The Opening Statement

okay Tony thanks for being patient we have worked hard to put together a fair proposal okay because right now it's pretty much all about the money isn't okay the vehicle didn't cost anything we wouldn't be having this conversation you'd already be gone okay well we understand that it's all about the money and we understand that you are the judge and jury when it comes to the money and we also know what happens if you judge it unfair okay you don't want to but you'll get up out of that see if you go right back to through our two front doors and you jump into the car do you hope you would never drive again okay now people do one of two things when they leave here you've been with me for almost close to two and a half three hours most people go home I mean they are tired they are frustrated they will scream to anybody in earshot how difficult it is to buy a car but the problem is when you wake up tomorrow morning the vehicle you would hope to sell today is in your garage and you have to start all over now if you're highly motivated highly energized and bound and determined to buy yourself a car today bless your heart buy the one you'll go to another dealership as a matter of fact if you want me to I will give you a map to every other store in our immediate area I'll give you the turn-by-turn because if we can't justify the price shame on us but if you're highly energized and motivated you go beat a new salesperson all right you'll experience another sales process four and a half to five hours from right now you'll be in exactly the same spot and if that occurs shame on us because we've lost the opportunity to make you a member of our dealership family now will we call you she will call you three four five times a day for weeks at a time trying to get you back here but we know that we probably missed the opportunity so if that does transpire again we take full blame for it but Tony if it's all about the money I want you to understand that once you say yes the money flow reverses now well we discount our car shoot yes we'll discount it but you know everybody else in Metro Detroit will discount of two you know that I know that you know that okay but you know what we're not going to stop the discounts today our customers get discounts every single day of their ownership experience and quite frankly they start today when you say yes the first thing I do is I pick up this phone right here and I get the detailed department come up and pick out pick up what you thought was a really pretty car well they're going to make it really really really really pretty they'll rebar free polish free shine vacuum they'll detail we spend on average ninety five dollars to get a new car ready for delivery that's a lot stylish um Super Deluxe polish okay now once they finish that they're going to take it to the service station and instead of you taking 104 dollars out of your pocket they're going to put a hundred and four dollars worth of fuel in that tank for you Tony next time you need gas do not come back here okay we're only going to do that once for you now one of the reasons that we detail the vehicle is not because we're generous work hard either ship you know we're not we do it for very selfish reasons the longer that vehicle looks brand-new the more likelihood there is of someone saying hey Tony that's gorgeous where did you get it and if you're kind enough to say us in I'd like you to specifically mention Steve if you send us someone who buys a car we'll send you $50 and you can do that up to a thousand times after that we'll cut you off okay all right that's fifty thousand dollars worth and then you're done now on we're going to bribe you we're going to bribe you try our service department and the way we'll broad use we will pay for your first oil change and your first rotation so instead of 50 bucks come out of your pocket we'll pull it out of ours but we are bribing you make no mistake in fact we're not going to quit driving you we're going to send you on average 300 dollars worth of discounts every single year now nobody uses them all I promise you that they do they're crazy because you're getting the car way to serve away service way too often but if you only used a third of those over a four year period of time that's another $400 in service discounts now our service department will do something for you that you should have thought about last time when I asked you about your trade a couple hours ago I said do you have all the maintenance records you said no look at that that's too bad you didn't question me but here's why I said that's too bad our service department will keep all the maintenance records intact ok so when it comes time to trade or sell you give us a call doesn't have to be back to us we hit a button we print out a stack of papers about that high they might as well be $20 bills because in the USA today not too long ago here's what it said to consumers if you're going to buy a pre-owned car whether it be from a private party independent used-car lot or a new dealerships pre-owned block always ask for the service records that they cannot be produced this is a red flag do one of two things offer less for the car or find another car so the service records can help make your vehicle worth four to six hundred dollars more when you go to trade now on roadside assistance you know people take it for granted until they don't have it the roadside assistance we're providing you is worth 70 bucks a year you've got it for three years that's two hundred and ten dollars with the roadside assistance now when you see the payments I show you you're going to go wow those are high and I'm going to go well not really but you can say it because everybody does here's what you won't see for three years 36,000 miles you're not going to see a repair bill if anything breaks somebody else picks up the cost of the repair what you will not see for 560 is a big repair bill because your powertrain is covered if something breaks somebody else picks up the repair bill if you need a loaner car during a warranty repair instead of you paying 50 or 60 bucks for it we'll pay 50 or 60 bucks for it and we'll put you in the car if you want to hang around our service area on the lounge it's gorgeous we'll buy you coffee we'll buy the Wi-Fi for you and if you don't want a car or if you're just going to be in there for a little bit and you don't qualify because we have to qualify you know what don't spend any money on a taxi we'll run you over the mall and go pick you up too so Tony please recognize that when you say yes the money flow literally reverse we discount your entire ownership experience literally every single day now tell me uh the vehicle you picked out first choice of color correct yes equipped just the way you said it had to be equipped right okay and when we on the test drive around the curve would say about the way they'd handle me okay here's your opportunity if you remember MSRP was thirty two nine ninety five we have discounted it one thousand two hundred and ninety five dollars you've owned it for thirty-one seven plus taxes tag title and fees you're traded we love it will buy it for twelve thousand dollars now with initial investment of six thousand dollars we've given you options our customers want options we give them options right here is the highest payment that anybody in the state of Michigan will show you but there's a reason for that this is 36 months when you finance a vehicle for 36 months you not only pay it off sooner you build equity faster which gives you the freedom to trade or sell it should you so desire sooner and you save a little money I pay exactly how much in just second most of our customers quite frankly love this idea but end up down here because the payment of 60 months is significantly more comfortable it drops all the way down to five forty five to five fifty five but this is what our customers tell us they've nicknamed the best of both worlds at 48 months your payment is Seguin say again exactly a 48 launcher your payment significantly less than it would be at 36 and you'd save more money than you would at 60 and pay it off sooner but you know what at 16 you have the right to pay it off early any kind of you sodas I have no prepayment penalty but here's the kicker if you choose the 36 month payment you will save two thousand three hundred and sixty dollars versus the 60 month payment the 48 month payment saves you one thousand one hundred and eighty dollars so if you chose 236 added the 2360 to the twelve ninety-five suddenly you've got almost a forty five $3500 discount on this vehicle so do me a favor Circle and initial two payments you okay that right there it's like and call the detail department to get your new vehicle rebuffed polished and shown with the deluxe action super good okay I don't see any wisp and um that's because my managers are more okay

Channel: Steve Richards

Views: 35,223

Rating: 4.15625 out of 5

Keywords: steve richards, Marietta, GA, Atlanta, car sales, cars, Nissan, Honda, Toyota, Chevrolet, Mazda, Ford, Chysler, Dodge, Jeep, Kia, Hyundai, Infiniti, strategies, modern sales tactics, negotiating, closing, logic, trust, Automotive sales tips, automotive sales training, automotive sales training jobs, automotive sales techniques, car sales training, Steve Richards, lease training, Sales (Job Title), objection handling, closing skills, sales skills

Id: DLpNnmLGegI

Length: 8min 51sec (531 seconds)

Published: Wed Apr 13 2011