I do my "best price" story when I meet the customer. "Hello, my name is xyz have we had the privilege of having your business in the past? Or would today be the start of our business relationship? The start? Perfect! Well we like to take care of our clients and do business a little differently. We have top market research tools that allows us to make real time priced to the market prices. That way whether you're financing, or paying cash, everyone gets our best price."
This is exactly what I do! Right from the meet and greet! Sit them down, if they are a new prospect I always start “Well please allow me to explain how our dealership does things. We are 100% transparent and we give you the best deal right out of the gate with no need to negotiate and haggle. You see it’s 2024 and we are in a totally new era! We use extremely accurate technology to find cars on the market, and our technology then generates a price for that vehicle below fair market value to ensure our clients always get the best price. We Make it so much easier and pain free for you when you do business with us. We are also highest in all the important areas like quality, value, and service… all the things that are important to you. My job today is to give you world class customer service and serve you in the highest honors.
Here’s a good tip, don’t mention price, you are shooting yourself in the foot, because the customer then begins to think about price, price should never be discussed before negotiating, welcome the customer, then talk to them and get to know them, after you do that you earn the right to ask them questions about what they are trying to accomplish, although don’t pre qualify the customer or you are gonna piss off an 800 credit score customer by asking what’s your credit, because then the customer is like damn credit = interest rate and that’s all they think about, if the customer asks your best price tell them I don’t know, or point to the window sticker of the vehicle, but don’t talk about it, because then you give them enough information they need to go shop at another lot to see if someone will give $500 more than you or something silly, stay off price, you are only hurting your commissions, in addition focus on giving them the best damn experience you can and show value, value is always greater than price, you want value/price vs price/ value, the question is do you want to close 2% of customers of 25% of customers, that is how strong staying off price is, salesman only mention price out of fear before the negotiation, here’s what you do you ask your trial close when you get back from the test drive, go inside and then talk about what the customer liked about the vehicle and reaffirm that they are happy with it, and then bring out a payment sheet, show them their options, and then shut up, the next step is listen to what they say, acknowledge it to them, and then ask how they got there, and then dig to find out? And then overcome the objections only once you have the full details! Hope this helps you brother, not trying to be mean, just don’t want to see you work 100 customers and sell 2 cars when you could have sold 25 or 50
Easiest way when a customer says “I found this same exact car $1000 less down the road”.. you say “hey I totally understand price is a concern for you but let me ask you this very important question.. why is it 1000 cheaper? There is always a reason. See I can’t speak for other dealerships I can only speak for mine, but I guarantee there is hidden fees in the financing, maybe the warranty is different, maybe it’s not as high quality as our vehicle… there is ALWAYS a reason why it’s cheaper and it’s never good. A business can’t be high in value and low in price because good business doesn’t work that way. Sounds like that other dealership is dangling that 1000 less carrot because they aren’t bringing in as much business and why would that be? Because they don’t offer the value, quality, and service that we do here. We are highest in all the most important areas and we take care of our customers so yes, we may be a little higher in price.. but we are also the best quality and the best value and you CANT put a price on that.”
I would tell you to prove it to me. If you can't, you're just speaking gibberish, and haven't "earned my business" and I'm going down the road. Your speech is weak when you tell me you guarantee so and so and then come back with nothing but a bunch of maybes. It's even weaker than the old speech of, " Five years from now, you'll forget all about the $1,000 but remember the value we provided you." In other words, I would tell you to put up or shut up. Most car salesmen really have nothing of value to provide the customer, their primary job is to help the sales manager provide more gross profit to the dealership That's why they resort to word tracks.
This is Andy Elliott at his best. He is teaching, not giving us that fake motivational speaking that he does. I wish he would focus on teaching and not trying to motivate us.
.....really?.......if your unmotivated and lethargic are you going to be willing to learn? You have to want to learn, yeah what an A Hole for trying to motivate you lol besides this is his job, he's giving you training for free, don't expect people to work for free, just be thankful when they do and move on
I'm not in car sales and I watched the whole video. Well, I used to be in car sales but that's another story. Andy changes lives, and that's why I'm here.
This was one of my favorite videos you've posted. It shows actual technique rather than only feel good motivational talks. I love seeing how YOU answer the question/problem when you play the salesman.
Exactly. This guy is training people to sell cars to people who can't afford them. He is actively ruining the customer's lives. I watched the hell out of his videos a couple years ago when I was buying a car. They were an excellent training aid for me to learn their tricks and avoid them. After a lot of searching and calling and a couple hour drive I was able to buy a vehicle in the peak of the shortage with no mark up, BS dealer installed accessories, or fees. I found a great low pressure salesman at a great dealership. If I ever buy another new car he will be the first person I contact. These bottom feeders will never get repeat business because as soon as the people drive off the lot and start thinking they will realize they got completely screwed.
Great insights on handling the "Can I get a better deal?" objection. A key tactic is "price anchoring", where you initially present a higher price and then offer the actual price, making the customer feel they're already getting a better deal without any discounts.
Thats not what he’s teaching nor is that transparent with the customer since they can look online. He’s teaching the no bs, perfect close without changing prices or haggling
Why you wanna give a higher price? Remember you are living in a technology ERA and people now do their research before they step into a dealer, and every time you go to the manager and ask him to lower the price!? You loosing control of selling and you’re giving power to a buyer. Andy is right! The customer wouldn’t be there if the price were to high, me particularly I would drive 20 or 30mn or more to a dealer if the price isn’t right, so tell him the price is the best price like And said.
I like a lot of this stuff. The issues I have is with the lying..."the best price system and having it be 20,000 two months ago" that's just factually not true...so I am having issues adopting that. Are we just learning to lie to take advantage of peoples belief of our story? It's not actually serving the customer it's serving ourselves. Any insights?
I don’t think the numbers are the important point being made. Replace 20,000 with “significant dealer market adjustment” and it is still an intellectually honest claim.
At the time of making this video it likely was true. 2022-23 there was a shortage of computer chips and car manufacturing couldn’t be completed so dealers were running short. Money was still cheap and people wanted to spend. The cars that they did have on the lot were marked up, ABOVE sticker price. Especially high end luxury cars like a Cadillac. If you’re selling today you’ll have to find out why NOW is the best time to buy a car. Aren’t interest rates coming down right now? 6 months ago loans were 8-10%. Now Mr customer you can qualify for 5%… etc
People act like overcoming an objection or presenting numbers is closing, the truth is closing is everything that moves a sale forward, if you mess up 90% of the sale by not building rapport, being unknowledgeable, not doing a proper demonstration, it doesn’t matter what wordtracks you use, you are basically trying to save bad salesmanship using a word or a sentence, or a series of sentences, does that make sense? Not saying there isn’t good ways of overcoming objections when they happen, but the truth is you don’t close for all the money, if the customer doesn’t feel comfortable spending all the money with you
Anyone else feel like when andy says "sell me..GO!" no matter how good or bad you do he's still gonna be like "NOPE! IM GONE ! Guys you have to....." ? Then he'll explain how you suck and not until you give him more money for 30 more courses will you learn how to be a confident and badass seller.
Haha - no doubt he holds people to a super high standard (like any great coach). But I’ve seen him celebrate dudes before too and his whole team throws them in the air! 😂
Dude are you high? The first dude wasn't looking at Andy, had no movement in his body, and his voice volume was timid and almost didn't want to be heard. Second dude gave a dogshit question that let the prospect take control of the deal. Andy BETTER shut both of them down.
right or they'll think its a good close, sometimes u have to go hard on people to get them to understand how much its affecting them. he would lose a lot of sales with that approach to the question@@artham94
I understand your genesis, and even if it was true you're not seeing the full picture. If you watched the whole video, you would remember that Andy said, "Even if I didn't close them I'd still believe I'm a master closer" (I'm paraphrasing). And he continues to say that he would learn from his experiences. And that's it. Even once we reach the top, we have to continuously reach for higher. And being a leader is pushing your people to newer heights that even they didn't know was possible. You're stuck on the part where you think Andy is deprecating, but in reality he is teaching more than just the lesson at hand.
I have been there Absolutely people just blurt out words, and get scared and mention price before the customer, why would I mention price before I build value. Why would I not build enough rapport with the customer to earn their business? The average salesman: Mentions price early on Builds some rapport but then changes into a robot 🤖 Does not know shit about their product Does a poor demonstration Talks the whole time on the test drive explaining features that should have been demonstrated before they left Find out they are on the wrong vehicle because they didn’t ask the customer any questions Switches to the right vehicle Then the customer probably wants to leave at this point but is pushed into doing another test drive The customer finishes the test drive The salesman tells the customer about how bad the competition is for the 1 millionth time since they don’t know how to build value in their own product The customer goes inside to negotiate and is gonna low ball the salesman since he doesn’t like him The salesman is gonna go to his manager, his manager is gonna come out and apologize the salesman hasn’t built a relationship, and then the manager is gonna talk to the customer vs talk about price, the customer is gonna like the manager, but still the salesman is gonna get a mini or a low commission deal because they already messed up the negotiation from the start The salesman then goes into a huddle after the deal and complains that he made nothing, and talks about wanting to quit because the dealership doesn’t pay enough
The only industry that you can negotiate below invoice...dealerships buried themselves to the bottom of a grave...and they are still proud that they sold...hundreds of vehicles with no marginal gross. If it wasn't because of parts, service and the body shop...no one of us salespeople would be working in sales at a dealership. Those departments are the real money makers. Let's stop being delusional...if Andy and the market would allow this, he would own several dealerships by now...and he doesn't because he knows that what I am telling you is the truth.
If you have to beg and ask for discounts, you are like the drunkard on the corner stores in the US. Dealerships are weak...they don't stand their ground...MSRP.
Sales people are cringe! As a sales manager it is scary sending my sales people on the floor to talk about numbers. Their only job is to SELL THE CAR. If they talk numbers they get sent on a break lol.
