Closing a sale over the phone for R&D

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look when you're on the spot and like i'm hitting you live right now you may say andy this is a little uncomfortable listen what you do when your back's against the wall is really your true level of skill okay so the question is how do we slow the sell down when the customers want to speed it up would you guys agree customers want to speed it up get the information get off the phone salesman wants to slow it down ensure the appointment make a connection and make sure that you're not going to shop anymore and you're coming to see me is that right all right so i'm going to teach you guys a little trick you guys cool with it i want you to write this down everybody write this down great greeting just in case i didn't get a chance to meet everybody in the room but i'm going to cover two things hope you're having the best day of your life this is andy with jack your cooper how can i help you today listen guys get look you don't get to make a second first impression make sure that you let people know you love your job you're passionate about your job and you're going to serve them great if they came in look guys i'm telling you right now so many people don't start treating people good until they commit to doing something with them what if you guys gave massive amount of value before you asked for anything you guys would get a lot more wouldn't you guys listen to me it's a unified front between all dealerships right now prices are higher than a cat guys nobody's getting a good deal right now you know who they're going to buy from who they like period in the story you guys right now have to be more likable and have to have a better personality than you have ever had in your entire life ever and if you guys can do this you will be unstoppable period so watch us ian you're gonna call hope you have the best day of your life this is ian how can i help you hey ian i was calling to get the information on the 2018 f-150 ian just like you did who do i have the pleasure of speaking with guys write it down step two who do i have the pleasure of speaking with there's nothing tricky right here this isn't advanced selling the third step is where you're gonna win but if you don't get their name it shows me you don't care who they are is that right look look hey have you ever had somebody meet you and then they're like hey hey hey you're like dude you don't even know my name what if they said you know ian and as i call you ian you know that me and you are connected now what if i kept saying hey guy in the white shirt you'd be like dude screw this guy man he didn't even know my name listen to me treat people how you guys want to be treated okay once i have an interaction with you it's my job to know your name it's my job for us to do business and have a relationship from this point forward number three this is simple listen pump the brakes everybody write that down pump the brakes you got to have a word track to slow the cell immediately okay what's that word track let me give you the word track i used you don't have to have the same exact one but here's what i say hope you're on the best day of your life this is ian how can i help you ian's like hey i was calling that 2018 f-150 i'm like oh my gosh ian that's an awesome vehicle by the way who do i have the pleasure of speaking with ian's like this is ian i'm like ian it's so awesome talking to you hey by the way i just reset my computer it's going to take me about 45 seconds and i'm going to get you all the information you need on that truck where you calling from today ian have you had the chance to drive one of these yet oh my gosh what are you currently driving now and then guess what happens ian did you notice i just pumped the brakes was it weird was it weird was there anything weird nope you never even caught it you know why because i told you 45 seconds and i'm going to get you all the information you need everybody's like well 45 seconds that's no problem but watch this i don't care if it takes 45 seconds or five minutes i'm in control now i'm gonna make a relationship with you why because once i get the relationship once i let you know how awesome i am once i really get to know who you are once i let you talk for a little bit so i really understand really what this person's doing in the market what their dominant buying motives are then i'm going to do a 30 second sell and then i'm going to go for the appointment now watch let's go the other way let's go the normal one 99 the rest of the world like the sheep way the sheep hope you're having a great day this is andy hey i was calling to get some information on that vehicle watch this you got the stock number because i don't know my inventory because i haven't walked it in weeks even though we have less cars than we've ever had okay guys does that sound stupid listen if you ask somebody do you know the stock number can i ask you a question should you guys know your inventory so well when somebody tells you something you automatically fire back sir are you talking about the pearl white 20 2018 f-150 36 000 miles navigation sunroof right knee deep and tread 22-inch wheels fox shocks you talking about that one dude you got some good taste buddy i like that i like you already what's your name see listen to me you want to be the best in the world or you want to be like everybody else look most people are going to have the same life next year that they had this year don't be most people i watch people make appointments with people who don't show i watch people who make real appointments and then they make one more call to some other salesman and he makes the connection you didn't and they don't show no more we are like alcatraz no one escapes