Empower your business to close sales deals in Vendor negotiations

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hey guys how you doing it same dle I'm here today with my man Tony Clyde so good hey check this out guys so look we're doing a four part series over closing and negotiating so we're calling it closing in and go 101 these are the four or five basic closes that will help you make a ton of money now listen because you know something doesn't mean that you know how to do it okay so what I would like to do is is I'm gonna make this video today we're going to talk about price three different forms of price that will really help you and so it says hey I think the price is too high guess what after this video you're gonna be able to handle it eighty percent of that there will be no more fear you will never have an issue again now Tony is gonna be my little roleplay partner here and I want to show you the reason why I have Tony is and I say little role play programs they bigger than me but my point is I want you to know that you need to have a roleplay partner somebody to work with and the way that you're watching us work today is the way that you need to work now look I do the master clothes or seminar four times a year this is the bait this is it in the master clothes of summer this is the basics that every salesmen in the country should know and what I teach and what we're going to teach today is called money justification closing and negotiating so let's get into it today we're gonna go over the prize so basically is a little brand new series one this is going to be series one of four okay so when we're done with this video over the rest of this week I'll release two three and four series one is going to be all prize series two is gonna be all payment I think the payments to a series three is going to be trade in I want more from my trade in and then series four is going to be I need to think about it or maybe even during negotiating when you got the money out on the table all of a sudden the customer gets cold says I'm gonna need to get back with you guess what I'm going to show you how to overcome it okay so that way by the end of the week you guys are ready to start killing it and making some money and taking your life to the next okay there's a billion things that I can teach you I think that this week just these basics will help you guys during the negotiating and obviously most of us get paid off gross some of you are off volume but even if you're only just paid off gross guess what this is gonna change your life like crazy but if you're like I get paid off volume well guess what if you can't close them do they buy No so when there's friction in the deal right if there's and when I say friction you need to guide the customer don't fear an objection objections are gonna come Tony's gonna say no I'm not worried about it you know why because I'm confident as a closer and as a negotiator and you've done a good job the first 90 percent of the time building value making them fall all over the vehicle the last 10 percent of the time we collect a hundred percent of the money this is where you do it and remember it may not always go exactly this way but this needs to be your process so at least you have a way that's tattooed on your heart how you're prepared to handle it and then the other 20% if there's any unforeseen things that fly in guess what you're okay your skills elevate and so you're good so today I'm gonna write down just some simple numbers let's make a price of 89 okay and let's also put a payment down here of 399 a month now today this isn't going to be a payment close today's going to be about price but I'm not sure how they pencil in your store whether it's a Foursquare whether they do prize payments or whatever but bottom line is I see 90% of the stores that I fly out in training every week they set a price and they have a payment on them okay and if there was a trade we'd throw it's right on there too so we're just going to kind of work it this way and I'm gonna go over the 3-step system let me go over the first step with you and then I'm gonna do it by the way you understand so 90% of our people so just to give an example I trained to store last week the question I asked them was what is your finance penetration in the store that means out of 10 people that comes and buys a car right how many of those people financed how many must be they cash that's a good question to go after your finance department say hey what's our finance penetration in the store and you're more about and maybe they say well it's about 80 percent what that means is if 10 people come into your dealership and buy a car a dozen more financing so if a tour financing would you agree probably 8 out of 10 or concern with payments and not the price because they're not writing a check for the car yeah absolutely so guess what if their payment buyers you must check the payment when someone says the price is too high right cuz I call it a smokescreen but let me show you how I'm called a payment check okay so Tony I got great news 1893 99 sign here I'll get you to course way enough for you any I appreciate it but I think that price is too high okay Tony other than the price or are you okay with this 399 payment no I think it's a little high okay awesome how close can you come to 399 like Friday 350 okay about 300 cool 300 so you say you can afford about 50 more few new cars that right correct boom at that point you know what I'm doing I'm flipping the paper over I'm taking Tony straight to a payment clothes and I'm never gonna talk about price again here's the question was Tony really saying that the price was too high no what would Tony was saying is that he thinks that if the price were to come down the paper will come down with it too so guess what that's what I call a payment check that is the first step in checking the price notice I said other than the price are you okay with the payment now I draw attention to the payment my goal is of hoping that he bites on payment so I can take the payment and close them on payments price has never brought up again but if I was to flip over and said hey Tony other than prize right are you okay with the payment and Tony was to say hey I'm cool with the payment right no I'm not worried about the payment I just think that the price is too high guess what now it's not a payment issue you okay we'll take that off there what it really is is it's a price issue right so if it's a price issue we always respond by now kind of move through here eighteen nine three nine sign here let me get you the car cleaned up thank you any but I think that price is too high okay when you say the prices you are I'm sorry well I move before I go fast other than for i sir you'll pay for 399 payment well the payment is fine I just think that prices do fine awesome my bad so say alright Tony when you say the price is too high would you mind being more specific why you think the prices do not oh well I just think the price is just too high okay let's stop now listen what did I ask Tony I asked Tony a simple question when do you think the price is too high would you mind being more - this is after I did the payment check when you say the price is too high would you mind being more specific why do you think the price was too high listen why I didn't ask why I did say white things - I know no no not in combative very neutral right neutralize the situation what's the way I work with Tony so Tony tell me since price direct Tony when you said the price - I and I just repeated it back that away neutralizes amande it lets them know that I'm listening to him when you say the price is do I would you mind being more specific why do you think the price is denied that might dare allows Tony to understand that I'm not doing this with them it's a whooping collaborative relationship right and anytime you're negotiating you'll hear I watched I listened to Chris boss all the time the FBI negotiates to talk about collaborating together right it's not you versus them at you guys doing it together so I repeated what he said to me so they know that I was listening to him I neutralized it and then I said when you say that would you mind me more specific why you Diaz Gianna Tony says this he says well I just think it's too high so what does that mean when someone doesn't give you a specific reason like this is why I think it's too high and they say why just think it's too high what are they doing they're just probing for a better deal I mean how many times think about this just salesmen go in on a car deal and a customer says I think the price is too high then the salesman starts dancing around and see he gets nervous he starts talking about viado and in a and all these things the customer is just probing for a better deal don't fall under their trap because when you start talking and panicking guess what they see you panicking and they eat it up what when you say the price of July would you mind be more specific why you think it's too high hey I just think the price is too high okay Tony first of all number one now realizes program for a better deal this is completely my fault okay we've been together for a while and I've made a bad mistake here first of all number one we've learned that 90% of our customers they actually want to get the best price apart and then the other 10% still we're gonna go she ate Hangul unfortunately we find it disrespectful and untrustworthy you see Tony I'm looking for a further relationship to just today with you and your family if I was to mark this price at $3,000 and then bring it back down $3,000 even though you felt like you won is that trustful no see I'm looking for a further relationship than just today Tony have I offended you your family anyway by giving you my best price upfront if I offended you guys in any way ma'am sir - did you in any way no no anything goodness appreciate you you'll sign right here I'll get you your car cleaned up and again I apologize for that and then what would you like your first plane to do towards the beginning of the month the middle of the month what's gonna work best for you in your family always you remember this during the negotiation okay people will remember the last thing you say in time negotiation works if I talked to Tony right what did I do I automatically went in for clothes have I offended you in any way am i giving you my best price up front Tony says no I've already handled the fact that 90% of our customers want the best price up front I've explained to him that this is my fault I use it empathy close and then guess what I did whatever I said thank you so much for not offending you I didn't say are you okay to buy it would you like to sign here no I said hey Tony sign here let me get your new car cleaned up and I forgot to ask you when would you like to set your first payment dude right no one really payments are due 30 days right so was that okay just sitting in a month for would that be fine maybe you're doing ship offers 45 days to your first payment so you say something I hate telling would you like your first thing to do in 30 days or six and a half weeks what would be better just move in deflect okay so that's how it's done and that would be no motive Tony did have a motive he's just probing for a better deal that's step two on the price of July okay let's back in to the very last stage which is - I want Tony you say hey well I saw what about $1,500 cheaper down the road this is where we're going to go into the purchase price versus the ownership price close it's very simple in a seated position have I had to write much here no no you know why because I don't need to these are word tracks that go have tattooed on your heart I'm sitting if I was in a chair I'd be sitting needed neewa Tony I would be turned towards him I would be down low I probably even have my hand out as I'm speaking with him and guess what needed me in a seated position don't go across desks get your chair and come around to him why because this closing is lethal like this I always say if you can put your arms around somebody guess what you can close ones like a football if you can touch it you can catch it right yeah you can't touch it I get it why you couldn't catch it but if you can touch it you can catch it okay you see sometimes in the NFL these guys will just touch a football and they'll pull it in and catch it that's how great closers work that's how master closes work all right so let's move into the very last part this is gonna be the ownership price okay so let's do this so Tony eighty-nine sign here for you Dan I know because you never cleaned up any thank you but I think that price is too high okay other than the price are you okay for 319 yeah I think the payments okay okay Tony when you say the prices tonight would you mind being more specific why you think the price is doing well I saw a similar vehicle just like this but it was $1500 lives okay I gotcha so let me and I watches you guys have a piece of paper to work sheet right flip it over and start working your deal on the backside watches so Tony let me write this down just to make sure this isn't working anymore sorry about that let's go to blues it's my magic number flip over the back side of the piece of paper and that will always draw an X and what that means is this I'll say so let me make sure I understand exactly what you're saying 18 9 this is us and then you're saying you saw one at 17 for down the road at ABC motors is that right right ok awesome so with our score telling we do 127 points ervice inspection I'm explaining this to you this is the purchase price of the car this is how much the car would cost today we took this car in and we did 127 points service inspection what happens is we get a hundred twenty seven point service inspection we end up probably most of the time spending a good amount of recon maybe $800 plus okay sometimes Morenstein cars have fifteen hundred dollar spent on recon why because it's important for us to make this car brand new for you and your family when you buy a car don't you want that dealership to be high in all the critical areas that are important to you in your family yeah great that's us okay also we do everything that the ice can and cannot see I said can and cannot so when you park these two cars next to each other if they're tire signed up and they're both clean and they look the same it doesn't mean that they are the same one car may have the transmission flushed underneath it and may have been fully serviced the other one may have had not have had that stuff done well my point is you're gonna probably own this car for how long three years maybe four you probably the trade cycle okay so the global is the purchase price on our cars eighteen nine our goal is over the next three years that you own the vehicle other than oil changes right we don't want you to spend any money out-of-pocket eighty nine plus zero money the purchase price okay which is right here this is the purchase price is how much across today the ownership price right right would actually be eighty nine Tony if you were to buy a car once can ask this question for three thousand dollars and let's say here to drive it for six months and the transmission was to go out and it was to cost three thousand dollars for the transmission how much would that car cost you $6,000 awesome how much did you pay for it when you bought it three thousand so you're saying it's possible to have a three thousand dollar per this price in a $6,000 ownership price see see Tony 90% of our customers have agreed that the ownership price is actually the real money spent on the vehicle sometimes a purchase price could be a Daniel n carrot and we could get confused let's talk about ABC motors for a second a lot of stores around our area only do 27 point inspections as you compare that to where we're at Tony guess what obviously they're gonna be spending less money in their service pit department let's say they spend $200 in their service department guess what happens can you even afford to put a make instead of a pop tires on that car that may pop when you drive off the lot no no so guess what they only do things that the eyes can see they don't touch what can't be seen you know why because their deal is they don't want to be high and all the critical areas and are important in your family you know what they want to do they want to put out the cheapest cheap Tony price on the market why so they go bite on it because if they don't sell it within 30 to 60 days you know what's gonna happen that car's gonna go back to the auction and they know if they spend too much money here on servicing and guess what happens they can't take it back to the auction and get their money back out of it because the option don't care about the service so you know what happens they're more concerned about losing money than taking care of you in the long run so since they do the things is only the eyes can see what can't be seen guess what because a car wasn't serviced to be like new for you and your family that's what happens short cutting small promise great big problems but 17 four plus two thousand dollars spent over the next three years because the car wasn't serviced to be like new treating your family but you've been on the load dangling carrot guess what 17 four plus two grand that's right I'm not the best at math but that's 19 for plus time and inconvenience in the service station I don't how would you make an hour but just start to add that up on top of that so I talked about this is the purchase price this is the purchase price and then today my ownership price at the 89th their ownership price would be 19 for plus time and inconvenience and not to mention if something was to happen big because the small things not being done right that could continually even - more than that so the purchase price is important but that's a one-time spin the ownership price with the real money spend because that's the money you spend in the long haul you work or for money you put your money in the bank and just like you want to buy $3,000 our car here in another costly 6,000 the purchase price is 3,000 the ownership price of 6,000 this is what we commonly see and I want to tell you this this is the way you buy cars at other dealerships with us here we like to be transparent we put our best prices up front and I hope I didn't offend you by putting our best price up front but showing you how or high in all the critical areas in important of your family would you agree with great business you can afford to be a little higher in price as long as your great business and the way normal businesses work they're cheaper in price but they're also cheaper in all the areas and that in the end up in to the cost me more money right or wrong right see Tony so what I would like to do with this vehicle is put in your driveway I would love to sell it to you and in three years from now when you don't spend any money you've had a great experience would you not come back to me and buy every car that you buy for a short sure but if you buy this vehicle and I'm spinning this money out of pocket are you gonna go back there again or you just want to complain that car dealerships rip you off and they don't service or cars well right you see this is a way everyone else does business and this is the way that we've done business and I'm so glad we met so Tony at eighteen nine 399 sign here let me get your new car cleaned up and I apologize I forgot ask me would you want to set your first thing to do towards a beginning in the but the middle month what's going to work best for your family at that point I'll deviate again now I want to tell you something now back up let's see how you handle it if somebody was to say I think the price is too high there's one cheaper down the road I get that you have the auto tools I get it but listen could I pull the be auto tool out as a secondary form of closing and close after this absolutely listen you guys can continue to stack these things but I want to ask you this how many dealerships have the auto tools every one of them so and another dealership across the street there was a Salesman that pulled the same be Auto pitch and now you're pulling it do you want to be different than other salesmen around you and be a one-percenter and be a master closer or do you want to be just like everyone else out there you want to be different the things that I teach you will show you how to be different than everyone else everyone all your managers most people around are saying hey that they say the price is too high we know out of 200 cars viado says this is number 4 and ranking your customers don't care about that technology is beautiful pull that in as secondary closing behind this now Tony says Lin I see that but I still think it's too high ok time that whoa whoa let me show you this right here but also can I tell you this how about actually closing and selling and being great at negotiating do you have to be the cheapest in price to sell people a car no you have to give them a reason and an excuse why they should pay what you're asking and they'll pay it do you think people want to pay $4,000 iPhones hell no they pay it could they buy cheaper foam somewhere else yes but it's packaged so well and it's explained so well that they say yes and buy at 250 payments so here's my point people always want to better deal but you know what they want more than they want a better deal they want someone to be able to walk them through the process of the process with no friction no combativeness right someone who's a professional and a skill learn this like the back of your hand watch his video a hundred times over and I will tell you this okay you will elevate your paycheck paycheck 10x nobody's perfect you're gonna mess up and you probably will fell on this your first 20 times doing it but on your 21st just start hitting big grosses let me explain this to you it's called the compound effect this is why I have Tony with me this week going to the negotiating because I want to show you guys that you have to find a roleplay partner you have to find somebody that believes in you and somebody who's serious about going to the next level just like you are so guys I hope this helped this is negotiating over price Tony's with me today I want you guys to meet him he'll be with me all the time I want you guys to kill it have a blessed day and I hope this help go make some big gross in text me