Optimize your business sales funnel in Vendor negotiations

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this is going to be a 34-year veteran takes on andy elliott let's go [Music] [Applause] 34-year veteran my man takes on andy elliot on a price objection are you ready all right so my man all right jesse you sell chevy's and dodges yes am i right yes sir all right cool this is the deal for you i'm gonna give you the ultimate test right now okay and you got to close me on this all right jesse's looking at a new my bad jesse i'm looking at a new truck because i'm your customer i'm looking at a fifty thousand dollar chevy okay it's got five thousand dollars in discounts and i can buy it for forty five thousand dollars from you this is your proposal to me okay okay but i've seen a dodge down the road at a different store that was priced at fifty thousand dollars that has an eight thousand dollar discount and it's 42 grand jesse this is going to be the objection you sell chevy's you want to lock me up right here okay i'm saying to you jesse i want you to match the dodge price down the road and if you can do that you can earn my business come on you want me to answer that yep jesse you sell chevy's yeah both i sell both uh-huh but we're going to act like you don't i want you to say i'm going to show you okay all right you guys ready all right guys now listen to me follow me this is going to be something i don't care what you're selling right somebody's always going to say they sold a better deal somewhere else right everybody's always going to say your competitor's got a better price am i right yeah okay when they say that your competitors got a better price where do you go you know they try to get you to play in that match me bullcrap game right yeah we're not playing that okay and that's what i'm playing with you okay so again we go into my man 34 years experience taking on big daddy right here and closing jesse hey jesse appreciate you man it looks like that's a great deal but i found a dodge that they're giving 8 000 off i can buy for 42. if you'll match the dodge price on your chevy i'll do it if not i'm going to go buy the dodge down the road i understand that andy my vehicle you drove you go to the chevy they're both everybody makes a great car let's face it um i've done some homework of my own and as we were talking on the demo ride i'd ask you if you've been the military and you said you hadn't been okay well a thousand dollars of that discount there's military discounts that you won't qualify for well i've already been there jesse they've got the truck ready for me i can just go down there and sign papers on it right now i bet you can but i promise you when you get there they're going to i've already been there i understand why why aren't you driving it though i just want to give you a shot on the chevy bye chevy this is not my price this is the vehicle you drove the vehicle this is the vehicle you decided you like you want it it has everything you want you know what three thousand dollars but it costs five thousand for me that's not my best price i want fifty thousand i want five thousand dollars more because that's the best price i cost i come with five thousand dollars because i don't even know what that means the service after the sale i want to get you that's the price i'm worth five thousand dollars jesse i might as well just go by the dodge i don't know what you're saying okay so so what i was trying to do tell him is that my service after the cell was going to be worth more than that but hey jesse listen focus shake it off come on shake it off a little nervous i know close me jesse okay i understand andy so i'm at 50 000. jesse 45 you're at 45 000 on your truck match the 42 and we got a deal trigger where after the whistles yeah hey hey hey am i right is this real yeah okay so it's real is this a real objection you guys get all the time i don't care what you sell there's some form of this am i right okay so what do you do when this happens are bigger discounts the way to go no jesse that's the question do you like it jesse jesse jesse come over here come over here show me that okay yes answer i'm here to do that okay but i want to show you something hey jesse let me ask you a question right obviously you're saying that the dodge is cheaper am i right or right yes yeah jesse do you like cheap stuff no why did you start with the dodge on the cheaper stuff you don't even like cheap stuff but you keep talking about my buddy said drive the dodge before you buy i've always been a chevy man so i got it number one if you wanted the dodge you'd already bought it all right correct but number two let's talk about this how long you probably going to keep this truck two three years four years stuff like that five years okay and you're gonna be financing am i right or right half of it okay cool so when you buy it let me show you something jesse you see this timeline okay see this this is time this is the money one two three four five that's going to be the five years that you said you're gonna own this truck am i right or wrong yes at the end of five years what are you gonna do you're to trade it back in right and then you're going to buy something else when's the last time you talked to a salesperson you talked about the deal he was willing to make you today and then also what it looked like when you traded back in probably never until you met me let me show you something so you got your dodge yes sir it's 42k you got your chevy it's 45k now jesse i get how we could get hung up on three thousand dollars but what it is you've earned you've worked hard for this money whether it's 42 or 45 you've worked hard for would you agree yeah when you drive this dodge today off the lot at the 42 grand do you think the dodge is going to become worth more money or worth less money which one that's right it's going to depreciate when you drive off the lot there's year one there's your two there's your three there's your four there's your five would you agree that's a depreciation cycle when you're going to trade it now at the end of the five years if that dodge was going to be worth 18 000 and you could see that today that would be nice now let me ask you a question if dodge is given eight thousand dollar off on new dodges what do you think that did to the people that bought them last year do you think it made their cars worth more money or worth less money less that's right and you want to purchase a dodge that's going to continually discount their market big time so on the trade cycle on the flip side they're worth less money no jesse you're a smart guy so with the chevy when you buy it it's going to drop the same correct but the difference is jessie because chevy doesn't discount their vehicles like dodges they hold better on the market so with that being said when you're ready to trade it back in if it's worth 25 000 jesse i'm not the best at math but if it's a seven thousand dollar difference on the resell side you have to pay three grand more today you're still winning by four grand on the chevy plus it's the truck of your choice because you're here you'd about to dodge if it wasn't so when i hear you say that you want me to match their price what i hear you say is that money's a real concern to you right or right right and if money's a real concern to you don't you find yourself saving the most money with the chevy yes thank you jesse not only do i say this today but you better make sure i'm here doing business with you then is that fair it's great man you guys see that that's what i picked that's how it closed listen hey this is no this is depreciation yeah you guys have to be able to draw depreciation charts like this the more rebates