Empower Your Business to Close the Sale in IS Standard Documents

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okay guys in this video i'm going to give you three simple steps to close every sales deal hey guys what's up so in this video i'm going to teach you three simple steps to close every cell's deal now listen i want you to understand this okay what i like to do this is a whiteboard everybody knows andy elliott for whiteboard work i love it it's an easy way to teach and to teach hypothetical so like if this happens this is how you do it in this one i'm going to show you kind of like a graph let's just take a line here real quick and if you've ever been around a great closer or a great salesperson they've probably taught you some strategies to do well well number one let's just talk about this this is going to be open okay this is going to be where the cell would open right like you meet somebody okay whether it's on the phone or in person whatever this is going to be the close this is very simple to understand because this is the timeline of a deal it's that easy so number one sell step number one how do you take control in the beginning cell step number one this is the the first tip you gotta take control within the first two or three seconds i didn't say two or three minutes i said two or three seconds right look if you can't take control right out the gate all right which means when i meet somebody i'm like man how you doing like number one welcome to the store welcome to my home i'm so glad you're here hey what's going on with my eyes with my tonality with my voice with my body language with all of my being i'm not welcoming to a dealership or a store welcome to my home this is my place glad you're here i show massive amounts of love and guess what happens i will start to take control and they will follow me okay but if you walk up like a cough and dead asleep hey how are you doing how can i help you guys today look i'm going to tell you right now they're going to interrupt you and they're gonna take control that's step one step one write this down i like to write as i'm training with someone else okay in the first two or three seconds we're taking control so we're gonna put here take control okay all right so after you go and you lead them which is what taken control is guess what you'll be able to go into part two this is part one part two which is going to be really simple go through and go through some fact find qualify you can call it intelligence questions look find out some stuff about your customer about why they're here today so number one you can surface their dominant buying motive write that down look dominant okay what does dominant mean that means the number one thing they're dominant buying motive all right now look i want you to think about this real quick okay if somebody's trading in the car and maybe this time they want something a little bit bigger something that sits a little higher off the ground better safety lower miles right better gas mileage it's going to get better it has a warranty on it now their old car doesn't maybe redesigned body style looks a little bit nicer ride smoother i don't has more options look all those things could be great and i will sell all of those things but maybe there could be a dominant buying motive right something that's really important to them and something like that would be hey we're having another kid we've got three kids we're having another kid we're in a car we need a third row it's not an option not to have a third row vehicle from this point forward they got to have one that is a dominant that means that all the other things are great and all those other things that you sell them on they can envision them wanting on their new vehicle and that can make them want to pay more money right because you're increasing the value but the dominant buying vote would be they got to have another seat it's the most important thing to them so part two needs to be this learn how to ask great questions okay learn how to ask great questions look people have problems okay you want to make every sale go down find people's problem and solve them it's that easy that's how you get paid okay well how are you gonna do that well number one you gotta have control and then when you have control when you ask great questions what will they do they'll happily answer all of your questions now let's go to the last part let's say that they say this car right here by all the information you found or i believe that beautiful car you gathered all this information and you go show them this vehicle you're excited about it you're jacked up you're happy man you feel like a billionaire you're just telling my gosh man in this nice look how awesome this is i'm so glad you're here your family is amazing based on everything you told me this is the perfect vehicle let's go drive it you ask for their business everybody's excited and what are you gonna do after driving the car you're going to ask for the business now watch this look at this asking for their business and the clothes you're getting pretty close to finishing the deal look you're two-thirds of the way two-thirds if you can just do these first two right all you got to worry about is this last one and your goal so what do you do right here what you're going to ask for their business hey let me ask you if i could get the deal 110 to your satisfaction right would you want to take it home maybe that's you maybe you're like hey guys look it looks like you love the vehicle you said you love the way you drove look man how do you want to title the new vehicle in your name or in both your names get them with the old title clothes doesn't matter to me you're hitting them with the little trial closing guess what they tell you they tell you no okay now when they say no you guys know i'm the king of overcoming objections that's what i do i live in that zone i'm battle tested i've trained for two or three hours every day so should you but guess what let's say the guy says hey appreciate it andy look me and my wife we just need to get out of here and we need to talk about it and then you go into the wife clothes or you go into the we need to think about it closely we need to talk about it close and you go to overcome it once they say no you always overcome it okay but if you can't listen to me listen pay close attention this is the most important part or number three if they say no again look notice i said again which means the second time you don't need to ask why again at that point that'll be irritating look here's what you do know overcome it you should be able to move on with the deal and go here but if they say no andy we appreciate it man but we really feel like we truly need to think about it together at that point i'm not going to ask for their business again write this down don't ask for their business again after two knows what you need to do is you need to circle around again circle see right here questions what questions did we ask i'm gonna go back to early on within the deal when i went to my investigating stage and guess what they did they asked they told me some answers when i asked some questions about what they needed and i'm gonna circle real quick and i'm gonna sell everything that they told me back to them within 30 seconds okay follow me so the guy's like i'm like hey man if i could get the deal right would you be happy to take it home andy appreciate it we really need to think about it okay cool listen of course you need to think about it look i haven't given enough information not to think about it look what i'd like to do give you a quick five minute proposal of all the numbers that way when you go home you got something to think about that be fair man appreciate it andy look i just feel like we're not ready to go to that next step yet okay no overcame no hey look totally understand always hitting with with the softening statement watch us a softening statement what's a stopping statement it's where you agree with them hey man i totally understand look the reason why i showed you the vehicle that i showed you was when you came in here today right you guys told me you got the new little bun and the oven coming right and in two or three months you're gonna need a new vehicle why because you got to have an extra seat and it's not safe if you don't we can't put the baby on somebody's lap so it's not a matter of if you guys need to buy a car it's just when right in the winds when the deal's right right so what i would like to say is i know buying a vehicle is a planned event especially for a family you guys thought about what some numbers needed to look like at the kitchen table you came in today and you told me x y and z was important to you well the car i've shown you has x y and z in it so i'd like to ask you this right if i could save you some time and money and the vehicle has everything you want would that offend you in any way if i could save you some time and money would that upset you no let me show you and in the end it's your decision would that be fair all right andy show us what it looks like bam baby gotcha and how did i do it i did it by a little three-step system number one i took control right number two what did i do surface their dominant buying motive ask great questions get great answers i figured out what they needed what they wanted but what they needed okay needs and once two different things then when i ask for their business if they say no i'll go to overcome it which means i got to be deadly at objection handling if they say no again i won't say well come on guys would you just give me a shot what if i did get the price cheap enough if i could get you more for your trade would you do it guys don't go into that yet okay all you're doing is overselling you're going into a desperation state and guess what they can smell it and it's it's come from a state of weakness hold control don't give it back circle back around to the questioning stage and then guess what ask great questions okay you did now you have all the info surface the information back to them serve it to them again it reminds them in a 30 pitch why they're there again remember it's really easy before someone goes to buy something that they re that they forget why they're there and then that they remember that they're about to go into negotiation okay or about to go into the dealership and buy some so i try to remind them hey man you guys went through all the thought processes at home to come out to make it this far because you wanted x y and z well the fact is is that the vehicle we're looking at is x y z and look you're not just buying it from somebody you're buying it for me you know i'm going to give you world-class customer service and serve you at all the highest levels that are important to you and your family look it's not a matter of if you're going to buy its win and the win is when the deal is right right so if it could save you some time and money would that offend you in any way without such it anyway no thank goodness done you do the deal one two three step system guys if you want to become deadly at selling shoot me a text message i would love to help you i would love to help you if you look in the description box below you'll see 10 training courses i teach people how to make a half a million a year selling cars my last year i made 716 grand listen to me if you're making a buck and a half 150 000 a year selling cars good job that's that's amazing but you're not even scratching the surface and by the way if you're making less of that text me but if you want to go to the top and you want to be a legend and an icon in this industry which you can be can teach you how to get there shoot me a text i'd love to meet you 918-210-0254 subscribe subscribe guys share the video with the friend if you know somebody that can use it share it right now see you guys soon