Car Sales Training: Presenting the Pencil (GAME CHANGER - TRY IT)

hi we're going to talk about presenting the pencil today this is something that I see that ruins a lot of Cargill's you know I'm going to tell you a little bit about kind of how things have been done in the past and then I'm actually going to challenge you and a lot of people will disagree with this on how things have been really successful for me with today's customers 2015 okay so in the old school ways when I got in the business 16 years ago it was kind of taught like this the manager gives a proposal okay that's what the numbers need to be that we got to sign the customers up with and I take that piece of paper in and what happens is when I lay that down guess what I do the first person to talk lose is what I was taught so I say $5.99 a month mr. customer 2,000 down sign here I'd be quiet I set my piece of paper on the the desk I lay my pin down and then it's just silence and as a silence sits there guess what happens I believe the customer feels like that's the time to chime in for a better day I really believe it so I got thinking I said what if we don't allow the customer an opportunity to chime in for a better deal what if we don't what a lot of them just accept it because they felt like the payment we're going to go up maybe the deal is is that look 90% of selling is people knowledge the last 10% is product knowledge so one of the things that I know is that you must know people in people it's a psychology right the way that we present something is the way they perceive it if I ask you three questions right you'll most likely answer the last question that I asked even though that I asked you three why because people are programmed to answer what it is that you ask them so what I did is that I took kind of a than 16 years in the business and I decided to change some things and guess what happened it's worked out tenfold for me and let me explain why first of all I call this knee to knee before I get into presenting the pins on this cross the desk stuff that goes on in stores unacceptable here's what I want you to do if your chairs over here in their chairs over here and there's a table and you're presenting it across like this stop it get knee to knee with your customers it's harder for me to tell you though guess what happens when you walk into that seat guys I've got great news grab your chair pull it around the table and get knee to me with them I promise you your closing ratio will go up 50% just get knee to knee without anything else so I'm telling you write this down need any every single time it's hard for them to stand up and blow out on you when they're sitting need a knee with you it is but when you across the desk seems like a negotiation when you're knee to knee guess what it sounds like let's do it or work it out I promise you it'll change things so try that for me presenting the pencil what I want you to do is this so when I go in to present the pencil right I actually do a confusion tactic to give them something else to think about other than the numbers to maybe just accept it and say you know what honey we didn't realize the payment was going to go up okay well boom and they close down so it would go something like this hey guys I got great news with $5.99 a month and a thousand cash down I apologize I forgot to ask me in your family when would you like to set your first name I do maybe towards the beginning of the month the middle of the month what's going to work better for you guys and now as you stop guess what what are you thinking about right now when you want the payment do you're not really thinking about the numbers now the numbers are so astronomically high that they can't accept it they're going to say whoa Andy there's no way I can afford that well guess what happens I understand and then I'll go into overcoming objections but a lot of the times people say probably towards the middle of the month okay so you think you more like the 15th or the 20th what's going to work better for you probably about the 20th okay awesome just give any signature right here mr. customer I'm going to let my boss know you like your payment around the 20th thank you so much for your business somebody to copy your driver's license and insurance what happened did I give him an opportunity to negotiate no guess what I want to tell you this 50% of the times I had my closest customers close on the first pencil look 2005 cars were 15 grand payments or 300 month today's times for 30 grand I'm just saying the same car payments are 500 payments are going up customers no payments are going up but guess what if we give them an opportunity to negotiate they're going to take it so what I want to do is take that equation out and I want to do this sit down with them pull my cheer around say guys I got great news $5.99 a month and a thousand down I apologize I forgot to ask you when would you in your family like your first payment due towards the beginning your month middle a month what's going to work better for you guys it's over memorize that try it it's a word track that's changed my life it's allowed me to close more customers on the first pencil I've shared it with other men I've seen them close more customers on the first pencil try it go out today and guess what happens it'll work I want to talk about one last thing here okay this is the time of the presentation so basically my little presentation is probably 15 seconds you know $5.99 a month sign here guess what four seconds but I apologize I've got to ask you in your family when did you want to set your first payment due towards the beginning of the month the middle of the month what's going to work better for you guys 11 seconds so I'm going to ask you this what are you more focused on the four seconds of conversation of the 11 seconds of conversation the 11 seconds see customers are programmed right to respond by the way you present something so try presenting the pencil this way and I promise you this like guess what instead of dead silence which is I feel awkward anyways but time for them to chime in for a better deal we've completely skipped it and we basically just have assumed and really not putting the assumption that they would even be concerned with the number so if I showed up concern with the numbers no the only thing I'm concerned with is when you once your first payment do try guys a promise will change your life you

Channel: The Elliott Group

Views: 72,833

Rating: 4.6931357 out of 5

Keywords: #carsalestraining, #salestraining, #howtoclose, #howtosell, #training, #motivation, #influence, #presentation, #sellingtechinques, #sellingtips

Id: AzY8hOFloJM

Length: 6min 1sec (361 seconds)

Published: Tue Nov 03 2015