FOOLED IN 20 SECONDS BY A CAR SALESMAN "THE PENCIL" 2021 Auto Expert, The Homework Guy Kevin Hunter

the pencil it's 20 seconds in a car dealership that can make an absolute fool out of you how in the car business the pencil can put you in the wrong car locking you into a nightmare car deal hi i'm kevin hunter also known as the homer guy and author of is that the best you can do this video brought to you by youtube's best channel on car buying and selling courtesy of the homer guy team another round of super high intensity training is coming up for you car buyers if you like the homer guy videos and you want to support some of our swag like this hoodie well just check the merchandise shelf down below we appreciate your support we have a fabulous video for you today and it includes live role play in a dealership you're going to love it a little background anyone working in the business knows about the pencil one thing i can guarantee you it's that you're going to see the pencil the salesman and the dealer sales trainers who claim to be the pros with this technique get 50 percent of you car buyers out there to bite on the first pencil signing on the first pencil is great for the salesman great for the dealer but very bad for you don't worry if you know nothing about the pencil that's precisely what we're going to talk about today and you're going to learn a lesson you'll never forget i guarantee that this knowledge about the pencil can prevent you from ever being ripped off at a car dealership again we'll be right back with a live role play so you know exactly what it looks like and sounds like right after this short message from the homework guide team if you're a first timer on the homework guide channel consider subscribing and leaving us a comment below add hashtag the homework eye if you'd like a response directly from kevin or one of the homework guys staff members we're always glad to help our loyal followers and the best part is there's no charge you can also email the team at info the homeworkguy.com with a specific question or if you'd like a free contract review just black out your personal information and send it to us we'd love to hear from you just be aware that we do get a lot of requests so just be patient while you wait for a response back to you kevin widely known in the car business the pencil is that critical moment when the car salesman brings you bad news and yet calls it good news that's funny isn't it dealer sales trainers teach on this all the time unapologetically they tell the entire classroom of car salesmen that they are messengers of bad news they say just get used to it think about it the messengers of bad news are going to tell you that they actually have good news yet what's about to come out of the mouth is the first pencil and it's always bad news always just a little ironic don't you think now let's get into the details on how the pencil works how it will be presented and how you can get fooled by it the pencil has very limited information on it it's designed to make you focus on just two numbers monthly payment and cash down and those two numbers will be presented in the exact order i just described it will sound something like this guys i've got great news the salesman will sit across the desk from you and then say 599 dollars a month with two thousand dollars cash down just sign here and we'll get you down the road and then your salesman will sit there in silence why because it was believed for many years that the next person to talk loses they want you to lose so they sit there and wait it's awkward it's weird and quite often confrontational here's what it looks like okay i got great news i can't believe they did this i'm very excited uh for only 5.99 a month after the 2 000 down we'll be able to walk out of here and you'll be the brand new owner of a new vehicle all you have to do is sign right there that wasn't what we talked about and that's actually a lot higher than i was expecting this method where the salesman shuts up and listens after they put the proposal on the desk was long believed to be the winning formula yet it has proven to be untrue by many of the best salesmen in the car business i'm talking about guys who earn seven hundred thousand dollars a year selling cars now if you think that's unbelievable that's all right but it's true their success is based on what they call the psychology of the sale or people knowledge they want you to perceive a deal as good and they know you latch onto the last words they say the pencil of these top salesmen will sound entirely different than what i just shared a moment ago it will also be presented differently it won't come from across the desk which feels like a negotiation it will come from right next to you in what is known as being knee to knee with the customer it takes just 20 seconds and here's what it's going to look and sound like okay great news i'm very excited i can't believe that my boss let's do this this is really a great opportunity for you here only 5.99 a month after 2 000 is down and you'll be able to drive off a lot in your new vehicle and i forgot to ask is it easier for you to get your payment on the first or on the 15th um the probably the 15th okay the 15th it is i'm going to go let my boss know so that he knows and yeah we'll be done as soon as soon as you sign here it's been a pleasure doing business with you thank you very much all right let's break it down so you know exactly what happened the way the salesman presents something is the way you perceive it the salesman walks up to you while you're sitting instead of sitting across from you he comes to your side of the desk and gets knee to knee it's their knowledge and training on human behavior that puts them next to you they seem like a friend instead of a combatant in a negotiation and then he said i've got great news he followed this up with you're at 599 a month with 2 000 cash down and then he did what is known as the diversion tactic or the confusion tactic remember you can be directed to think about the last thing you heard he threw out your payment and cash down in just five to six seconds he then shifted to the diversion or confusion tactic let me play it back to you so you remember what it was and i forgot to ask is it easier for you to get your payment on the first or on the 15th um they're probably the 15th okay the 15th it is i'm gonna go let my boss know so that he knows and yeah we'll be done as soon as as soon as you sign here it's been a pleasure doing business with you he said i forgot to ask you when you wanted your first payment to be due what works better for you the first of the month or the middle of the month you said middle of the month or perhaps the first of the month he immediately circled that and said great i'll let my boss know you prefer the middle of the month and then stuck his hand out shook yours and said thank you for your business he slid that piece of paper over to you and said just sign there you signed it was a meaningless piece of paper had nothing to do with finance or any contracts it was largely symbolic because he just walked away with your word your handshake and your signature and you weren't going to make a fool of yourself by asking any more questions it was too late your character your honor was on the line and you had just given it to a very dishonorable person this person brought you bad news made you think it was good news he only gave you a six second glimpse into a very big decision you're about to make think about it just six seconds and he took away any chance for you to offer feedback with the next 14 seconds he shut you up by pulling a trick a diversion a confusion tactic and switch you to what time of month you wanted the pain to start and you were fooled it happened in just 20 seconds and 50 percent of you never catch it when a skilled salesman pulls this on you i sincerely hope you learned something today the pencil should never fool you again and the diversion the confusion tactic should always be recognized as nothing to do with customer service or concern about what day of the month you want your payments to be the twenty second pencil had everything to do with controlling you shutting you down and getting you to commit to a deal that you knew very little about don't ever get burned by the pencil again if you really enjoyed this format with some live role play examples let me know in the comment section below we'll be glad to offer more of them as our return viewers know the homework guy channel is home to the best videos on car buying and selling check them all out we've gone to a lot of work to help you out so use the resources we put out there for you they're free so what are you waiting for if you learned something today and enjoyed the video consider giving us that great big thumbs up and leave a comment down below use hashtag the homework guy share the video on social media with your friends and make sure to join us on facebook and twitter too we post notifications and other updates on our social media sites and answer car buying questions there too if you love what we do and want to say thanks with the tip well the paypal and cash app links you see coming here you'll find in the description box down below no problem if you can't do a tip you can say thanks by sharing our videos with your family and friends and encouraging others to subscribe to the channel that's huge it's one of the most important things you can do as a loyal follower and viewer here on the homework guy channel we appreciate everything you do and you help us get the word out so that the bad guys in the car business who need to be defeated and are still hanging on they'll someday realize that fairness and honesty is the best business model thanks everyone for coming back wasn't this a stellar good video today it was and it's now time for me to run we'll see you guys on our next video you guys rock i'm kevin hunter until next time take care everyone [Music] so you

Channel: Kevin Hunter The Homework Guy

Views: 100,407

Keywords: Car prices, Car prices set record highs, used car dealerships near me, car loan calculator, Auto sales, Used cars, Car, Cars, Car dealers, Automotive news, Car news, Automotive, Vehicle tax, Vehicle fees by state, Auto Shop, Car parts, Auto market, car dealer finance office, rebates for new cars, car loan scam, dealer rip offs, market watch out for this financing scam, what to do when a dealer lied to you, illegal things car dealers do, what to do if a dealership rips you off

Id: T3nUcH5loHg

Length: 10min 27sec (627 seconds)

Published: Sat Nov 28 2020