Car Sales Training // Overcoming Objections With Ease // Andy Elliott

I'm going to teach you how to do a live close ready so tell me you need to think about it and I'm going to tell you what to do ready you take 40 test drives a month do you think it's possible for you to sell half of these my body went num like a minute ago I can't feel a from my head to toe I lost my mind manow that being said there's obstacles and objections okay objections come up in the close obstacles come up before the close during selling now I want to tell everybody

something this is one of the biggest ways that I've learned can you can you build a friend with somebody yes or no yep are you pretty good at that right now think so okay are you good at going and getting clients to drive cars believe so yeah okay if 10 people come in in your opinion 10 people come in how many of them could you get to test drive a vehicle say probably like seven okay I want you to hear what he's saying if 10 people come in he can get seven to test drive okay

how many customers do you talk to today how talk to a day oh probably like five you talk to five people a day in person or yeah in person how many cars do you usually test drive every day probably one or two okay so you test drive two a day and you work 20 days a month right about you take 40 test drives a month okay do you think it's possible for you to sell half of these how would you sell half I don't know if his numbers are right or wrong I'm just asking him

how would he be able to sell half my question is can you get every customer to the test drive yes or no yes can you get them to the test drive can you get them to the test drive can you get them to the test drive can you get them to test drive can you guys get people to the test drive can you test drive a car can you okay if you can get to a test drive I'm G to ask you one thing you're gon to you're going to hit them with the trial close

more than likely they're going to hit you with a a stall and then you're going to have to overcome that obstacle would everybody agree okay you ready this is what I care about right now trial close me I'm going to tell you no here and you're going to overcome it is that cool okay if everybody in this room can shake a hand go show a vehicle do a walk around the The Fill of the real will seals the deal we go down the road we drive it we come back in now we're standing in front

of the building right they're in a car that they drove we should be able to ask him to buy it you ready I want you to ask me to buy it trial close me stand up all right you ready okay I want him to hit me with the trial close ready we come back there's the building we drove both drove the car asked me to buy it I S come on in let's let let's go uh put figures together and make this your vehicle I'm good I'm good I appreciate it I didn't think about it

I understand but did you like the vehicle yeah you like me yeah did you like the dealership I mean I guess I haven't been in there yet you guys see right exactly maybe you should come inside yeah I'm good man no no but I need to think about it no I do understand but if you you're going to think about things right so we need to give you something to think about all I gave you is a cars we don't even have the numbers yet okay all right come here come stand over here how do

you guys rate him 1 to 10 three cool three good no listen I want to be real I want you next come on trial close me here come over here come over here come over here we're going to put you right here okay Tri closing hey we're standing in front of the building no listen we're all going to train today we're standing in front of the building right hit me at the tri clo go all right so uh how how' it drive drive is good perfect nice and smooth just like I told you right uhhuh

so that's the one I mean yeah it's a nice car okay so if everything worked out today you take it home right now um no I need to think about it if there was one thing that car was missing what would it be nothing it seems nice yeah I just I'm not planning on buying anything today so I just want to think about it I'm just not ready I never buy anything the first day right I get it I understand been there before you probably want to do your research sure okay what else you researching

with uh don't know I saw it it looked nice I want to come check it out so I appreciate you letting me drive it perfect so if there was one thing holding you back what would it be then I just going home thinking about it nice perfect so if I can make you a crazy deal would you move forward okay stop how do you rate him come on hey what wait he's your manager he's going to fire you cuz you didn't tell me he was a huh it's exactly what's going to happen no no I'm

serious were you impressed I mean he's my closer I get your up here get your ass up here he as the same question come on he's going to bust his ass on the airplane ride on the way home get your ass up here they're driving home together hey hey trial Clos me I need to think of hey ask me to buy the car okay all right guys guys everybody say trial close trial CL is this is this baby yeah no no no it is baby this is this is this is easy is this easy get

up here this is easy this is easy if we can't trial close people we're screwed like like we're screwed by the way watch this watch what's your name NES what's your date of birth 5792 whatever I ask you if you know it you'll answer it am I right good chance yes okay but whenever I hit you with something like a trial close when we start stuttering it makes me seem like we don't know what we're doing does that make sense guys is this what we do for a living is this how we support our families

is this how we grow the company is this how we give our family that we promised the lifestyle that we would give them when we got into sales that we're after we we can't talk this way no more 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 going tell you the best way to get a hold of me shoot me a text message right now 918 21254 918 210 0254 I'll help you with what ever you need I got your back

for life let's get back to the video we can't talk this way no more we got to be elite we got to be great we've got to test each other in front of each other we got to put each other on the spot we got to pressure each other positive peer pressure is this what you do for a living yes okay hit me in the trial clothes let's go I know you got this ready go all right Andy what you think that's a nice car it's everything we said about it was nice huh yeah so

I just blanked hold what what's your name Ryan Ryan Ryan hold on what's your name Ryan what's your last name Tracy what's your wife's name none okay you got do you got kids yes one what's your dad's name Todd what's your mom's name trial Clos me so what do you think Andy I like the car I like the car everything we talked about in more yeah I mean it's a nice car yeah perfect so follow me let me show you everything about the so you like the vehicle let me show you the numbers just follow

me follow me inside yeah I need to think about it I understand what do you need to think about exactly the car anything on the car that you need to think about anything can help you out with the car itself or is a car nice yeah a car is nice I just want to think about it okay cuz I wanted to make sure that's that's the most important thing that's that's the hardest part the easiest part is I want to put everything together for you cuz I'm sure your wife's going to have some questions I'm

sure she's going to want to go over the entire aspect of buying a car it's not just the car right yeah sure I mean everything plays out okay well let me show you a couple things inside that way when your wife ask you questions you can answer them intelligently I'll go over a whole portfolio with you answer any question you may have but that is just step one step two is find okay okay watch this does everybody see a problem right here do you see one what is it part well there's a lot of it

in there they're not acknowledg acknowledging that well watch this what is this but hold on is is a trial close is a trial close easy no it's easy when you've had the last three hours with somebody no no no no is a trial close easy though how do we ask someone to buy the car does it change every time or is it the same way every time and we're good at it is the car for you or for or somebody else in your family come here oh no no no there's guys there's nothing weird about

this piece of carpet and over there you're fine okay all right cool um ask me to buy the car Andy how'd you like the car it's a nice car nice car you like everything right on it yeah all the options on it yeah I mean it seems nice okay is the car for you or for somebody in your family it's for me it's for you okay yeah and are you replacing this car you came up in yeah you are replacing it okay I'll tell you what come on inside real quick I'm going to get information

on your your vehicle you're trading in I'm going to give you some numbers in my card and I'll give you all the numbers for you to go home and think about if when you're ready okay stop stop T now you're overselling quit you're good okay listen to me hey I totally understand it looks to me like you like the vehicle is that correct correct okay awesome and the car is going to be for you and you're going to be replacing the vehicle you have is that right yes cool so what I want to do at

this point is give you some numbers on your vehicle some numbers on mine so you know what everybody look everything looks like and in the end it's your decision is that fair fair enough come on inside hey that ain't my trial clothes whatever it is it's easy guys can I ask you a question everybody say don't be weird don't be weird when I'm when I'm asking you to buy the car if I get weird isn't that weird on you yeah guys listen I want to explain something to you when you stutter when you when you

go and introduce yourself to somebody do you stutter no why would you stutter when it's getting closer to spending money it's our weakness our weakness is we're not training enough I know why we're at eight cars a month I know where we're at 10 why because what we're doing right here sucks okay um hey if I can get the deal 110% to your satisfaction would you be happy to take the car home yes or no of course that could be a trial close hey how do you want your new vehicle titled you or in your

wife's name or in both of your names which will be best yours awesome come on inside let me show how easy it is to do business with us boom okay like like like this is very simple am I right yeah hey how do you want the new now by the way hey did you love the vehicle do you like the vehicle car drove smooth awesome how do you want your new car titled is going to be in your name or you and your wife well I'm going to talk to my son and see if this

is the right car for him okay but who whose name will the title be in well I'm going to be probably in y'alls and then you'll put on there with him I'm put okay awesome come on inside so we can put everything together well I'm going to I'll look at some numbers but I'm going to make my decision to my son looks of the car yes you're saying you need something to think about yes cool and I'll be glad to take your number yes yes yes of course you need to think about it cuz I

haven't given you enough information not to think about it so what I'd like to do is give you a quick five minute proposal of all the numbers so when you go home you'll have something to think about would that be fair and all we're going to do is we're going to just take their asses inside listen everybody needs to understand this are we closing anybody on this pavement right here no yes sir by the time that um by the time that you get to that point you already know of the cars for him or for

yeah yeah we already know that though I understand that totally right like my deals out already know it's for a son it says it sounds to me based on the information you gave me this car is going to work great from your son obviously I know there's probably a budget in mine too that's going to need to work come on inside so you can show how easy it is to do to business with us we'll make sure all that's taken care of okay come on inside okay like that's that's fine your trial close needs to

be confident it needs to be smooth you need to believe in yourself listen to me don't stutter don't stutter I wish I could have I know it's California you can't do this but like I could electrocute you guys every time you studied like I would just like plug something to you and I can just go you can do that here yes I love this thing you like that that handshake that's a part of the trial close do you feel like it's a solid commitment totally yes and I want to explain why n number one CU

I always like to say would that be fair right so fair is my favorite word fair is always good it's easy um I'll say um and by the way my favorite thing that I always said is I always say um what is your name one more time Nikes nikesh yeah okay hey Nikes it seems like you love the vehicle now will you be titling this vehicle in your name or whether someone else will be adding to the title uh just mind just you okay awesome follow me inside come on in okay and then I'll just

I'll just roll in that's all I do I don't ask him to buy the car I ask him how do you want your new car titled which is what I did now how do you want your new car titled NES and just your name or you and your wife's name you and your family is there anybody else who added the title why because I asked them a question how do you want your new car titled does that make sense now when I was younger they used to teach us you know hey if I can get

the numbers 110% to your satisfaction would you be happy to take it home but but I didn't like that so I just say this how do you want the new vehicle titled are you going to be titled just in your name is there anybody else's we're going to be adding to the title at that point in time they go no it'll be just me or no it be me and my wife okay cool follow me inside we'll get all that taken care of come on guys thank you so much now watch now tell me you

need to think about it I need to think about it okay stop if somebody says they need to think about it trial close should this be shaky at all hell no stall comes in what's a stall I need to think about it there's two things you're going to get all the time number one I need to think about it and number two I got more cars to go look at am I right okay number one tell me you need to think about it I need to think about it ready repeat back to him of course

you need to think about it of course you need to think about it of course think about it that's it now listen to me can I train you yeah okay if I told you I needed to think about it right what would you want to do acknowledge that you heard me right and then also you'd want to agree with me okay so I want you to repeat and do the same thing to him that I'm going to do is that cool yep and you're I'm going to teach you how to do a live close ready

so tell me need to think about it and I'm going to tell you what to do ready I still need to think about it okay now I want you to mirror me say of course you need to think about it of course you need to think about it I haven't given you enough information I haven't given you enough information not to think about it not to think about it this is weird Okay I get married like you guys have something going on here or something okay I know it's California I'm just saying I don't know

what's going on all right hey I'm just teasing that was a joke all right that's the last time Mandy Elliot train in California all right all right listen hey ready tell me to think about it I still need to think about it no no just say I need to think about it I need to think all right you ready can you mirror me yep say of course you need to think about it of course you need to think about it I haven't given you enough information I haven't given you enough information not to think about

it not to think about it what I'd like to do what I'd like to do is give you a quick five-minute proposal is give you a quick five minute proposal of all the numbers of all the numbers so when you go home so when you go home you truly have something to think about you truly have something to think about would that be fair would that be Fair yeah follow me inside that's it does that make sense elevated yourself no but listen that's all he's saying look he says I need to think about it you

say of course you need to think about it I because why cuz what are they going to think about you ain't even giving nothing to think about what are they going to think about by the way nobody pull me the money or the machine don't pull that don't say is it me is it the car is it the dealership why would you say that like guys listen to me don't say is it me are you a good salesperson are you yes or no yes are you the best never doubt yourself that's not even an option

it couldn't be me okay so don't even go there is it the car do you love the car don't say love it okay don't say love it because a lot of people will never love the car don't say does it have all the options it'll never have it all and they'll never absolutely love it but they will take it does that make sense okay so don't say love and don't say all hey it looks to me like it's a great vehicle for you and your family based on all the information you told me I think

it's going to work perfect now how would you like your new vehicle titled in your name or you in someone else's name you're going to be just you awesome follow me inside I need to think about it of course you need to think about it I haven't given you enough information not to think about it notice that not to think about it what I'd like to do like I just came up with this what I'd like to do is give you a quick five minute proposal of all the numbers so when you go home you

truly have something to think about would that be fair yeah notice I said would that be fair and I put my hand in his chest you have to put his hand here now watch everybody look look at this whiteboard real quick I want to explain this to you I'm going to explain what we're doing you guys see this Rabbit Hole this is called This is called this is the beginning this is where we ask for the business this is where they say no and they say they need to think about it when they say need

to think about it you got to take them inside the dealership and you got to drive them as far as you can down this Rabbit Hole now let me explain what this means you see this it's called a worksheet you guys got worksheets ACV cards you got a ACV card you fill out no no okay do you put the information on the worksheet do you type it into the system where do you get the the tradein information you put it somewhere right okay whatever that's called This is this okay the keys to their trade can

you get that yes okay what about a credit app can you guys get it okay okay no you can get it every time we should get it every time okay if your clients got good credit if you pull their credit what's the chance of them staying and buying a car it's like 90% so everybody follow me here's what here's how it goes you ready you're my customer I say I say let's go inside you're like no I need to think about it I overcome it everybody's getting confused on the five- minute proposal like come inside

give me give you a quick five minute they're like five minutes my manager will be pissed if I brought someone in and told them we'd have something in 5 minutes hey earn the right to bring him inside now they're inside once they go inside I'm taking them down the rabbit hole this is a point of no return this is where my managers are inside they're ready to help me I'm s in a seated position I walk through the double set of doors now they're in the dealership do you feel me we broke into that new

atmosphere now what do I do I say hey what's your name again Darren Darren yep Darren what's going on hey hey I just want to tell you let's go and have a seat real quick hypothetically everybody say hypothetically hypothetically hypothetically Garen when you are ready to purchase how do you want your new vehicle titled and then what's the paperwork where do you want the title mail to okay what am I doing I'm doing my worksheet right hey also Garren I need to get some information off your vehicle who's the payoff with oh yeah to AO

Motor credit okay cool and what's the payment roughly cool okay I'm going to go ahead and get that real quick I'm going to get some information off your vehicle I'm going to have my manager check it out let me go and get those keys okay got those keys ACV card worksheet hey also I know you got a payment on the current vehicle that you're going to be trading in today is that correct yes okay and I know that the payment's going to be important so getting the payment to the penny on the new vehicle that

you're going to be uh looking at that's going to be important as well would you agree of course cool so I'm going to go going to and get 2 seconds of information that way when I come back I'll have all the numbers along with the monthly payment is that fair that's fair okay now what am I getting credit app credit app worksheet keys to the trade ACV card this Fool's buying a car am I right dude I have everything the only thing I don't have is a pencil the only thing I don't have is a

pencil how easy easy is it now for us to go in and I got a manager ready I've got his I've got his trade moved we've driven his car we've got an opportunity for the first time to see the way that he lives in the current vehicle he has what's wrong with it what's not wrong with it does he owe too much money does he not know enough how his credit was what his past 10 years has looked like on his credit somebody's going to find something somewhere right and we pulled his credit which means

what he's made a commitment cuz when people got good credit and they let you ding credit they don't want to go ding it again they'd rather stay here and work it out everything is playing in our favor that's why it's called the rabbit hole you take them down it and see most salespeople underestimate the five minute proposal hey let me give you a quick five minute proposal and in the end it's your decision is that fair he's not going anywhere what I'm doing is buying the right to get inside to get to this worksheet to

say hypothetically when you are ready to buy how do you want your new car titled yes can we do a hypothetical objection then yeah sure go so what we're running into with a lot of rising rates of people saying I'm just going to go to My Own Credit Union this is what I'm pre-approved for how would you handle that because we still want to Commitment up the credit app yeah totally understand hypothetically speaking if I could beat your rate and I got a better rate that wouldn't offend you or upset you in any way would

it no okay so what I'd like to do is this I know that if if I don't look at it I couldn't tell you what I could do obviously you're not going to make any decision to go with your bank or this one you already know what you have at your bank if I could better it it saves you more money you said you wouldn't be mad at that let me go ahead and get the information on that and when I return I promise you I'll blow your mind and in the end it's your decision

is that fair yes overcome it listen to me look at my hands I keep putting my hands up like hey no big deal hey no big deal in the end at your decision whatever you want to do it's all up to you I'm here to serve you hey we're really good at what we do I know that you don't want to put all your eggs in one basket if there is a better way to go if you could save more money I know that you just want to go who's going to save you the most

money let's make sure that we get that taken care of hey we're really good at what we do I've got 60 Banks you've got one 99% of the clients that came in here actually end up getting a better rate with us and choose to go with us we're not going to make that decision right now I'm going to give you the information and then you make that decision is that fair 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 going to

tell you the best way to get a hold of me shoot me a text message right now 918 21254 918 21254 I'll help you with whatever you need I got back for life let's get back to the video notice I keep bringing it back around to you but I keep giving you reasons and excuses why you should pass gotical that they're like no no no no no I'm only going I'm a teacher I'm only going to schools first yeah so well so what we need to do at this point is just get all the numbers

and if that's the one you've decided to go with then that's completely up to you okay one of the reasons why I don't like doing that personally this is just my personal deal is I don't like to put all my eggs in one basket okay because one day even though you're with teachers what if something happened they end up charging you extra high rates or something crazy happened and you wanted to go to another uh lending institution I don't know do they report to TransUnion Equifax and Experian all three or just one see I don't

know the answer to that see I use Nationwide lenders we're a large dealerships so we use Nationwide Banks all around the world that report to all three credit bureaus what I've heard from some people they complain about Teachers Credit Union cuz they say they don't report to all three now I don't know that but I know that's why at least I would want to look at our option and see how this would be better and then it would still be your choice would that be okay can I at least give you the option I know

something that if I qualify for something I at least want to know it I at least want to see it do you agree are you kind of like me cool and I'm not asking you to make a decision but at least I want to show you what you do qualify for and what that looks like what did I do notice I I went I said most people don't want to put all their eggs in one basket right I've known clients not saying that that's you but I've known clients that have used X Y and Z

Credit Union for all all of their loans and all of their purchases and then something happened ones day and they realized that that credit union didn't report to all three of the major credit unions plus is Teachers Credit Union in all of the other states or they only in California probably only in California right well so wouldn't you want to go with the Nationwide lender I'm not sure what your credit rating is what's your credit rating right now David 830 830 have you ever wondered why you're not an 890 right most people haven't there's always

another level David am I right there's always another maybe hold on maybe it could be because you're putting in all your eggs at one basket at Teachers Credit Union you're not look letting any other Nationwide lenders that are Diversified through different loan institutions look at your credit and they might be able to offer you a better rate which would save you more money and increase your credit score and that wouldn't upset you would it not at all what am I doing I said David you know hey what's your credit score because I don't know what

hers is I say what's your credit score she says a 730 I say you ever wonder why it's not an 890 and she she's like uh no and I say well it could be because you don't diversify your credit with any other lenders the fact that you continue to use the same Credit Union over and over again we don't know if they're reporting to all other bureaus but plus they're probably only in the state of California and they're not a nationwide lenders and Us in all 50 states this might not be a bad opportunity to

look look with your eyes at a different opportunity that could increase your credit score give you even a better rate and have a lot of different benefits and then in the end if you decide you want to refinance later and go back to your credit un know which doesn't cost you nothing it could actually increase your credit score give you a better rate today and then you can do whatever you want in the future couldn't we just look at it guys do you see what I'm saying do do you feel me yeah can you guys

talk like me we can try no no no damn right you can listen I'm going to explain this are you ready 18 years old I stuttered okay I stuttered I started the car dealership and this guy goes ah he stutters and I did stutter you know why I stuttered because I would always try to say stuff and I and I didn't know what I wanted to say so I would get stuck on like what who wh what and I I was an amateur right amateurs always lose amateurs can't be confident amateurs can't push to the

cell amateurs don't let their words flow like water does that make sense guys listen if you really want to go to the next level I will tell you it'll take you about three to four months and you can duplicate everything I'm doing number one you got to believe in yourself you got to understand this the the hardest thing that there is to do with what we're doing right now is change do you know him yes okay see that's a problem let me explain what I mean see he knows you so he already knows how you

are right so when you start being different he's like dude why you being different man come on man what's your problem does that make sense okay when you go to be different your wife's going to be be like come on who is this who is this guy right hey dude she'll know who you are when she sees the checks there was a day that I changed and I wasn't this guy I was a normal guy but I was in a meeting with the guy that was kind of like me and I go man I don't

want to be me anymore I want to be him and that's how life Works people in the gym go in to work out and they say well I want to look like that guy so what do they do they walk over and they say say hey man how do you work out like how do you eat what exercises do you do how much do you sleep at night right like we start asking questions because we're curious but people always say Andy how'd you make seven or 800 Grand a year selling cars I say do you

really want to know or are you just asking because most people are just asking how do I make more money I will tell you but you won't do anything with it anyways here's the answer it's going to be uncomfortable it's going to be weird you're going to have to change he knows you he knows you and he knows you you know what that means you're going to have to change and you're going to have to not have any fear of what anyone else thinks about you when you change but here's what I'll tell you they're

going to laugh at you they're going to make fun of you they're going to mock you but then when you're making the big daddy ass checks they're going to want to know how you did it and they're going to want you to be their Mentor it happens every freaking time so I'm here to tell you guys that look this next little level right here when we go to ask for the business and they say no we got to drive them down this Rabbit Hole why cuz if we can get these four things or these three

or four things they're going to buy if you guys can just get people to paper if you can get them to paper if you can get a writeup sheet if you can build more trust if you can build more Rapport you're going to sell them A car just by accident they'll end up buying if you can take it to here but the two objections you have to be able to overcome in the car business number one I need to think about it which is very easy I just handled it with you but now you got

to memorize it like me like you have to memorize it you have to use the tonality you have to believe and by the way the way that I close is is no big deal like it like it's no big deal like there's not there's no one waiting inside with the machine gun that's going to do something it's just you need the numbers you need something to think about I'm going to get you that in the end of your decision is that fair there we go I always grab a hand hey guys I just want to

tell you you're the true one% cers 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 trading videos dropping I'll see you [Music] soon