah i mean i'm ready for anybody come on i know but but my point is because because i want to make a point when we go home we're going to make a commitment to start training relentlessly does that make sense hey hey and not and by the way not because this guy this trainer made us feel bad no no no our goal hey do you want your competition to know that we're not that good at trial closes do you want them to know that we're not good at i need to think about it do you want them to know that we can't overcome price objections do you want to know we don't want we want them scared of us we want them to fear us am i right well in order to do that we got to be the real deal because if you guys really get this skilled see like you're a manager right and you're a manager right and you're watching your team role play right and you're like damn this isn't that good is it so what does that tell you guys these are your children yes yes but that means that you guys need to learn it too and they need to learn it okay my team here's what i always say my team can't do what i can't do they can't become who i'm not how can i say hey man chris get up fired up come on man and then i'm not all fired up it doesn't work hey guys what's going on it's and a lot of you leave comments tell 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 210254 918 210254 i'll help you with whatever you need i got your back for life let's get back to the video like this is why this is why we're going to build this as a team does that make sense by the way listen to me leaders when i call them the managers the leaders you guys are the leaders does that make sense does that make sense to you okay that does that make sense to you you're a leader you're a leader you're a leader you're a leader you're a leader she's we're all leaders you know i'm saying we're all leading together that's what makes us dangerous if you walk into a meeting you go raise your hand if you're a leader and only one of them does it's like it man they're just a bunch of targets that we could take out here we go here's an objection you said you want some phone training right let's do it here we go so i'm calling him on the phone is that are you ready i filled out a credit application on a 2018 dodge ram everybody feel me what did i do i filled out a credit application on a 2018 dodge ram now that i filled out the credit application he calls me and says hey andy great news i got a way to go what time can you come in does that make sense this does that sound about what you'd say okay ready i say hey i really what's your name again tyler hey tyler really appreciate it man by the way what's my payment gonna be gotta get together to figure it out yeah but i want to know what my payment's gonna be before i come in well with the way that we do business here we don't want the car to sell before you get there so when can we get together and make sure it's all what you're looking for if you ask him what your payment was going to be would you like that answer all right what's my payment gonna be not gonna work turning me off what's my payment gonna be i completely understand how you think that that's important i want to know what my payment's gonna be to come on down i'll present a couple options to you and you pick which payment works thanks cool appreciate i just want to see if i get an idea before i come down no no no no no no no no i want to know what's my payment gonna be play in terms of you know putting it all together your trade you know we all got to play everything for you and we'll do it cool can you give me an idea before i come down like i said you know there's a lot of things i kind of shift and make the numbers work so what would you think if you ask somebody hey can you let me know what my payment's going to be and they're like well there's a lot of different things you know i don't know i just need to come down okay everybody ready ready you what did i tell you guys need to do make them trust you if they like you they'll listen to you okay they'll believe you they'll buy from you if what you say sounds like it's not the truth i'm out do you think people are sick of car salesman yes or no why i'm gonna i'm gonna tell you the truth it's because it's because they suck at what they do like guys can i ask you a question do you guys think that i'm a professional car salesman yes or no if you put me up against any car salesman i'm going to bury them what's the difference between me and you guys nothing i practice i train that's it that's guys it's the only difference you want to know i'm an introvert i'm i'm shy i actively don't like to go out and do stuff but i'm trained okay if you went into the military they would make you take a gun apart blindfolded in the dark they want you to know how to use that weapon what is your weapon selling your words selling that's your weapon how good are you guys at your weapons not very good at all and i'm not being a dick i'm trying to tell you on a one to ten a lot of you are twos but you could be tens you've just never practiced you've never trained hard if you go to the gym for three days in a row and then you don't go back you're not going to get in shape if you go to the gym for 30 days 30 days and you and you don't go back you're probably not going to see the results you want in 30 days 90 days oh yeah oh 90 days you'll see some results 90 days of training you guys will be badasses what else do you guys see yourself doing for the rest of your life getting into another industry or staying in the car business do you guys want to make these next years really count would it be stupid if you guys trained with me today and you went back home and next year you were making the same money you made this year and i gave you all the answers on how to make a half a million to a million when you're with me you're going to have to change every one of you in here you're going to have to change you've got to change don't change for me guys i'm not going home with you i'm going to change here and get crazier here 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