Car Sales Training // How To Start The Close // Andy Elliott

I'm going to role play these two back to back ready just go check out some numers um let's just make sure all the knobs on it work just have a seat for me right here everything that I just told you 95% of you don't do here's what you do to be seen a place where the always screams so hot that the land only grows place I want to ask a question right what is an average job selling cars average does any think 8 to 10 cars a month is a good job no okay most of

you said 8 10 12 cars am I right okay as I'm talking to you today now listen now here's my goal is this okay I'm y'all's brother right okay we we got we got two girls in the room rest our guys okay I'm y'all's brother that means I want to help you guys become the best you can possibly be today for yourself your customers your family and your future does that make sense when you're Focus focusing today on what I'm telling you there's a difference between hearing me and listening and then consciously paying attention to

change if you sold real estate if you sold real estate and I sold a th000 houses a month and you sold a 100 just give you example if I was telling you what to do wouldn't you listen I mean how stupid would it be for you go that guy don't know what he's talking about I'm going to keep selling cars I don't want you to be me I want you to be you but I want you to go get everything in your life you've ever wanted do you want more do you want more do you

want more okay how are you going to get more no no no but how though you're going to have to change do you understand that him him being who he is now won't work I'm not disrespectful do you understand what I'm saying absolutely you're going to have to change you're going to have to change like you're at at some point in your life you're going to have to make a change somewhere am I right yes okay everybody say lifestyle lifestyle what kind of Lifestyle do you want the best yeah yeah but you don't want the

best you but you don't want the best cuz no no no I know but but you don't want the best cuz we're we're doing 8 to 10 cars so we're lying does that make sense okay I'm going to be direct with you guys should should we go around the room and everybody's like 20 25 is that what everybody should be saying yes or no yes okay what would have to change come here let me grab you hold on now listen to me hey and don't say oh like be like hell yeah my legs hurt no

but who car and by the way don't give weakness a voice he said my legs hurt well you should be working out all the time there should be nothing for you but does that make sense you guys feel me guys never give weakness a voice and learn to master your mouth okay Hey listen I I love California California is a beautiful State there's a lot of complainers in California right yeah don't throw me out of here because you're like oh screw this guy went down there and he talk California no I just went there this

last week and everybody I was around was seemed like they were complaining about something does that make sense okay you're going to have to realize if you want a different life than everybody you got to be different okay okay so first thing we got to do is Master our mouth so if if you want me to train you okay and you want to change number one okay are you shy yes or no a little bit okay cool if you're shy we need to kill that now now by the way what is the number one thing

you're going to do in cells self talk you're going to be speaking that's right he's going to be mastering strangers do shy people like to go up to strangers nope so first of all here's what we have everything you want in life is on the other side of being un comfortable that means not comfortable that means dude if you're like well I want to be comfortable then stay broke stay in AC car hand keep doing what you're doing but if you'll listen to me now say dude I want to get as uncomfortable as possible I

want to do more of these workouts I want to be up here on this stage as much as possible I want you to break me of my weaknesses did you guys hear what I just said break yourself of your weaknesses does it take a man to look in the mirror and go I got problems yep and you don't put your head down you put your head up and you start fixing them one by one one so number one we're going to learn how to shake a hand is that cool okay I'm going to start with

him now listen to me I need I need you to understand something okay this isn't a game how old are you 25 you're 25 years old how much money you got saved up like 10 grand okay 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 tell you the best way to get a hold of me shoot me a text message right now 91821 254 918 21254 I'll help you with whatever you need I got your back for life let's get

back to the video Everybody understand this if how old are you 25 he's 25 years old how long have you been working since I was 18 since he's 18 years old you've been working for seven years is that right right you got 10K saved up that means he's given seven years for 1,500 a month or for 1,500 a year that he's been able to save does does that make sense is that a good job no okay is your house paid off no okay you don't have a house but you're but it's not paid off right

what about your car is it liquid no okay and then cash we got 10K here's the deal my point is everybody reality check look at yourself and say that ain't where I want to be that's you know what I want I want everybody to pull the the blankets off of them and I want to see how ugly your life is I want to see I want to expose holes remember I said blind spot today we're going to find the blind spots now here's what I need you to do when you meet me dude you you

got to believe in yourself that's why you train you said I got to learn to speak perfect so what should we learn how how should we train anybody in this room that's shy you practice shaking hands you ready okay so I just got out of the car I'm walking up in front of the building you're there I get out of the car walk up to me and and and do your meet and greet hey Welcome To Paradise Ro out here how you doing today good stop okay do it again cool I get out of the

car hey Welcome To Paradise FR out here how you doing today I'm good nice what brings you in uh I'm just going to check out some cars nice perfect what are we looking at today I'm I'm just going to go look at some Hondas nice okay what what kind of Honda were you checking out did you get my name I didn't okay why does he need to get my name okay should he look at me in the eyes slow down when you speak slow down what's your name is your name important yeah is your name

important dude that's what your parents named you when you were born how important is someone else's name how important is your name okay if you walk up to a dog and you're scared it will bite you am I right okay you walk up to a customer everybody hear me out here if it was me and I hired you two you said you're new right you know what I would do I wouldn't even let him go take ups I would physically drive them to the mall and I'd say you guys go Shake 50 people's hands let

them know what you do for a living say hi to him and then go to the next one we're just G to walk it's all we're GNA do we're GNA walk hey what's up man Andy Elliott hi what's your name Raphael Raphael nice to meet you man hey every time hey how you doing Andy Elliott hey what's your name nice nice to meet you man how you doing I would just make everybody go Shake everybody's hand you know why we' get all this nervous bull crap off of us you got to shake the dust off

you you got to beat the weakness off you if you don't get it off of you you can't walk outside and own a relationship does that make sense okay you shake my hand come on and this is easy stuff I just get out of the car right I step out go ahead hi Welcome To Paradise Alex how you doing today nice good what's your name sir Andy Andy a pleasure having you here today what brings you in a paradise today are you looking for parts sales or service uh sales um yeah can I point you

in the right direction what brings you in today what do we looking for I'm just going to check out some Hondas okay see you have a nice Tesla here are we looking to replace that today or just add to the fleet uh just get another car okay let's go check out what I have follow me this way okay now watch this everybody do me a favor posture everybody say posture posture okay the posture who whose house is this our house okay so act like this is your house when you answer the door and somebody knocks

on your door to answer the door all Slinky or you answer the door like hello like you're at my house right this is your house by by the way is this their house too yes this is your house and their house so do you got to make the do you got to make your company your dealership your home feel like their home yes but do they need to know that you're in charge yeah so when they come out you're having the best day of your life everybody say best day of your life best hey why

don't you say that to people when you walk up what's going on hope you're having the best day of your life Andy Elliott what's your name Alex Alex nice to meet you sir what brings you in today you here for sales or you here for service um sales nice my man is there someone that I can help you find or do I have the honor of helping you today um no I don't know anybody here nice okay cool my name's Andy Elliott again to put a name with the face my job is to give you

world class customer service and to service you and your family and all the highest levels that are important to you as I said it's an honor to help you let's rock and roll and kick some but by the way what brought you in was there a specific vehicle you came in to look at or did you just drive by and you kind of want me to show you where everything's at what would be best own the place own the store see these hand are these hands moving yes is this my place is this what I

do for a living am I good at this hey am I the top salesman in the company okay how do I know that because I look like I am do you think people want to deal with the best or they want to deal with somebody who's not the best the best so if you're not the best right now you need to start acting like you're the best and by the way managers I need you to know this too A salesperson can't become something that you're not either so like if you're not going out every day

as a manager when I came into work right when I came into work immediately as my sales team started coming in I'd walk out hey what's going on Joey what's up brother nice nice to nice to have you here hey hey Donnie nice to meet you hey Bobby you ready to roll today man I got out behind my desk I shook every freaking person's hand and I got him ready to start the day and then you know what I would do I'd say come on guys we're going to knock the dust off each other let's

shake some hands start right here in the middle let's roll okay once you learn how to shake somebody's hand what do you got to do do you got to realize that everybody that comes into the store today came in to buy a freaking car today every damn one of them there's not one person that drove in here that is thinking about doing something tomorrow they came in today because they want something to happen today so we set the tone Alcatraz no one escapes everybody's going to buy now how do people buy when we give them

our best remember this we're going to outcare our competition we're going to have the best attitude ever and then also on top of that what are we going to have right out the gate we're going to have obstacles everybody say obstacle obstacles okay we're going to explain this to you and you all right I'm going to grab you two right here come over here watch this I'm going to I'm going to role play these two back to back ready so when they go and they meet me they build a good relationship they shake my hand

okay then we move to a unit we move to a car okay what is a walk around what is a walk around presentation of a vehicle okay what is a walk around presentation of the vehicle okay what does a walk around look like does a walk around look like something that you're excited about guys what is the walk around built for built to create emotion on the emotion what do we want we want the roller coaster ride we want people to get excited whose job is it to get them excited now here's what I'll tell

you everything that I just told you 95% of you don't do here's what you do hey oh oh Jake you here for the Tesla cool I got the keys man check it out here Jake here here go and jump in go go go and get in I'll get in over here goad and pull it out there's the entrance it's like what are you doing dude Hey Jake come on over here with me Jake that that's it that's the one the baby blue Tessa give me a second set back boom get in I pull it out

I pull it 50 yards down that way why 50 yards down there cuz I'm getting it away from all these these ones and yes control and when I get out I'm like Jake come on man where you at come here buddy check this out while I'm opening these doors now Jake's like oh man where are we going I'm going down here why because see these other Teslas did they come in to buy this one or do you want them to be like oh I kind of like this one well tell me about this one well

how many miles are on this one well well tell me what year this one is now they're all confused and what does a confused mind do nothing dude pull it down there and then open the doors on it hey I don't care if you start the front the back the side just get them excited man touch it feel it smell it make sure they love it why is the walk around in the test drive so important because it's the first time the client envisions owning that car for the very first time if you don't do

that you're an idiot your job remember what I said 90% of the time we're outside on the lot building value making sure they love us building trust building Rapport making sure that they understand that their dominant buying motives the things that they came into that were important to them lie in this vehicle am I right once we do that then what do we do fill the wheel seals the deal okay what if I say h i don't need a test drive it we're good I drove one like it down the road totally understand that but

let's make sure you absolutely love this vehicle you know you love how it drives how it feels how it smells yeah I drove one just like it let's just go check out the numbers it's completely different vehicle you know they're all made differently just a tad bit this one specific to the one that you want to buy and you want to be driving so let's make sure you absolutely love it okay I I don't need to test drive it I'm good um I I fully understand just take a seat right here let me swing around

let me show you let me just touch a few buttons with you get you to just sit down the driver seat I'm good buddy I appreciate it I like the car let's just go check out some numers um let's just make sure all the knobs on it work just have a seat for me right here okay hey guys hold on stop all right all right listen to me here's the goal if somebody says they don't need to test drive it I dare someone to try that on me okay yeah and you don't even have to

go into a store policy I don't think look it's simple test drives don't have to be long but they are necessary very simple test test drives don't have to be long but they are necessary we don't mind if they're down the service driving back but we know this before we get into the easy stuff which are the numbers we want you to touch it fill it smell it make sure you love it and then we'll make sure all that's right okay so even if it's down the service road and back that's fine but they are

necessary in our company let's go for a quick spin hey is it no is it a big deal you know why I'm telling you no cuz I want to see if you'll stutter listen to me if I tell you no and you get shaky you get stuttery you get wormy with me why the hell did you get wormy why did you get weird are test drives bad should I not go on them I mean dude I told you I don't want to go on it but it's not like I'm against them but you're getting weird

now I watch you change from cool and confident to getting shaky and wormy and me telling you no does that make sense everybody expect NOS expect them expect them expect them hey some of you like oh I don't want to know shut up dude you're going to get a lot of NOS expect them obstacles are going to come up it's cool dude my favorite thing are early obstacles so I can overcome them now that out of the way and we move on into the purchase dude your goals is to understand no are are not bad

dude matter of fact if you're getting yeses you didn't ask enough right okay if I watch a maner go in close on a first pencil might went too weak should have held two more on his trade you know what I'm saying you got soft dude the whole goal is him to say damn and they say I know it's a lot but also it has a lot of benefits as well which is why people are choosing this model let me show you come here check this out it's okay it's cool guys let him say no let

him let him be like damn it dude leaving money on the table the reason why we're in sales is so we can increase the value super high but if value exceeds price the price isn't too high am I right okay some of you in here right now that aren't earning enough money you know what you don't know how to do explain value and sell value does that make sense okay why do you want to do a walk around on a car now why do you want to make sure that you build a lot of trust

why do you want to make sure you build more repor with them than they've ever built with anybody ever before in their life because that's the great separator okay dude if you don't do this your life's going to suck if you don't do this you're you're 8 to 10 the reason why you're 8 to 10 hey and don't tell me you don't get any more customers you get more customers right you get more customers right problem is you don't close more customers guys to persuade a VA a vast majority of my wealth has come from

the ability to influence and persuade it ain't being a closer the close is already done when I build the Val value then I go inside and I just got to explain the value and close it does that make sense okay everybody needs to understand this your confidence okay you got to want to change your confidence got to go through the roof your convictions got to go through the roof in a world right now where people don't believe in themselves okay a lot of you in here the reason why you're selling 8 10 12 because that's

all you think you're worth you may say dude I'm worth more than that no you don't if you thought you were worth 20 you'd have 20 do you think see that nobody can argue with it everybody say the truth hurts the truth hurts that's how you know you that's how you know you're in the right company that's how you know you're working for the right people that's how you know you got the right wife okay the right wife truth hurts she won't tell you what you want to hear she'll tell you what you need to

hear I'm trying to tell all of you guys right now the reason why you're at where you're at is because you haven't grown you're not grown fast enough you don't care anymore you've gotten comfortable or you don't like the truth it pisses you off and your ego gets in the way every time someone says you could do more you're like screw that guy no you could you could do 20 and you should be doing 20 you should be doing 20 even though you're you're you're you're going to retire in three years that doesn't matter go

out with the bang you know what I'm saying like guys like this is this is this is our sport right hey guys I just want to tell you you're the true 1centers 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 soon