 Hey guys, what's going on? It's Andy Elliott. This is gonna be the 15 rules, the top 15 rules, guys, that you need to have during negotiations. This is gonna be a three-part series. In this series one, I'm gonna give you the first five. Let's kill it. Hey guys, what's going on? It's Andy Elliott. In this video, I'm gonna show you if you wanna be the best closer and negotiator in the world, we're gonna give you the 15 rules that are non-negotiable. You gotta follow these 15. If you do, you'll be deadly. Rule number one is gonna be this. It's really simple. Always be seated when closing. Take a pen, take a piece of paper right now, start taking some notes, and anything that I say that resonates with you, write it down. So in the automotive space, the first 90% of the time we're outside on the lot building value, making sure the customer falls in love with us, telling them about what maybe the deal might look like in order to do business with us right now. The last 10% of the time we're inside in a seated position, collecting 100% of the money during the negotiations. Now whatever it is you do for a living and whatever it is you sell, I can assure you that you may speak about a proposal while standing, but when you're ready to seal the deal, you're always gonna be sitting. You always wanna take it to a seated position. Understand this. If I'm sitting and a customer stands up, that customer's planning on exiting the deal. I'm not gonna stand, I'm gonna stay seated. It's really important that you understand that we close in our seat. We sell on our feet, we close on our seat. Rule number two is gonna be always make eye contact. This is extremely important. In a seated position, everything that you're closing on, as you're presenting the numbers, as your customer's talking to you, never break eye contact. It shows that you're the trusted advisor, that you're the expert. Make sure you keep your eye contact strong. Do you want the people to believe that you're the person that they can deal with to make this deal right? If you do, keep the eye contact strong. I see so many sales people while they're negotiating during the deal what they'll do is they'll do something like this. So Mr. Customer, you know, kind of what I was thinking. You'll look away, why did you look away? For a second when you look away, it breaks the connection, which is extremely important. The strongest thing you could have during negotiation is trust and report. And people trust people who look at them in the eyes. Keep that rapport strong, guys. Don't look away. It makes the customer think that you're thinking of what to say. Keep the eye contact strong. Rule number three, this is gonna be a good one. This will save a lot of your lives out there. Know how to use humor to relieve pressure. Let me tell you what I mean. Customers come in, guys, spending a lot of money. It is a little bit serious sometimes. Your goal is to not match their seriousness. One of the key things that I use is being a top closer. One of the best closers in the country is to be a little quirky, be a little funny, laugh a little bit, right? Look, yes it is a lot of money, but at the end of the day, are you gonna get real serious with them and let them get really serious about the money that they're spending? Or do you want them to feel like, you know what? The person that I'm with while I'm spending the money, however much it is, I'm having fun and I really don't feel the pressure. Notice I use the word to relieve pressure, right? You gotta think about this. They're nervous. A lot of people are looking for reasons and excuses why they should pass go, why they should spend the money. It's your job to give it to them and make it fun. Write that down right now. Make it fun, take control, be a little quirky, have a little humor. And by the way, if you're not funny, go buy a little joke book, right? Learn how to tell a couple little jokes while people are buying stuff so they can laugh. And then they buy it from you. Think about it. These are tips and ways to be master closers. Relieve the pressure with a little bit of humor. Okay guys, rule four here, check this out. Always have an arsenal, a large amount, an abundance of. Always have an arsenal of word tracks so you don't keep repeating yourself. Look at this word, repeating yourself. Don't sound like a damn parrot, all right? I sit there and I watch salespeople while they're negotiating a deal with the client and what they're doing is they're repeating themselves over and over, which number one is annoying to just listen to. Heaven forbid the customer hear it, but three, you sound like a parrot. You're just repeating and repeating and repeating. Having an arsenal of great closers will allow you to do a couple things. Number one, not sound like it's your first day. Sound like you're the trusted advisor and sound like you know how to deal with money. Listen, there's two types of no money. In-o money, like I ain't got no money, I don't know about money. Like I don't know anything about it because I have no money. And then I know money, which means I can help you talk about it and work your way through it because I'm really familiar with it. And by the way, I sell a lot of cars here at my dealership. I sell a lot of whatever it is that you sell. Stop repeating yourself. Sound like you're really familiar with everything that it is that you're talking about. Look, if they go left, right, always agree with them and then be willing to take them back right again. Have an arsenal of closes and word track. If you'll train with me, you'll always learn that I talk about word tracks. Hundreds and hundreds of word tracks. So as you're going through the dealings with the customer, the customer's at peace because they never hear the same thing twice. It's like magical words flowing out of your mouth like a river. It's just nice and smooth all the way to the close, okay? So always make sure that you have an arsenal of word tracks that you can use during negotiating. Number five is gonna be always know that you'll come to an agreement. This is extremely important. As I'm negotiating with you, if you look at my posture, you can tell that I know that we're gonna come to an agreement. I've never doubted the deal. I don't doubt you and I don't doubt myself. I don't think we ever end up at a dead end. And I see a lot of sales people, they lose hope in the customer can see that they don't feel like there's an agreement that's gonna be came to. Look, I don't care what your manager says and I don't care what the customer says. You always know that there's an agreement you're gonna come to. Never give up on the deal. So rule number five will be always know that there's an agreement you're gonna come to. Never lose that faith and always have that believability in your eyes and they need to be able to see it as well. All right, so check it out. If you guys are watching this video and you wanna become a master closer and be one of the best closers in the world, you can always reach out to me, tell me exactly what it is that you struggle with and I'll help you. My cell phone number, 918-210-0254. Guys, just shoot me a text message. Andy, I'm struggling with this. What would you do? 918-210-0254, guys. Also remember, be on the lookout for tomorrow. Part two is gonna be dropping in the day after we got part three. Crush it and kill it.