Empower Your Finance Team to Close Sales Over the Phone for Finance

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I need all that for 167 a month you game damn hey guys I'm just telling you right now he's good he's good hey guys what's going on this is going to be the closing and objection handling stage now you'll see this screen this is where we left off last time now if you notice this before we handle each one of these objections one by one what we're going to do is we're going to look at this top payment okay because I want you to understand a lot of people are are budget buyers right I'm not going to say budget but like they're payment buyers they get payment conscious right like I'm doing the 900 I see the 1067. you showed me what Edmund said it was going to cost right and and I'm still like a little bit I'm gonna call it sticker shot like sticker shot but I'm like oh man you know like I I believe you but it still seems a little too high okay let's go to the payment first then we'll go through these individually is that cool that's great okay let's so let's let's start here I absolutely love that right and we are talking 900 to 1067. that's a big bump 167. you know you work in some uh Highline environments that's not that big of a bump but it's a big bump yeah it depends if you you know if you're working on a Ford store when you sell Ford Fiestas you're like thousand dollars a month what are you selling no if you sell Diesels or high lines you already know what we're talking about yes they're expensive for a reason they're worth it right so this is what we're talking about and this is where a lot of F and I managers go wrong in my opinion the budget the payment uh objection it's the best one but when we think back on that last video Andy's like sounds good but I can't afford it so a lot of f i managers what they'll start doing is they'll start cutting off all the ancillary products that they're not comfortable with right they're just they're gonna go oh well most of my customers don't get this stuff yeah and then they'll go for these and you go for the low hanging because it's comfortable and easy man we're gonna shake the tree and we're going to get every piece of fruit out of that damn tree 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 gonna tell you the best way to get a hold of me shoot me a text message right now 918-210-0254-918 21 zero two five four I'll help you with whatever you need I got you back for life let's get back to the video you guys come to get all the profit today dude I'm getting paid all the money if I'm gonna be here today right so this is a question and you can think about this as your F and I products but I would encourage you when you go back and you get that payment objection to use this same word track with the customer I think it's gonna a lot of value and it's hard to argue with so I call this the too good to be true clothes right so Andy what if I told you I was gonna just come up and give you a a 167 dollars a month okay now I want you to understand this behind Dennis here he's got this right here remember they're at 900 which is the Baseline payment and then one 1067 with all this yeah that makes sense that's it so now Dennis go back to that Dennis what if you told me what so what if I told you I'm just going to come up Andy and I'm just going to give you a 167 dollars a month what would you think I'd be like heck yeah dude does it almost sound too good to be true yeah probably means there's some strings attached right yes yeah like most things when things are too good to be true sometimes there are some conditions that need to be met in order to get it so let's talk about this so we're talking about 167 dollars so if I'm going to give you this hundred and sixty seven dollars this is the list of things I need you to do for me if my car breaks down I need you to send a tow truck tow it into the shop cover the cost of that tow when it gets there I need you to pay for the diagnosis and oh by the way I'm gonna need a rental car when I get there because I still got to get the kids to soccer practice I still got to go to work and then once you figure out what's wrong with it I need you to cover 100 of the parts a hundred percent of the labor any taxes that go along without any shop supplies regardless of how long or how much it costs I need that getting taken care of okay and I need a rental car until you got my car back in my driveway the other thing I need from you Andy is I just need you to guarantee if this car gets totaled out I need you to guarantee the entire loan gets paid off in full plus the deductible my insurance policy so I'm not out anything for that right also what I need you to do is when I need an oil change tire rotation multi-point inspection brake pads rotors belts batteries hoses wiper blades on and on and on I need that taken care of and when I show up at the shop I want a rental car where you're taking care of that okay also if I get a door ding I want it popped out I curve my wheel I want it fixed looking new if I bend or crack these 22 inch wheels because you can't lose with 22s you need a new tire I need those replaced too my car gets stolen I need 10 grand to put down on another one okay I lose the key I want those cut program my windshield gets broke I need the brand new OEM glass so my driver assistance technology and everything works I need all that for 167 a month you game damn hey guys I'm just telling you right now he's good dude listen for 20 seconds right for 20 seconds by the way you may ask why is Dennis teaching me this Dennis she worked for Zurich for how long eight years eight years taught trained he's in a huge company now guys listen to me there is a reason why I have him here with me okay because he's a Savage he's extremely good I've never in my life heard that close I've been in the business for 25 years and not only did I not hear the clothes because I understand the concept right but number one the way you delivered the way you executed it listen you know what I mentally did as he was talking to me mentally was he looking at a menu did I hold anything up for him to see no he mentally went down each one of these one by one in his mind which only tells me that he is a professional and that there's two rules to being great number one learn your business better than anyone else and clearly he knows it better than anyone and then number two try to figure out how to kick your own ass every day wear your holes in your game okay and the way you present something is the way I perceive it does that make sense the way he just presented this without seeing that and mentally took me through a journey and the whole time I'm thinking hey yeah sir I want you to pay 167 and you say hey cool and then you start saying I'll give it to you all I need you to do is that if my car breaks down or if this happens make sure that you do this as he's going through this list I'm like dude you couldn't give me a thousand bucks and I would do all that yeah is it too good to be true Everything has strings attached so I'll go ahead and give you the 167. all I need you to do is this man I'm going to say this the way he presented that was dangerous they can learn that if you can learn that that will work 10 for 10. and let me tell you about this little objection handling skill maybe you're in a situation where you don't have room through the bank to add all those products and that's a reality right but what you can do is you shift that word track and you remove some of those other products and then you just layer on heavy on the VSC or Gap or whatever the product is you have room for yeah right and this is good and then you pivot back to the Edmonds true cost to own it sounds worth it but really what we're talking about we're taking care of all your repairs and maintenance not the ifs the wins you're getting everything ifs wins whatever you need and we're only really talking about Seventeen dollars more a month what you're gonna have to set aside and then that way you're locking in your car's resale value because it's going to look good run good that way you're going to get top dollar and it's not going to make your next car more expensive let's wrap this thing up that's it man not number one I we don't need to say anything else on this okay there's a million different ways that you already know am I right ways your managers have taught you this is a new way number one if you say well I know I've heard that before okay let me ask you a question and I'm just going to say this can you repeat what he just said do it you see that right there is what separates the great separator from the winners from the losers okay you did you did a great job but number one I'm just telling you if you just memorize this it's like here's the test here's the answers to the test you need to have this memorizing next week and you need to be able to say it the same way he said it with that kind of certainty and if you do I can't imagine anyone anyone ever saying no to any amount of money and I said any amount of money because as you're walking me through this journey I'm adding up you know like dude I don't I don't want your money now you know what I'm saying because I don't want that then I'm like wait a minute I'm about to take on that yeah okay cool we'll take it it's a small price to pay for certainty man oh my gosh dude so anyways listen hey guys we love you that right there was deadly I'm telling you from doing this for 25 years that was one of the best word tracks I've ever heard my entire life in finance and you got to witness it lie hey guys I just want to tell you the true one percenters 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 training videos dropping I'll see you soon