Sales Training // Step By Step Objection Handling // Andy Elliott

okay here we go so so ask me to buy the car so man I really appreciate it I like the car but I need to think about it I want to hit him with I need to think about it on the inside is that [Music] cool now you've been doing this for two weeks okay you've been doing this for how long two and a half years two and a half years 30 years okay 30 years seven seven years okay we're going to have some fun is that cool okay now number one come here come here

okay you've been doing this for 2 weeks have you went outside and talked to somebody yet yes sir absolutely yes sir absolutely okay do you know what a trial close is absolutely okay cool you ready absolutely we now listen I just they're they're your customers okay so I want you to talk to them but I'm going hit you with the objection okay okay we get off the test drive 2019 toota Cora we go on a test drive we get off the test drive there's the building okay we're outside of the car I want you to

hit me the trial close ask me to buy the car all right no problem so sir uh if numbers worked out today would this car be the one that you would be willing to drive home man I really appreciate it I like the car but I need to think about it that's no problem I understand it you probably have not enough information to think about it yet so what I like what I would like to do is present you some numbers then at that point you at least have something to go home take it to

the wife and think about what I want you to do real quick while we're driving back into the dealership is pull in a sold spot so that nobody else has the opportunity to show this car while I'm presenting you numbers and if you like the numbers enough I would love to give you an opportunity to potentially drive this okay stop so now listen I'm going to teach him a lesson he did good but now he's overselling I want to tell you what he what he did he said hey if I could get the deal right

would you be happy to take it home I said I need to think about it and then he says of course you need to think about it he agrees with me that's what he should have done hey of yeah he knows the video but he went too long he oversold he said guys of course you need to think about it I haven't given you enough information not to think about it what I'd like to do is give you a quick five minute proposal of all the numbers so at least when you go home you truly

have something to think about would that be fair that sounds good okay take his hand stick it in my chest but he didn't stick it in my chest he continued to sell he's been in it for 2 weeks he did a good job I can tell that you're training good job okay all right yeah hey that kid's going to be a killer okay and by the way he's two weeks in he's already doing the training all right so here we go I'm going to hit you with an objection okay are you ready okay so he's

been doing this two and a half years this is going to be I going a test drive right I get off the I get I get off the test drive I'm in front of the building okay a trial Clos is where you ask somebody to buy the car he's going to ask me to buy the car and I'm going to hit him with an objection you guys cool okay here we go so so ask me to buy the car so after driving the vehicle works for your once and needs if we could get the numbers

in terms agreeable you believe we could earn your business today yeah hey I really appreciate it thanks for showing me the car but I've got two other ones I want to go look at before I make a decision completely understand what type of vehicles were you looking at same kind of car they're just down the road you're the closest to me so I came and saw you first perfect so I've been in the business a little bit of time what I've noticed when it comes to other Automotive dealerships in the entire industry and and of

itself pricewise we're top 20 Kia dealership in the country we can pretty much do anything pricewise anybody else can do I think you may have come in under a misconception today you might have come and saying I'm going to look at a few cars I'm going to buy a few cars potentially what I always say I'm not here to sell you a car I'm here to build a relationship I don't want to sell you just this car I want to make sure you your friends your family anyone down the road that's going to get into

a vehicle has someone they know they can go to I've been to a lot of other dealerships the cars are the same there's nothing special about that and I'm sure you know that ultimately what I do know is I'm not there right now you're not buying a vehicle sir you're building a relationship that's going to last you your friends and family a lifetime let's go inside continue to solidify this relationship and we'll show you numbers that you wouldn't believe okay now listen here's what I want you to do number one I want you to give

it up for him because he's up here doing a good job okay now I'm going to ask him a question okay if I asked him to do it again could you do it the exact same way you just did it absolutely same words yeah okay I got a couple more cars I want to go look at okay sir that's perfectly fine I completely understand what I've noticed being in the automotive industry and being in dealerships for a little bit of time now is I noticed that a lot of people tend to go buy a few

cars and they come in under they go tend to buy a few cars or they tend to buy a car okay so here's what we want to do listen to me here's what I want you to do I'm going to take that was way too long okay that was way too long and by the way we know you're going to be build a relationship but sometimes you need to tell them like I'm Different right but at the end of the day we need to overcome the objection would you agree yes okay I want you to

do me a favor everybody say future expectations future expectations I'm going to teach you guys a cloth really quick that works really well by the way he did What's called the push through clothes okay you know what that means that means I say I got more cars to go look at and he's just going to keep talking until he pushes through and takes me inside right is that Mak sense okay but listen to me I'm going to tell you when listening to the words he's not sharp like a sniper he's the machine gun sprayer he's

just throwing words out until something sticks and hopefully he can have enough enthusiasm to push me through and pressure to push me by inside does that make sense okay so I'm going to give you guys some word tracks remember word tracks are dangerous by the way if you want to be a good leader and you want to teach your team you do have to teach your your team word tracks you know Brett if I hired this this Tommy guy right now I wouldn't want him to learn what he just learned and I'm not saying it

badly I would want him to learn a word track that he could say that would Advance the cell forward notice we're outside on the lot right now we're not inside are we no we want to go inside when people see those double set of doors you know what they do they remember the last time they went them they bought something you know what they start doing they start giving objections they don't want to go in them because you know what's going to happen we're going to work a deal there's a manager inside there's a couple

good managers in there and they're ready to attack they want to get the keys to your trade so what do they do they say I appreciate it you know we need to think about it got to talk to my wife I got a couple more cars to look at and they want to try to split okay so what I would play is I'm play a game called future expectations I'd say I totally understand I'd say hypothetically Brett let's say you already gone seen all the other vehicles I don't care if there's two of them or

10 of them let's say you drove them all and let's act like mine was the last one you went and looked at this beautiful 2019 Toral Cora Brett let me ask you a question after seeing every single vehicle all of them in the end what would be the deciding factor on which one you probably end up buying would it be the car itself regardless of the deal or would it be the great deal the dealership was willing to give you which one the deal cool so it's not a matter of if you're going to buy

it's whenn and the wind's when the deal is right right cool so if I get save you some time and money would that offend you in any way would you be upset with me at all thank goodness boom inside you guys see what did I do okay hypothetically let's say you already gone and seen all the other vehicles mine was the last one you looked at you ever seen all the vehicles in the end what be the deciding factor on which one I'm a sniper I'm a machine I'm a machine what I want you guys

to understand is this I learned when I was younger I was a professional machine gun sprayer I literally threw words out at people until somebody would eventually do something but here's what I'm going to tell you there were a lot of things that he said that I didn't give him a hard time for because I know he's up here giving his best but that didn't make sense that he said there were a lot of things that were unneeded you're not buying a car today you're getting a relationship I'm like dude I am buying a car

today okay like listen to me you didn't leave your driveway sir not only to buy a car I'm sure you went to buy a car but also buy it from a reputable place that would be close to you from this day forward and take care of everything you need would you agree see now that sh's making sense to me he needs to learn to frame to frame his clients to think a certain way and if you can't use your words right you can't frame somebody to say yes by the way everybody understand this everything that

I will do today to you to a cell to everybody will always be framing everything in sales is about framing people to to receive what you're telling them the way you frame them am I right okay hey good job good job you did a good job I want him okay hey guys 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 91821 0254 918 21254 I'll

help you with whatever you need I got your back for life let's get back to the video all right hey I know he's a little killer okay so here's what I want to do I'm going to go hit him remember I hit him with I need to think about it on the lot I want to hit him with I need to think about it on the inside is that cool okay so you know when you have the numbers on a piece of paper it says $5.99 a month th000 down you know what I'm saying it's

like price is $299 7,000 for the trade does that make sense little piece of paper sitting here that's me and you he's like Andy great news da and I say hey man I appreciate it but I need to think about it go well I understand Mr ellot thank you so much for allowing us to opportunity for you to think about it today but my question to you is Sir what made you come to to a Hollywood I just I saw the vehicle I went and checked it out and I drove it so what type of

vehicle were we seeing this X Y and Z car all right well normally the reason why people buy Toyota is because they're very reliable cars they're increase on resale values or whatnot this is no no no you're good hey don't ever let anybody else take up take up space in your head okay you feel me you know what you know I'm not asking you to make something something up I just want to know what you know okay see here's what I want you to know what would you say when they say that see this this

is what I want us to learn like like what would we say when see when you when you tell me to think about I'm going to shut his ass down right now like I don't need to walk through this I'm I'm a sniper I'm ready my words count okay all right so and and by the way listen this is why we train we don't train to embarrass you you came up here man you got courage you're not a coward you got courage okay so let's roll so I just said hey I appreciate it thanks for

showing me the numbers okay but I need to think about it Go all right great so if you would to think about it anything would it be the numbers or the vehicle I mean I don't I don't know probably numbers sorry numbers if I was able to work out a better figure would for you would we be able to earn your business today yeah but I want to go home and think about it so what would you think about would you think about the price or the car I mean okay okay listen to me stop

here's what I want you to do number one number one believe in yourself okay listen whether we're in an office working a deal or we're here on stage does it really matter when your backs against the wall you'll always fall to your lowest level of skill okay if you're in the military you have to learn how to take a gun apart in the dark blindfolded we need to start treating our businesses in sales like this if I hang him upside down I waterboard his ass and I'm slapping him around I could hit him what's your

name what's your what's your last name what's your date of birth see see he knows this stuff but once I start hitting him with I need to think about it we ain't trained enough on this does that make sense yes sir if he says I need to think about I'll say I I totally understand number one I've been doing this for a long time okay when someone says they need to think about it what I've learned it's either one of two things number one you're no longer interested in the vehicle but I don't think that's

it because we wouldn't have made it this far if you didn't like the vehicle am I right Aiden so I know we found the right car so it leads me to believe it's got to be the the number two which is something's concerning you Aiden within the numbers of the deal what is it that's Curr concerning you the most is it the price is it the payment or is it the tradeing which one uh the payment okay what am I going to do take him to a payment close okay listen to me can anybody in

here overcome I need to think about it doesn't even make sense think about what but I don't want to say think about what cuz then all I'm going to do is drive his ass down the hole does that make sense what is our goal to bring him out of the hole bring him back to the deal everybody say bring him back to the deal bring him back to the deal can I close him on a payment right now I can close him on any payment that I want right now see this pen see this see

this whiteboard I can close them on any payment that I want I can money justification close him anyway way shape or form on a payment but you know what I know I know that I'm not to the payment Point yet because I need him to go back to the deal that's why I said what's concerning you the most is it the price the payment of the trade and which one and I put my pen to the piece of paper and I'm pointing at each ones of them I'm looking them in the eyes and I'm tell

them it's okay to let me know which one is it that one okay cool let me show how affordable your new vehicle is flip that thing over I'm going to get next to him I'm going to get kned any I'm going put my arm around them and I'm going to close them okay by the way payment closes a whole different deal but handling I need to think about it is what closers do okay because you can't close I need to think about it now we can advance the cell forward like he did earlier but now's

the time to close it I can close it by going back to the deal okay you did a good job but here's what I want you to do everybody understand this if you really want to make big money you need to know what you need to say at the time you need to say it by the way you need to know five different ways to close it you really want to be unstoppable it's a method I call 5x5 if if you're in my training system I've got five different ways to overcome every single objection you

get if you asked me to personally coach you oneon-one I'd sit down I'd say hey what are the top five objections you get in your industry as soon as you told me by the way I'd only TR I wouldn't only train you on objections I would teach you how to speak too but before we would do that we'd write down the top five objections and we come up five different ways to handle all five of those and that right there would automatically put you way ahead of everybody else okay hey good job good job I

want him I want him hey all right here we go hey all right listen hey I'm going to hit him with the phone objection all right all right you ready so here we go I'm going to hit him with the phone objection all right because we're on Automotive we'll move around this going to be a phone objection now here's the deal I enter a credit application okay on a vehicle 2018 Dodge Ram I enter a credit application I'm a client and he calls me he's like hey Andy great news I got a way to go

now did I enter a credit application yeah he's got my credit I'm seeing if I can get approved for it okay now I want you to call me cuz let's say you looked at the credit you got a way to go I want you to call me and I just want to hear some of that language you ready ring ring I answer this Andy hey Andy how you doing it's Roger over at BMW Tampa how are you Roger what's going on buddy I got some great news that 2018 Ram that you were looking at yes

sir well we just had that traded in a customer came in on a BMW took care of that vehicle one-owner vehicle I got a clean fax on it we got both keys it's an amazing vehicle I see you has some interest just want to find out if 2:00 or 3:00 works better for you so we can put a deal together Roger you're the man I'm grateful for you hey by the way Roger what's my payment going to be uh your payment is going to vary depending on what kind of down payment what kind of you

know how you want to set it up I've seen payments you can be at low as 400 a month or you could be you know higher depending upon what what what you want to put down as far as your down payment so we can work all that out yeah I'm really not want to put any money down can you give me an idea you know that at that point right there we have your credit app yep yeah I can definitely give you an I can give me an idea of payment so give me an idea

what turn or you look at 66 months 72 84 I can give you a whole bunch of different different options okay so here's what I want to do I want to ask you guys a question do we really want to get into this on the phone no okay but we're getting into it yeah okay so I want to teach you a word track in which you'll never have to get into it by the way listen to me I'm going to explain this to you in every industry I'll roll with you guys today but I want

to explain to you how 100% of the time I can overcome this and I need you to understand this once I start saying depend on what kind of down payment how long you want to finance it all that right now what I'm doing is that I'm opening the case of numbers to be work on the phone does that make sense okay do me a favor everybody say no big deal no B deal when people hit you with an objection it's no big deal all they do is got a little bit of concern okay so who

needs to have certainty you you Now's the Time listen to me if you don't want someone to look in the room don't crack the door we're cracking the door remember this I tell you this and I know he's been doing this for a long time and I know that he leads a team so pulling him up here and him having the the courage to get up here there's a lot of leaders that aren't sharp on this stuff so I love this I always say something the winners in the room will always run to pressure they'll

always be the first person to run in the middle of a deal to see if they can handle it you know why because they're not they don't care and I love that that's that's called courage is no big deal in fact I got five trucks waiting for you when you come down and my friend John runs a fa goml store we can help you out with that yeah okay you guys ready for a word track yes okay everybody say I'm so glad you asked that so glad you that when somebody says hey what's your best

price we're not going to go oh well we're gonna say so glad you asked that you know why it's no big deal it's no big deal I need you guys to understand what you're going to say before the the time even comes to say it and I need you to be dangerous to saying it so when he says hey Andy what's my payment going to say be I'm going to say I'm so glad you asked that now listen to me I don't want you to write it down yet this is easy I'm so glad you

asked that our licensed finance department Roger uses a very strict budgeting system that ensures that listen Roger you don't ever have to worry about your payment being too high as a matter of fact most of our customers that had the same concern as you in the past actually left with the much lower payment than they were expecting getting to know you here on the phone Roger we're phenomenal in that area you don't have to have any concern what time can you make it in can he come in right now would afterward be best you guys

hear that did I show any concern did I make sure that I made sure that he felt certain that if he did come in that he wouldn't have to worry about what' I say I said I'm so glad you asked that I said our license finance department uses a very strict budgeting system that ensures that you don't ever have to worry about your payment being too high you think a car dealership can give a customer a payment higher than afford anyways no they can't there's got to be some guidelines so I say I'm so glad

you asked that our licensed finance department us a very strict budgeting system that ensures you never have to worry about your payment being too high as a matter of fact and I love saying that because I'm reassuring him as a matter of fact most of our clients that had the same concern as you in the past I'm third party closing him now they actually left those people actually left with a much lower payment than they were expecting getting to know you here on the phone we're phenomenal in that area you don't have to have any

anything to worry about what time can you make it in right now or would have to work be best you guys like but do you guys like that word track okay now listen to me how do I know that because I learned it you know what I know I'm going to tell you a secret 99% of people who have a sales job in this room started their job and after a year stopped learning and this is why they never make any more money I see them go up 20 grand go down 20 grand go up

50 Grand go down 5050 Grand do you guys understand we're in sales I mean I mean I'm asking do you guys really understand do you know that you can leverage sales by the hundreds of thousands game by the millions game do you understand that you don't understand it because if you did you'd be the top 1% in the industry and everybody would know [Music] you 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

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