Overcome Objections in Sales Process

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hey guys what's going on it's Andy Elliott in this video this is gonna be a life-changing video for you right before the client goes to sign the paperwork they're going to try to bail out right and they say ah you know what Andy I need to think about it I am going to show you how to bring them back to the deal and close them down check it out all right guys so check this out this is really important okay and I wrote this up here I need to think about it I put on the pencil okay we talked about I need to think about it on the lot right right before we're going inside I've taught you guys what to say how to get them inside this is going to be we're inside and we're on the pencil the pencil is the FourSquare it's the worksheet it's whatever they call it in your store it's where we're going over the numbers when we're going over the numbers there's going to be a price on the piece of paper there's going to be a trade-in if there is one on the piece of paper and then obviously there's going to be a monthly payment does that make sense so I'm sitting here with you and I'm like hey great news Andy I got a way to go I'm going over all my numbers and I'm talking and guess what happens the old smooth customer wants to say I need to think about it Andy okay by the way I'm going to do a video and I'm going to show you how we can do I need to get back with you or it's getting late lots of different ways this is going to be a specific one when someone says I need to think about it now listen to me I want you to do me a favor I want you to grab a pen and a piece of paper and I'm actually going to teach you this word track and I want you to understand something so grab a pen grab a piece of paper once you understand something that I need to think about it is a stall okay it's not real they don't really have to go home and think you've showed them the numbers now they're wanting to stall your goal right now is to surface write this down surface the real objection okay that's it that's all your job is and I'm going to give you the word track to surface it every single time if you'll do what I say and you'll say it just right it'll work perfect 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 going to tell you the best way to get a hold of me shoot me a text message right now 918-210-0254-918-210-0254 I'll help you with whatever you need I got you back for life let's get back to the video so hey Mr Miss customer great news here's all the numbers I'm going over everything with you man guys let's rock and roll here we go and we're talking back and forth like and you know what man we need to think about it what we're going to get back with you hey number one I totally understand I want you to write that down I totally understand listen Mr Mrs Johnson I've been doing this for a very long time I want you to say that I've been doing this for a very long time it's your first week don't say it okay but I'm just saying me I'm just like have been doing this for a very long time and what I've learned is when somebody says they need to think about it what I've learned is that it's either one of two things okay number one you're no longer interested in the vehicle but I definitely know that's not it because we wouldn't have made it this far if you wouldn't have liked the car so it leads me to believe that it has to be number two and number two would be that something's concerning you within the numbers of the deal Mr and Mrs Johnson what is it that's concerning you the most is it the price the payment or the trade-in which one which one is it and be quiet and they're going to say well it's the payment and you can say hey I totally understand let me show you how affordable your new vehicle is flip the paper over go straight into a payment close if they say Andy it's the trade-in I say hey I totally understand let me show you how we've arrived at the top value for the trade-in turn it over flip over the paper and close the deal and if they say I don't know Andy it's the price you can say hey and then you go right into your price objection which I like I've taught you guys but what are they doing now they're telling us what they needed to think about clearly there's something unresolved or there's a feeling that they have in their stomach that is unsettled okay write this down this is important we're going to go through this close one more time but you got to understand this people buy when two things happen number one logically what you say makes sense that's when they'll do it or number two which is a great one is people have the gut feeling that you're the person they need to be doing business with or your company is the place they need to be doing business with so what do we want to do number one we want to keep the flow State good with you and the client no hiccups okay nice and smooth number two we want to make sure that we surface the real objection how to find the real objection I need to think about it don't be an idiot and say this they say Andy we need to think about you say well what do you need to think about I'm sure you noticed like with a crab right if you see a crab and it's in a shell when you go to try to grab it what does it do it goes back in its shell am I right and then when you get away from it it comes out and then when you get close it goes back in this is what a client does when you challenge what do you need to think about let me give you an example what an amateur does an amateur a customer goes oh Andy I need to think about it and then guess what happens they say oh well what do you need to think about and then guess what happens the client's like I don't know I just need to think about it they say well what do you need to think about guess what crab goes back in its shell okay you don't want it to go back in its show you want it to stay out you want to have a conversation with it are you ready to see how this is done hey Mr and Mrs customer I'm going over all the numbers and they say I need to think about it you say number one I totally understand listen I've been doing this for a long time and when somebody says they need to think about it what I've learned is that it's either one or two things number one you're no longer interested in the vehicle but I definitely know that's not it because we wouldn't have made it this far if you didn't love the car so it leads me to believe that it has to be number two that something's concerning you within the numbers of the deal what is it that's concerning you the most is it the price the payment or the trade-in Mr Mrs customer which ones concerning you the most which one payment I totally understand let me show you how affordable your new vehicle is this is your old car right now this is your new one boom go right into a freaking payment close okay you guys get me are we back in business now are we doing the deal now yeah we are who's back in control by the way who kept the pressure out of the deal you did who's kept it fun who's kept the deal advancing for it you did good job okay because amateurs can't do that can I ask you a question did I go get my manager did I run off and go Mr manager I need help and run out of the office no hey write down something for me real quick since we're teaching today okay every time you leave your customer and you leave the office you know what the customer does talk crap on you have a chance to reset okay your goal is to stay in front of them until you can close them and every time you walk out do you think they're like oh my gosh I hope he doesn't come back in here and ask us for more money but if he does maybe we should do it no they're not saying that they're like what do you think babe this is more money than we talked about paying I don't know what do you think they start falling apart that's the reason why the dealership pays you so much money is so you can stay in there and help work it out with these people okay so please understand this as I'm trying to teach you guys to close I'm trying to teach you to be a professional and stay in there and actually defend the pencil and earn your money take good care of the customer right and do a good job right guys if you can do what I just taught you to do you'll make a lot of money and not make these amateur moves like everyone else trust me if you follow me if you trust me if you believe in me if you study my content you will become the best so guys at this point right now I've hoped to give you some value I know you've given me some of your time and I and I'm grateful for it I can't say thank you enough also I want to tell you that I'm positive I'm absolutely 100 positive that there's a better version of you inside of you and there's a person inside of you that you haven't met yet I've created a program called project 500 that teaches sales Pros how to make a half a million a year if you're not training currently on Project 500 then I know that you're not getting paid what you're worth and also you don't know everything that I know and that's my goal to teach it to you so you can be the best in the world and go get your best life I have a life right now that I never thought I could have I kept training and studying and I learned that the only way to wealth was through self-education if you'd like information on my project 500 training text me it's so cheap you can wipe your butt with it shoot me a text 918-210-0254 I mean give it to you again text me 918-210-0254 say handy my name is Sarah you know tell me about yourself I've been selling for three years I've just started selling whatever it is okay just say I'm ready to go to the next level and I want to be the best in the industry the top one percent give me some information on Project 500. I can't wait to personally talk to you I love you guys I got your back for life we will always be together let's kill it and crush it let's go 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 foreign [Music]