WEBVTT - Scholars Corner: HOW TO BE A TOP SALESPERSON 0:00:00.040 --> 0:00:03.600 An illegal alien from Guatemala charged with raping a child 0:00:03.680 --> 0:00:07.480 in Massachusetts. An MS thirteen gang member from Al Salvador 0:00:07.720 --> 0:00:11.840 accused of murdering a Texas man of Venezuelan charged with 0:00:11.920 --> 0:00:15.840 filming and selling child pornography in Michigan. These are just 0:00:15.920 --> 0:00:19.680 some of the heinous migrant criminals caught because of President 0:00:19.720 --> 0:00:20.159 Donald J. 0:00:20.239 --> 0:00:21.200 Trump's leadership. 0:00:21.480 --> 0:00:25.079 I'm Christy nom the United States Secretary of Homeland Security. 0:00:25.440 --> 0:00:29.200 Under President Trump, attempted illegal border crossings are at the 0:00:29.240 --> 0:00:33.080 lowest levels ever recorded, and over one hundred thousand illegal 0:00:33.120 --> 0:00:36.920 aliens have been arrested. If you are here illegally, your 0:00:37.040 --> 0:00:41.160 next you will be fined nearly one thousand dollars a day, imprisoned, 0:00:41.479 --> 0:00:42.160 and deported. 0:00:42.600 --> 0:00:43.800 You will never return. 0:00:44.120 --> 0:00:47.120 But if you register using our CBP home app and 0:00:47.240 --> 0:00:50.120 leave now, you could be allowed to return legally. 0:00:50.479 --> 0:00:52.720 Do what's right. Leave now. 0:00:53.040 --> 0:00:57.400 Under President Trump, America's laws, border and families will. 0:00:57.200 --> 0:01:00.000 Be protected sponsored by the United States Department of Homeland Security. 0:01:00.120 --> 0:01:01.680 So now we're going to go into a very important 0:01:01.680 --> 0:01:04.760 topic for business, but not just business. Once again, I 0:01:04.760 --> 0:01:08.520 can't stress this enough. Salespeople have a bad reputation. Any 0:01:08.560 --> 0:01:11.960 type of salespeople, right they feel like you're like pushy 0:01:12.160 --> 0:01:14.399 or you're taking advantage of somebody. But sales makes the 0:01:14.400 --> 0:01:17.480 world over. Everything is being sold. If you buy a grocery, 0:01:17.560 --> 0:01:19.720 somebody's selling that to you in one way or another. 0:01:20.319 --> 0:01:22.880 It's not a hard sell because you need to buy it, right. 0:01:22.920 --> 0:01:24.720 It might be a soft selle, but it's still a sale. 0:01:25.080 --> 0:01:26.600 So if you go to a job and if you 0:01:26.600 --> 0:01:29.920 have to sell yourself, if you're trying to impress a meet, 0:01:30.480 --> 0:01:33.600 you have to sell yourself. Right, it's all sales. It's 0:01:33.600 --> 0:01:37.800 all sales. So all right, Obviously as a car salesman 0:01:37.840 --> 0:01:40.479 in the car industry, you have to master the art 0:01:40.480 --> 0:01:42.960 of selling if you're going to be good. Right, So 0:01:43.200 --> 0:01:47.400 can we talk about selling? Can we talk about some objectives, 0:01:47.440 --> 0:01:50.440 how to overcome them, and different things that you've seen 0:01:50.440 --> 0:01:51.600 in the industry. Yeah? 0:01:51.600 --> 0:01:52.040 Absolutely. 0:01:52.240 --> 0:01:53.760 I Mean one of the things I like we talked 0:01:53.760 --> 0:01:57.120 about earlier was if your goal is to help somebody, 0:01:57.880 --> 0:02:00.560 it's a lot different than trying to sell somebody. So 0:02:00.840 --> 0:02:03.440 asking questions. You know, you've all heard this where people say, oh, 0:02:03.520 --> 0:02:07.360 sell me this pen right, Well, it is funny because 0:02:07.840 --> 0:02:11.200 I've never heard the actual pitch when somebody said, you know, 0:02:11.360 --> 0:02:12.920 somebody's pen. They go, okay, do you need a pen 0:02:13.040 --> 0:02:14.320 or do you want to write a check? Whatever it's 0:02:14.760 --> 0:02:16.200 I was on an interview once and I got and 0:02:16.240 --> 0:02:18.440 a really cool guy who I loved dearly. He's a 0:02:18.440 --> 0:02:20.600 dear friend of mine. One of the hardest interviews, he 0:02:20.639 --> 0:02:22.320 told me, is the hardest interview you ever gave anybody, 0:02:22.360 --> 0:02:24.640 And it was. It was a lot of fun. And 0:02:24.680 --> 0:02:26.600 he turned to me, this is before Wolf of Wall Street, 0:02:26.600 --> 0:02:28.200 and he said to me, hey, sell me this stapler. 0:02:29.200 --> 0:02:30.280 And he put it in front of me and he 0:02:30.320 --> 0:02:31.840 handed me the stapler and he looked at me, and 0:02:31.880 --> 0:02:34.600 I sat back and I looked at the stapler. I 0:02:34.639 --> 0:02:38.880 started laughing and took the staple and I put it down. 0:02:38.919 --> 0:02:40.400 I said, let me ask you a question before I 0:02:40.480 --> 0:02:43.320 show you stapler that I have. Let me ask you 0:02:43.320 --> 0:02:45.320 a question about what you're going to be using the 0:02:45.320 --> 0:02:48.519 stapler for. How many pages are you stapling at a time? 0:02:48.880 --> 0:02:51.679 You're speaking three papers, four papers? Are you stapling three 0:02:51.720 --> 0:02:53.840 or four hundred papers at a time? Because the stapler 0:02:53.880 --> 0:02:56.120 I have here may not be the right stapler for you. 0:02:56.280 --> 0:02:58.960 So I started asking questions to find out what it 0:02:59.000 --> 0:03:01.760 is he's looking to accomplished before I started selling him 0:03:01.760 --> 0:03:02.799 that stapler or that pen? 0:03:02.960 --> 0:03:03.160 Right? 0:03:03.400 --> 0:03:05.919 So are you signing important documents? Are you just think 0:03:06.040 --> 0:03:08.800 you just need something? Do you lose pens frequently? Right? 0:03:08.880 --> 0:03:10.680 I'm not going to sell somebody five hundred dollars pen 0:03:10.960 --> 0:03:14.040 if they just known for something they losing their pens frequently. 0:03:14.080 --> 0:03:16.000 I'm going to sell you a pack of pens for 0:03:16.080 --> 0:03:18.680 five hundred dollars, right, So this way, if you lose them, 0:03:18.760 --> 0:03:20.639 it's okay, right, Or I'll sell you two packs for 0:03:20.639 --> 0:03:21.560 two hundred fifty dollars. 0:03:21.600 --> 0:03:21.840 Right. 0:03:21.960 --> 0:03:24.799 So that's me to ask the questions up front. That's 0:03:24.840 --> 0:03:27.560 going to help you help the customer find out what 0:03:27.560 --> 0:03:29.920 the customers. So let's say the customer's driving, you know, 0:03:29.960 --> 0:03:31.560 you want to ask them what they currently use the 0:03:31.639 --> 0:03:34.600 vehicle for. Who's in the vehicle. Somebody may say, well, 0:03:34.600 --> 0:03:37.480 I'm a real estate agent. Okay, do you show clients' houses? 0:03:37.520 --> 0:03:38.640 Do you pick them up and take them? 0:03:39.040 --> 0:03:39.440 Yeah? I do? 0:03:39.560 --> 0:03:42.200 Okay, So is that person primed for a coup or 0:03:42.200 --> 0:03:43.360 a car with a small back seat. 0:03:43.360 --> 0:03:43.840 Probably not. 0:03:44.080 --> 0:03:46.560 They may want to suv or larger sedan, right, So 0:03:46.600 --> 0:03:48.400 then you kind of just help guide them to what 0:03:48.440 --> 0:03:51.400 it is that is just options and let them make 0:03:51.440 --> 0:03:52.040 the decision. 0:03:53.080 --> 0:03:55.680 Yeah. I think that that's very important because so if 0:03:55.680 --> 0:03:58.320 anybody's not familiar, I'm a financial advisor. That's what I 0:03:58.320 --> 0:04:01.800 do for a living. So we learned early on, Like 0:04:01.880 --> 0:04:03.440 I've been doing it for eleven years, so, but early 0:04:03.440 --> 0:04:07.800 on I had training, right, and long story short, I 0:04:07.840 --> 0:04:10.880 see it happened a lot in my business, especially for 0:04:10.960 --> 0:04:13.080 new people that come in right, because it's commission based, 0:04:13.160 --> 0:04:15.800 So you're hungry to make a sell, right, and you 0:04:15.920 --> 0:04:18.120 end up trying to sell somebody a product that they 0:04:18.120 --> 0:04:21.360 may or may not need, right, But you doing what's 0:04:21.360 --> 0:04:23.039 in the best interest for you. You're not doing it was 0:04:23.040 --> 0:04:25.080 in the best interest of somebody else. But it comes 0:04:25.080 --> 0:04:28.200 across right. So my thing is like it's like going 0:04:28.240 --> 0:04:33.040 to the doctor. I can't subscribe medication without actually know 0:04:33.080 --> 0:04:35.120 what's going on. So like the first meeting that I have, 0:04:35.160 --> 0:04:36.840 the first conversation that I have with my clients, I 0:04:36.839 --> 0:04:40.240 don't actually talk about any product at all because I 0:04:40.279 --> 0:04:42.400 don't know what's appropriate. I need to know what's going 0:04:42.400 --> 0:04:45.440 on first, and then from there, if you need to 0:04:45.440 --> 0:04:48.960 buy something, you're going to sell yourself. Because once I 0:04:49.040 --> 0:04:54.120 explain the process and different things that may be beneficial 0:04:54.160 --> 0:04:56.120 to you, and then you'll say, Okay, yeah, actually I 0:04:56.160 --> 0:04:59.120 need to do this. You need to psychologically when you 0:04:59.160 --> 0:05:02.440 know you need to do some it's much easier than 0:05:02.480 --> 0:05:05.680 trying to convince somebody. And that's the biggest mistake I 0:05:05.720 --> 0:05:09.599 see with sales, especially like I said, young salespeople, people 0:05:09.760 --> 0:05:12.200 just getting in the business, is that there's they push. 0:05:12.240 --> 0:05:13.920 You don't have to push. You can't push. 0:05:14.000 --> 0:05:16.360 Yeah, gosh, I guess this question would be for both 0:05:16.360 --> 0:05:19.120 of you when you see doubt in somebody, like what's 0:05:19.160 --> 0:05:21.400 the step right? Because I'm sure there'll come times in 0:05:21.440 --> 0:05:24.599 cars salesmen and your profession is for sure they'll be 0:05:24.680 --> 0:05:27.719 doubt and people aren't sure what's the next technique. 0:05:27.800 --> 0:05:31.360 So the way I look at is if someone's not sure, right, 0:05:31.400 --> 0:05:34.240 if they have that doubt, it's because we haven't answered 0:05:34.360 --> 0:05:36.120 all the questions and it may be a question that 0:05:36.160 --> 0:05:38.400 they don't know they have. And that's what you have 0:05:38.480 --> 0:05:40.800 to uncover the objections. So you're going to ask some 0:05:40.920 --> 0:05:43.520 questions that are going to lead in to the customers saying, hey, 0:05:43.520 --> 0:05:44.200 you know what this is? 0:05:44.240 --> 0:05:44.800 What this is? 0:05:44.800 --> 0:05:48.160 Actually what the real issue? It's the underlying issue that's 0:05:48.160 --> 0:05:48.839 holding them back. 0:05:49.600 --> 0:05:52.920 Yeah, And for me, I never forget the most important thing. 0:05:53.000 --> 0:05:54.680 One of the most important things I learned early on 0:05:54.800 --> 0:05:57.680 is somebody told me about the hidden objection. The haden 0:05:57.720 --> 0:06:01.520 objection is when they don't tell you nobody. People are 0:06:01.600 --> 0:06:04.960 very funny, right as far as it's human nature. You 0:06:04.960 --> 0:06:07.320 don't want to hurt somebody's feelings. But we're just in 0:06:07.400 --> 0:06:10.200 brain like that, right. So instead of this happens all 0:06:10.240 --> 0:06:12.520 the time outside of business too. You take a girl 0:06:12.520 --> 0:06:15.039 on the date, you don't hear back from her. She 0:06:15.120 --> 0:06:17.839 doesn't tell you that your breaths think that's why she 0:06:17.839 --> 0:06:21.320 doesn't want to help you again, right, she'll just c yeah, 0:06:21.400 --> 0:06:24.080 exactly right. But there's a hidden objection that happens all 0:06:24.080 --> 0:06:27.600 the time in sales where people don't express what really 0:06:28.520 --> 0:06:31.560 is holding them back. So that's up to you as 0:06:31.560 --> 0:06:35.239 a salesperson to get in the forefront of the hitting objection. 0:06:35.560 --> 0:06:35.760 Right. 0:06:36.000 --> 0:06:40.320 So that's difficult because you don't know what it is, right, 0:06:40.360 --> 0:06:42.640 but you got to kind of use your creativity and 0:06:42.720 --> 0:06:45.000 say okay, usually come down to a few different things. 0:06:45.200 --> 0:06:48.000 Money is ninety percent of the time with the issue 0:06:48.080 --> 0:06:50.760 is right, and somebody can't afford to pay for something. 0:06:51.320 --> 0:06:53.680 They won't tell you they can't afford to do it. 0:06:54.560 --> 0:06:57.600 It's just won't do it. But and then they won't 0:06:57.640 --> 0:07:00.800 respond to your your emails, your text mess instead of 0:07:00.880 --> 0:07:02.440 just being out front and just saying, look, right now, 0:07:02.480 --> 0:07:05.599 I don't have enough money. Nobody wants to be feel embarrassed. 0:07:06.320 --> 0:07:11.160 So that's up to you to give them different options. 0:07:11.200 --> 0:07:12.760 So that's one of the things. That's one of the 0:07:12.760 --> 0:07:14.640 things they teach you in sales. They always have three options. 0:07:14.920 --> 0:07:18.160 This is very important. Three options. And if it's on paper, 0:07:18.320 --> 0:07:25.640 it should be color coded green, blue, red, or red blue, green, red, blue, green, 0:07:26.360 --> 0:07:32.000 because reason being red is a no go. We're psychologically 0:07:32.200 --> 0:07:34.360 trained for that, right, So if you stop your red lights, 0:07:34.440 --> 0:07:37.560 everything red is no use as well. Blue is a 0:07:37.680 --> 0:07:41.280 very neutral color, and green is go. You want to do. 0:07:41.320 --> 0:07:45.080 The highest priced item is green, the lowest priced item 0:07:45.200 --> 0:07:48.040 is red, and then they're realistic what they probably can 0:07:48.160 --> 0:07:53.720 afford in the blue. Nobody wants to do the lowest option. 0:07:54.080 --> 0:07:56.760 Nobody psychologically nobody ever wants to do the lowest. Nobody 0:07:56.760 --> 0:07:58.600 wants to be the dumbest person in the room. Nobody 0:07:58.640 --> 0:08:00.720 wants to be the fattest. You're okay being a second. 0:08:01.040 --> 0:08:04.000 That's what everybody's okay with being your second. 0:08:04.480 --> 0:08:06.520 Just don't want to You're okay being the second dumbest 0:08:06.560 --> 0:08:08.080 person in the class, right, you just don't want to 0:08:08.080 --> 0:08:11.520 be the dumbest person. You're okay buying the second. Like 0:08:11.560 --> 0:08:13.240 somebody said this about the wine, Like when you go 0:08:13.280 --> 0:08:17.280 to a restaurant, the wine that sells the most is 0:08:17.320 --> 0:08:21.440 the second cheapest, because nobody wants to buy the cheapest wine. 0:08:21.480 --> 0:08:23.760 Nobody wants no one wants to look like they can't 0:08:23.760 --> 0:08:24.080 afford it. 0:08:24.600 --> 0:08:27.679 You bout the second cheapest, you don't really break the bank. 0:08:27.760 --> 0:08:29.640 It's still in your price range, and you feel good 0:08:29.640 --> 0:08:33.520 about yourself. That's the trick for salespeople. It's all about positioning. 0:08:33.559 --> 0:08:36.160 You could sell anything if you position it correctly right, 0:08:36.679 --> 0:08:39.640 and you don't make people feel like they're going out 0:08:39.679 --> 0:08:43.120 of their budget. They're right in line. It's all about 0:08:43.200 --> 0:08:45.319 you gotta, you know, kind of stroke the ego. So 0:08:45.559 --> 0:08:48.239 I say that to say, when you give somebody options, 0:08:49.120 --> 0:08:51.000 that's the way to get out in front of the 0:08:51.080 --> 0:08:53.680 hitting objection. Because if the price is a hitting objection, 0:08:53.760 --> 0:08:55.800 it's like, okay, now I've given you three prices. One 0:08:55.800 --> 0:08:58.319 I know you definitely can do one you probably should 0:08:58.400 --> 0:09:02.120 do and one you really can't do. That's my take 0:09:02.160 --> 0:09:02.400 on it. 0:09:02.800 --> 0:09:04.679 Yeah, I never heard the color thing, but same thing 0:09:04.720 --> 0:09:07.760 with us. We give three three options and another thing 0:09:07.760 --> 0:09:10.480 you want to do is going back to certify. 0:09:11.840 --> 0:09:14.080 This episode is brought to you by P and C Bank. 0:09:14.480 --> 0:09:17.240 A lot of people think podcasts about work are boring, 0:09:17.440 --> 0:09:21.280 and sure they definitely can be, but understanding of professionals 0:09:21.360 --> 0:09:24.640 routine shows us how they achieve their success little by little, 0:09:25.000 --> 0:09:28.640 day after day. It's like banking with P and C Bank. 0:09:29.120 --> 0:09:31.920 It might seem boring to save, plan and make calculated 0:09:31.960 --> 0:09:35.040 decisions with your bank, but keeping your money boring is 0:09:35.080 --> 0:09:38.400 what helps you live or more happily fulfilled life. P 0:09:38.520 --> 0:09:43.360 and C Bank Brilliantly Boring since eighteen sixty five. 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Don't wait, don't hesitate. 0:10:56.240 --> 0:10:58.600 Let's Square handle the back end so you can keep 0:10:58.640 --> 0:11:01.040 pushing your vision forward. 0:11:02.080 --> 0:11:05.760 An illegal alien from Guatemala charged with raping a child 0:11:05.800 --> 0:11:09.599 in Massachusetts. An MS thirteen gang member from Al Salvador 0:11:09.840 --> 0:11:13.960 accused of murdering a Texas. Man of Venezuelan charged with 0:11:14.040 --> 0:11:16.960 filming and selling child pornography in Michigan. 0:11:17.320 --> 0:11:18.000 These are just. 0:11:18.040 --> 0:11:21.800 Some of the heinous migrant criminals caught because of President 0:11:21.800 --> 0:11:22.240 Donald J. 0:11:22.320 --> 0:11:24.720 Trump's leadership. I'm Christy nom the. 0:11:24.800 --> 0:11:29.400 United States Secretary of Homeland Security. Under President Trump, attempted 0:11:29.440 --> 0:11:33.120 illegal border crossings are at the lowest levels ever recorded, 0:11:33.440 --> 0:11:36.480 and over one hundred thousand illegal aliens have been arrested. 0:11:36.760 --> 0:11:40.320 If you are here illegally, your next you will be 0:11:40.360 --> 0:11:43.800 fine nearly one thousand dollars a day, imprisoned and. 0:11:43.720 --> 0:11:45.880 Deported, you will never return. 0:11:46.200 --> 0:11:49.240 But if you register using our CBP home app and 0:11:49.320 --> 0:11:52.199 leave now, you could be allowed to return legally. 0:11:52.559 --> 0:11:54.840 Do what's right, leave now. 0:11:55.160 --> 0:11:59.960 Under President Trump, America's laws, border and families will be protected. 0:12:00.080 --> 0:12:02.120 Sponsored by the United States Department of Homeland Security. 0:12:02.280 --> 0:12:04.200 Pre on. If you're giving a customer on a lease, 0:12:04.320 --> 0:12:06.520 or if you're showing a customer a a finance on 0:12:06.559 --> 0:12:08.920 a vehicle, a pre owned car, and you hit them 0:12:08.920 --> 0:12:11.800 with a number a lot of times, the finance numbers 0:12:11.800 --> 0:12:14.360 can be a lot higher than a lease payment, so 0:12:14.480 --> 0:12:16.480 giving them an option say hey, I know you didn't 0:12:16.520 --> 0:12:18.240 you mentioned you want a finance, but just so you know, 0:12:18.600 --> 0:12:20.400 if you were to lease out a brand new car, 0:12:20.600 --> 0:12:22.839 this is what the payment would be. And sometimes I say, 0:12:22.840 --> 0:12:24.240 wait a minute, that payment is a lot lower than 0:12:24.240 --> 0:12:27.319 this finance option, and it gives them that flexibility to say, hey, yeah, 0:12:27.360 --> 0:12:29.920 that's barely my target area, you know, and asking questions 0:12:29.920 --> 0:12:31.360 like you said, if you know what they're currently paying 0:12:31.360 --> 0:12:33.600 for their car, you kind of understand where they're okay 0:12:33.720 --> 0:12:34.520 being so right. 0:12:34.520 --> 0:12:37.160 So, now that you've cleared the dell, right, how do 0:12:37.200 --> 0:12:38.680 you become the Marianna of this deal? 0:12:38.760 --> 0:12:38.840 Like? 0:12:38.880 --> 0:12:41.240 How do you close this deal? How's it done for 0:12:41.320 --> 0:12:41.680 both of you? 0:12:42.280 --> 0:12:45.200 Well, you know, it's it's every customer is different. I'll 0:12:45.200 --> 0:12:45.560 tell you that. 0:12:45.640 --> 0:12:48.480 So it's I've went into deals, you know. One thing 0:12:48.520 --> 0:12:50.280 we do is you always see like a manager will 0:12:50.320 --> 0:12:52.240 come in if the salesperson can close the deal. A 0:12:52.280 --> 0:12:54.360 lot of people think that, oh, this is the closer, 0:12:54.440 --> 0:12:56.280 this is the guys, it's not the case. It's just 0:12:56.320 --> 0:12:57.880 sometimes it's a different face and I don't know if 0:12:57.880 --> 0:12:59.120 that's the same thing if you guys had that in 0:12:59.160 --> 0:13:01.560 the financial industry, somebody else will follow up and just 0:13:01.600 --> 0:13:04.480 touch base. Sometimes somebody is willing to tell me something 0:13:04.559 --> 0:13:06.439 that they just didn't want to say to the salesperson, 0:13:06.800 --> 0:13:08.440 and they may say, you know what, this is really 0:13:08.440 --> 0:13:11.520 what I wanted to be. So we meet every customer 0:13:11.679 --> 0:13:13.200 that comes in if they're not able to close it. 0:13:13.440 --> 0:13:15.640 And like I said, if you really look out for 0:13:15.720 --> 0:13:18.240 the person, that's going to increase your chances of helping 0:13:18.240 --> 0:13:20.320 the customer and be able to close deals more often. 0:13:20.760 --> 0:13:22.280 Like you said, ninety percent of the time it is 0:13:22.320 --> 0:13:24.000 priced and you have to work the numbers. You have 0:13:24.040 --> 0:13:24.839 to take care of people. 0:13:24.960 --> 0:13:27.440 So yeah, I think it depends on your personality too, 0:13:28.120 --> 0:13:30.680 So you can't be what you're not, and you kind 0:13:30.679 --> 0:13:32.520 of have to play to your strength. Some people are 0:13:32.960 --> 0:13:36.040 naturally just really aggressive people, right, That's not me. I'm 0:13:36.040 --> 0:13:38.040 more of a laid back person. So my selling style 0:13:38.120 --> 0:13:43.000 is passive, passive, but it's very important that at some 0:13:43.040 --> 0:13:46.480 point you have to close. You can't just string things 0:13:46.480 --> 0:13:50.320 out forever because it'll fall apart. So knowing when to 0:13:50.360 --> 0:13:54.640 close is a very delicate thing. Like for me personally, 0:13:55.080 --> 0:13:58.320 my sales process is a two meeting process, right. The 0:13:58.360 --> 0:14:02.120 first meeting is just I gather information, the second meeting 0:14:02.160 --> 0:14:04.240 I present, and then at the end of the second 0:14:04.240 --> 0:14:08.600 meeting there's a close at that point, right. Everybody's different. 0:14:08.640 --> 0:14:10.920 Some people like to close in the first meeting. To me, 0:14:11.120 --> 0:14:13.640 that's too aggressive, right. Some people stretch you out to 0:14:13.720 --> 0:14:16.520 three meetings. To me, that takes too long. So I 0:14:16.520 --> 0:14:20.840 think mastering your sales process for yourself is important in 0:14:20.960 --> 0:14:24.040 knowing who you are as a person. Me personally, I'm 0:14:24.080 --> 0:14:27.360 not like I said, I would strongly recommend not to 0:14:27.400 --> 0:14:30.800 be pushy, but some people like that, right, It's like 0:14:30.880 --> 0:14:34.360 our relationship. Some people like people that are aggressive, some 0:14:34.400 --> 0:14:37.920 people like people that are laid back. You really, you know, 0:14:37.800 --> 0:14:40.640 you kind of end. Also, every client isn't for you. 0:14:40.680 --> 0:14:43.080 That's something that's important as well. Right, you can't chase 0:14:43.160 --> 0:14:47.120 money because ultimately a bad client is not worth the 0:14:47.160 --> 0:14:50.400 money that you're gonna get. It's true, it's not worth 0:14:50.440 --> 0:14:53.040 it in the long run because they're gonna be calling you, 0:14:53.080 --> 0:14:54.680 they're gonna be handing you in the stress and just 0:14:54.800 --> 0:14:57.160 even the service work that it may take. You might 0:14:57.160 --> 0:14:59.080 make a little bit of money, but it's gonna cost 0:14:59.080 --> 0:15:01.000 you way more time. So I tell people all the time, 0:15:01.040 --> 0:15:02.720 the first meeting that I have with people, I say, 0:15:03.520 --> 0:15:06.280 this is for me to fill you out, to see 0:15:06.280 --> 0:15:08.640 if you're a good fit for me, and for you 0:15:08.880 --> 0:15:11.240 to see if I'm a good fit for you. I'm 0:15:11.280 --> 0:15:13.800 not trying to get every single person that walks into 0:15:13.880 --> 0:15:19.280 my door when you take that approach. Another psychological trick here. 0:15:19.760 --> 0:15:23.200 There's a reason why the pretty girl or the handsome 0:15:23.240 --> 0:15:27.360 guy whatever, they always have people lined up to date though, 0:15:27.880 --> 0:15:32.040 the reason being is because they're hard to get psychologically. 0:15:32.600 --> 0:15:36.520 Once you actually get the girl, it's not the same 0:15:36.880 --> 0:15:40.200 the girl that constantly rejects you. We chase after that. 0:15:40.800 --> 0:15:43.840 The girl that we can easily get, we look right past. 0:15:44.240 --> 0:15:46.680 The same thing with sales. I know to get Bernie 0:15:46.760 --> 0:15:50.000 Madoff when I watched this movie and I read some 0:15:50.000 --> 0:15:52.320 stuff and they were saying that when he became so 0:15:52.440 --> 0:15:54.640 big to get money, like he would turn people down, 0:15:54.840 --> 0:15:57.640 like they would say, like they were begging they wanted 0:15:57.640 --> 0:16:00.600 to work with him. Yeah, because now if he approaching 0:16:00.640 --> 0:16:02.840 it like give me your money, I need your money, 0:16:02.840 --> 0:16:05.680 they're looking at it like no. Psychologically, he's like, I 0:16:05.720 --> 0:16:07.920 don't need your money. When somebody tells you that they 0:16:07.960 --> 0:16:10.520 don't need you, you want them more, you know more. 0:16:11.240 --> 0:16:13.720 So that's another trick for salespeople to understand as well. 0:16:13.720 --> 0:16:15.560 You have to kind of position yourself to make it 0:16:15.600 --> 0:16:19.720 seem like you're the real asset. Your clients need you 0:16:20.240 --> 0:16:21.600 more than you need your clients. 0:16:21.680 --> 0:16:24.240 Well, that comes to the inventory also, so you'll see 0:16:24.240 --> 0:16:26.240 that with certain vehicles like let's say the g Wagon, 0:16:26.320 --> 0:16:29.360 the big Issu Vidam, people are paying top dollar for 0:16:29.360 --> 0:16:31.520 that car because you just can't get it. And you 0:16:31.560 --> 0:16:33.360 got people calling around the dealership saying, hey, do you 0:16:33.440 --> 0:16:35.360 have this car and stock whatever it is, I'm gonna 0:16:35.360 --> 0:16:37.720 pay it because I want that particular car. 0:16:37.960 --> 0:16:39.800 So it does drive the market. 0:16:40.760 --> 0:16:46.480 True, Yeah, that's some hacks. That's psychological hacks right there. 0:16:46.480 --> 0:16:48.560 You definitely got to And it's funny you mentioned not 0:16:48.640 --> 0:16:52.240 being pushy, but to that point, I'm not a pushy 0:16:52.400 --> 0:16:53.160 type of person. 0:16:53.320 --> 0:16:55.360 I think you guys can see that. I'm pretty easy going. 0:16:56.040 --> 0:16:59.200 But sometimes you need to nudge people, right. I can't 0:16:59.200 --> 0:17:04.280 tell you how many times the person was everything lose perfect, 0:17:04.440 --> 0:17:07.359 the car, the color of the price, the equipment, the dealership, 0:17:07.440 --> 0:17:10.680 everything was just right, and they just we're still hesitant. 0:17:10.760 --> 0:17:14.520 It's like this fear of commitment, right, And sometimes you 0:17:14.640 --> 0:17:17.560 just have to let people know, say listen, it's. 0:17:17.480 --> 0:17:18.359 Okay to say yes. 0:17:19.400 --> 0:17:20.719 And I'm telling you, I can't tell you how many 0:17:20.760 --> 0:17:22.960 people I've asked people said, let me ask you a question. 0:17:23.040 --> 0:17:25.800 If you said yes right now, what would happen? And 0:17:25.840 --> 0:17:29.000 they go nothing, I'd have the car, like, would you 0:17:29.000 --> 0:17:30.160 be comfortable with the monthly payment? 0:17:30.200 --> 0:17:30.360 Yeah? 0:17:30.400 --> 0:17:32.240 Would you be happy with the monthly would you be 0:17:32.280 --> 0:17:34.359 making life changing decisions over that monthly pay? And they 0:17:34.400 --> 0:17:36.919 go no, I'd have a brand new car and I go, 0:17:37.080 --> 0:17:38.080 so let's do it, and they. 0:17:38.000 --> 0:17:41.840 Go okay, there're the keys. They go okay, and they're surprised. 0:17:41.840 --> 0:17:42.959 They're like, you know what, I just bought a car. 0:17:43.000 --> 0:17:45.080 And those are the happiest people in the world, because 0:17:45.080 --> 0:17:49.240 sometimes they need that little nudge, not pressure, but nudge 0:17:49.240 --> 0:17:50.000 to say yes. 0:17:49.840 --> 0:17:50.399 That's the truth. 0:17:50.840 --> 0:17:52.080 The fact that you just said that it made me 0:17:52.119 --> 0:17:54.679 think of like I've taken a few people like you 0:17:54.720 --> 0:17:56.960 know that I've become the person that, oh, you must 0:17:56.960 --> 0:18:00.000 know about cars. And when I'm like, yo, this dale 0:18:00.080 --> 0:18:02.320 is done here to come to keys, and they're like real. 0:18:02.520 --> 0:18:04.880 I'm like, yeah, you just got a new car, like real, 0:18:05.000 --> 0:18:06.920 Like yeah. 0:18:06.840 --> 0:18:10.920 We're psychologically trained to be fearful. Ever since we're kids. 0:18:11.520 --> 0:18:13.880 We're like told not to talk to strangers, and then 0:18:13.960 --> 0:18:15.720 like we you know, we go to school all day 0:18:15.800 --> 0:18:19.040 and then it's like so we're not used. Very few 0:18:19.040 --> 0:18:22.040 people like me, y'all do anything. I make a lot 0:18:22.080 --> 0:18:24.240 of bad decisions that way, but sometimes it works out, 0:18:24.480 --> 0:18:27.280 but for the most part, people are very scared. That's 0:18:27.320 --> 0:18:29.679