 Hey guys, it's Andy Elliott. In this video, I'm going to talk to you about the test drive. Now, listen to me. During the test drive, this is where the client envisions owning the car for the very first time. If you don't do this right, you're not going to double or triple your production like you can. So watch this video till the end and I'll show you how to kill it. Check it out. All right guys, so this video is going to be about the test drive. Now, listen, this is an area of the deal, the car deal, if you're in the automotive industry, that a lot of sales people really don't care about. And that's the reason why they just don't make very much money and why they don't go to the next level. Now, I want to ask you a question. What is the number one goal as a sales person is to not to sell anybody. It's to help people. That's the whole goal. And the reason why I crushed it and broke almost every record in the world in the automotive side is because I just helped people. Now, one of the things that people spend money on is the product, which is the car and what it does for them. And the demonstration of the car is where they find the value to spend their money. Does that make sense? So I want you to think about it. During the car deal, most sales people want to get straight to the clothes. The clothes is them being sold on the product and the product is the car. Also, the product is you. And by the way, when a lot of people come into a dealership, you know what they find commonly is a person that's an amateur that really don't care. So how we're going to separate you right now? Grab a pen, grab a piece of paper. How we're going to separate you from the amateurs to make you a pro is you're going to do something that most sales people won't do. Why won't they do it? Because they don't care. And what is it that most sales people won't do? You know what that is? That's a test drive. That's a walk around. That's a demonstration. So I want you to write this down. The test drive, the demonstration, the walk around where you show the car, that is where the client for the very first time envisions himself owning that vehicle. 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 and tell you 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. There's an old saying. It says the fill of the will sills the deal. Okay. What do we do when a client gets off a test drive? We ask him to buy the car. Why do we ask him to buy the car right after the test drive? Because the goal is, when you go on a test drive, is your goal is to get the customer emotional, have them excited and be like, man, I want this more than the car I currently have. Or based on my current situation, that's the vehicle that'll fix my needs. And our goal is to make them feel that way. So when we say, hey, Mr. and Mrs. Customer, if I can get the numbers 110% of your satisfaction, would you be happy to take it home? Yeah? Great. Come on inside. Or, hey, Mr. and Mrs. Customer, how would you like your new car titled? In your name or you and your wife's name? Which way? In your name? Awesome. Come on inside with me. And then trial close them and take them inside. But you know what I commonly see? Watch this. Amateurs. You know what they do? Sales guy goes outside. Hey, Ms. Johnson, I got the keys. You know what Ms. Johnson says? Oh, I don't need to drive it. I drove one like it last week. Or I drove two other ones like it yesterday. And he says, oh, okay. And she's like, we just want to see the numbers. And you know what he says? Oh, okay. Well, come on inside. And then you bring a ride up sheet to your manager and you say, hey, manager, pencil my deal for me. And he's going to say, did you test drive the car? Or you have a weak manager and he won't still pencil your deal, even if you didn't drive it. But me, I'm going to ask, did you drive the car? And if you say no, guess what? I'm going to take your piece of paper, wad it up, and I'm going to throw it in the trash can. You know why? The fill of the will sills the deal. This isn't about the car they love. This is about numbers because you had a shortcut. The shortcut was when they said, hey, I don't need to drive this car. You should have said, hey, I totally understand. Test drives don't have to be long, but they are necessary. This field call right here, it's been through 125 point service inspection. One to 10, it's an 11. I want you to drive it even if it's only down the service road back. So you make sure you love it. And then I promise you I'll give you a deal. You can't say no to. Let's just go for a drive for two minutes. See, get them in the car. And I'll bet you money says when they get down the service drive road, they're going to also get on the highway, they're going to take it somewhere else. And even if they do turn around down the road and come back, at least they say, yep, well it is as nice as I thought it was. Let's see what the numbers look like. And by the way, even if you make the numbers right, even if you do and you don't test drive it, you know what they're going to want to say when it's over? They're going to say, hey, let's test drive it before we pay for it. And then guess what? Now you're inside, instead of going to the finance office, now you're going back out to the pavement to drive the car. Now let me ask you a question. When they go out to the pavement to drive the car, do you think they're going to find something wrong with it this time when they go on a test drive? Yes, they will because they always do. But the fact that you already made a deal, they'll say, ah, well, we didn't know that, you know, it did this or had that. So we're going to need to go back inside and work on the numbers again. And then you're going to be upset at the client when really you should be upset at yourself because you shortcut. So the test drive, the walk around, one of the most important parts of selling cars commonly now is not done. Why? Because people just don't care. So what I want you to do is I want you to understand something, all right? Most people have gone to a dealership, nine out of 10 people have gone to a place before where sales people don't care. This is a part of the deal. Whenever you see that this vehicle fits their needs once or it's the ideal vehicle for their situation or it's a car that they love, I want you to get excited. I want you to increase your state. I want you to have fun. I want you to take all the pressure out of the deal. And I want you to remind them that you know what? Coming in and driving a vehicle is really what going to a car dealership is all about. That's all it's about. You coming in, checking out, touch it, smell it, make sure you love it. And then I'll make sure all the numbers work out. It's that simple and that's what I do. So if you're watching this video right now, okay? You're going to learn that if you want to double or triple your production, if you love to learn, if you really want to break records like no other, I want you to become in love with the walk around and the test drive. And by the way, you're going to realize is that most people in your dealership don't love this. They're not going to do it. You're going to watch them shortcut over and over. Well, guess what? I'm not like them. I'm different. And by the way, if you want to earn money unlike the rest of the average people in the world and earn in the top 1%, you're going to have to do things that other people won't do. So the walk around and the test driver, a very important part of the car deal where I really got my time to shine. And what I did during these times is I built relationships with people. I was free. I was out on the pavement having fun. And you know what? I enjoyed what I did. I loved it. And that time that me and the client bonded, got close together, drove their car, laughed, had fun. Every time I pulled back up in front of the dealership, every single client wanted to go inside and see what the numbers looked like to make a deal with me. You know why? Because I was a professional. So I don't know what you've heard. I don't know if somebody's told you, hey, it's okay. You don't have to drive the car. I assure you that when you don't, you will pay for it. Shortcuts in life are what kill you. And I mean that. There's only one way to do it. And that's the right way. There's a certain steps to the sell and they're there for a reason. And by the way, as time goes and people become veterans and people think they know it all, all they try to do a shortcut, don't do this. Okay. So if you've watched a lot of my training, I want you to know that I never shortcut. I never skip steps. And I'm in love and I'm passionate. I'm intense with what I do. So this video is about a test drive. I'm not actually out on the lot doing it. I'm explaining to you the understanding of why it's so important. Now, your job is to make the client fall in love. And I want you to have fun and really like be different than anyone else. So I appreciate you guys. If you're watching this video right now, if you're not earning a half a million a year selling and I mean this, 250,000, I'm fired up on you. I'm talking about a half a million dollars a year. If you're not earning it, I assure you that you can. And don't ever count yourself out. Don't discount yourself and say, well, people like me can earn that or you don't know what I've been through. Guys, that doesn't matter. Everybody's qualified. If you can get a job at an automotive company, you can literally make a half a million a year. I assure you, if you guys want to shoot me a text message, 918-210-0254. Simple text, 918-210-0254. Text me your name and say, Andy, tell me about Project 500. That's my training center on how I teach salespeople how to make a half a million a year. If you want information on this, you shoot me a text and I'll send it over to you and I assure you this. If you'll do what I say, if you're coachable and if you want to make more money than ever and become the elite of the elite, you shoot me a text. Guys, I love you. I got your back for life. Have a blessed day. See you guys soon. I'll see you soon.