Finishing the Deal-Handling the VERY Difficult Customer
HTML-код
- Опубликовано: 25 сен 2016
- If you can't handle multiple objections, you're doomed to make less money. You have to ask the customer to buy multiple times.
Automotive sales training, car sales training, selling cars, automotive sales people, automotive selling tips, Steve Richards, Motor Trend Certified, Used Car Sales, new car sales, sales training, objection handling, closing skills, helping customers buy cars, EasyCare, APCO, best value guarantee, 72 hour exchange program, RedZone Sales Skills, the redzone way, advance car sales skills 
Авто/Мото
This guy is the perfect personification of what kind of person NOT to buy a car from.
Everything he said is 100% honest, mathematical, and transparent. It’s not his fault you don’t possess the intelligence to understand.
I'm glad I don't have to go through this crap every time I buy an item off Amazon.
ladistar: Steve. Stop the nonsense.
ladistar: The flip phone and this sales process seem to be from the same era. 😂.
Everything he said is bullshit. It’s your fault that you don’t possess the intelligence to see through it.
It's disgusting that this is the singular industry that treats an otherwise extremely simple transaction as being a complicated mess with no purpose other than to yank as much money out of a customer's pocket as possible.
You are completely wrong, but thanks for watching.
+gnexjeff Well, it is a business and they do have to make money. I'm sure every customer would like to buy a car at the bare minimum but if that happens, there are no more dealers! As a customer you can let them know that up front. "I know this is a business and you have to make money, but I'm not going to give away the store". How much do you think a dealer should make on each sale? $50? $25? $10? Obviously, it will have to be much more than this.
The problem isn't that dealers are making a profit. That's why they are in business. The problem is that the auto sales industry is set up in such a way that no other industry is. It's designed to obfuscate the otherwise simple transaction of purchasing a product. You don't have to deal with this kind of silliness when you buy food at a grocery store, clothing at the local mall, or even health care services from your doctor and hospital. But when it comes to buying a new car, the industry is specifically designed to hide and confuse and to deceive.
Laws are literally in place that make it illegal for an auto manufacturer to sell you a car directly. You can not legally go to GM and buy a car from their factory. And the dealer hold backs, sales incentive payouts, back door rebates, etc., hide and confuse what should be a transaction identical to all other transactions. Even buying a house, which is a true investment, is easier and far more transparent when it comes to dealing with price issues.
Yes, dealers should make a profit. That is why businesses exist. But the idea that three different buyers pay three different prices for an identical product based solely on their ability to negotiate is absolutely ridiculous. The industry is a flawed industry set up by the industry itself. And as buyers become more savvy and expose the industry for its historically proven underhanded behavior, it is indefensible to claim anything other than the industry itself is to blame for their reputation and the angst with with car buyers have when dealing with dealerships.
Someone claiming that buying a car is similar to buying stock is hardly the person to claim that I'm wrong. Every single licensed investment adviser on this planet would point out the abject, irresponsible and inaccurate affiliation you assign to buying a vehicle as to buying stock. You buy stock because the value goes UP. Except for those rare collectible types, car values always go down (on average, about 16% in just the first year). So you're welcome for me watching and enjoying the sad laugh at how you try to characterize this industry as being something noble and honorable.
gnexjeff
You sound so angry towards the auto industry, but complacent with all other industries....you mention grocery store pricing and how you don't have to negotiate. you don't have to negotiate at a dealership. simply walk in, pick out your car and pay the price they give you first. Its really very simple.
Please remember that these grocery stores that you love so much are allowed to charge you whatever they want for a chicken breast and you cannot negotiate with them. So I'm not really sure what you are trying to say.....
I would walk away from this salesman in seconds.
begley09 I'm gonna get Benji to speak to you.
@@knightsportsfc3s And if you don't say the right things to Benji, you're gonna meet Andy.
begley09 Yeah right, blowhard. You’d be driving out of there in that $204 a month Silverado.
begley09: Any intelligent person would. This is so stupid. I would get another sales person and make my deal and buy from them.
The title should be how to handle a VERY difficult sales person.
Ha!
Steve Richards: Steve, do you ever shut up? Do you ever let the customer talk / ask anything? Geez buddy, you seem like the kind of person that will talk to a telephone pole. 😂. Horrible training. I think you need training, but you obviously can’t change at this point. To many years of being programmed and not knowing who your are. Just a salesman now. Nothing else left.
Steve Richards I’ve been watching your videos and there is some great content, however if a car salesman gets pushy and bossy with me. I take my money walk out.. Good customer service goes a long way
Steve Richards NO HA! Listen and learn from your potential marks, you seem to be hated by most, maybe instead of HA! Try changing your crooked way, people in their 90s can change and become better, you are still in your 80s, not to late to go on the right hand path.
Swallow your "ha". I been shopping cars and you are the worse type I want to even start listening to. retire. you rich enough.
I'd love to see him and Dave Ramsey Duke it out 😂😂😂
Luke-o 1234 lmao
When an unstoppable Force meets an unmovable object 😂
That would be legendary
We need to get them on the same episode!!!!!! Pay per view
Dave Ramsey would destroy this piece of garbage
I highly recommend watching this guy's videos. He personifies sleaziness and you can learn a lot about what to watch out for. Keep your car purchase simple; get your own financing, don't trade in a car, do your homework on a car's fair value and rule #1, never fall in love with just one car or you are doomed.
Everything I do is transparent; why else would I post these videos. Try commenting on something you know about.
The reason you post these videos is try to show off how clever you think you are. You could be the poster boy of Car Salesmen to Avoid. And I know a lot about your type from experience. Go back under your rock.
Steve Richards You post these videos because you think you are holier than thou. And way smarter than any customer. If you ever talked to me like that I'd laugh so hard then walk right out the door.
Tom O he is a master salesman who closes customers like you every day. I guarantee Steve would shut ya down in less than ten minutes flat.
Tom O - I post these videos so sales people can study strategies that are proven to work. Thanks for watching and leaving such moronic comment.
I sold cars for years. Did quite well. Didn't sell like this guy...at all. Went to be every night at peace about how I helped my customers.
What would you differently from what Steve does in this video? Everything Steve does is 100% honest, logical and mathematical. It’s the truth.
@@ladistar Tennessee Tracer, IMO did not bully or justify unneeded junk to be included in the sale, nor did he consider his customers stupid as this guy has called them, nor did he he strive for every nickel over MSRP he could scrounge from his customer.
GOT IT?
This guy is the widely known clown of car sales for a reason.
Where’s your training videos?
@@aakar88calling Steve a bully not only trivializes all the real victims of bullying, it shows just how hysterical and lacking in judgment you are - as does your obsession with commenting on every single Steve video despite claiming to revile him lol. 😂😂😂😂
If a customer is being difficult you might examine your role in that. Make it easy and be genuine. People like me and my wife would be out the door in minutes with your attitude.
Paul Smallriver - I'm quite charming in real life.
No one's charming when am paying them my money
@@kiteslights7189 LOL True. My brother is the hardest car buying customer a salesman would ever meet. I pity the salesman who is looking to sell him a car. One time he was so tough at the end the salesman offered him a job. But that's not my brother; he would be on the customers' side.
Cool good for him
@@Cissy2cute god I hate customers like him who come in like they know the whole car industry because they buy one car every year. Look up online the price for your trade and our car and be nice and you'll get a deal. At my dealership we send wannabe hardasses like him otd with no numbers no big deal 400 other people will buy a car from us and not act like a douche. Oh my trade is so nice just needs tires , has an accident on the carfax, and no service history because I change my own oil to save 6 bucks. But it's in excellent condition. I love people who are focused on best price but are realistic
Of course, the customer can use the salesman's statements for leverage. "You're throwing in $1600 worth of oil changes and tire rotations? Keep it and lower the price of the vehicle by $1200!"
George Rice - thanks for watching and leaving a comment that means nothing.
Ok then howz this. The 1600 worth of tire rotations and free oil changes is total BS. The oil will be a basic oil that shouldn’t be in the engine and the only reason it’s being offered is to get the customer in the back to sell additional services they don’t need. So yor free oil change is known to be of no value to the customer. Now the net price scam. You know how much my trade is going to be worth in 6yrs as a trade at a dealership closer to 0.00. What happened to my net payment!?! He’s all ready with his song&dance on that angle to. Steve Here’s the deal, by working these scams I know on average yor successful however 100% of the time you’ve reinforced to the customers that they’ve been had and they won’t be back to you.
This guy is so enamored with his success at B.S., he doesn't realize he's reinforcing what most people fear about car sales people, and educating many who didn't. Does he think that only people in the business can see these videos? Lol.
$1600 is aprox. 40 oil changes give or take, tire rotations? Once you replace the original tires discount tire rotates them for FREE, your getting shafted!!
Morons...
absolutely oozes with desperation, huge turn off. if you told richard your mother was just rushed to the hospital, he'd probably say, "i'll give you a ride there in your new chevy and we can do the paperwork on the way" lol !!
This guy prepares me for my next visit to the dealership 🤣🤣🤣
I love the second part of your video when you talk about Net Payment...I will definitely try to use this at some point when I am on the road! You sold me on subscribing to you! Thanks
it's like he is yelling at the customer
No, I was yelling. It's a role-play...
Steve Richards woa
He does the same in bed.
jerswift2002 : He seems like he is always angry or unhappy. Feel somewhat sad for him. Comes off as he spends a lot of time alone. Hopefully things will turn around for him. Maybe he will change one day before it’s to late.
Cman1 it’s called marching the intensity of the customer
I know most people will say they'd never buy from somebody like this, and I probably wouldn't buy from this guy either, but it's a simple fact that salesmen like this by far do the most deals each month at most dealerships. I was in the business when I was 18, and admittedly I sucked at it. I felt dirty having to employ these tactics, and my low numbers reflected that.
Wow! Just wow! I have to say the end justification of net value after car is paid off is really tough to go against. Bravo mate. Fantastic videos thanks for sharing.
He gets into the psyche of the customer by speaking for him. Speaking for him. Hard for the customer to disagree (avoidance of conflict) and so, "yes, I think that; yes, I like that," etc. Great video. Love this stuff!
@Eddie Tucker - thank you for watching and commenting.
Sir, you are a master at your trade. And I never wanna buy a car ever again
At least, not from this lying person.
"I just got a 44,000 dollar Silverado for 204 dollars per month for 160 month term for 25% interest!" What a great deal, I'm so glad my total loan will be $150,000 after I pay it off and it's worth 500 dollars as scrap metal.
more like 300. metal went down
Least you get your oil changes for free
And that so called $12,000 truck when you get the 'free and clear' title, when you go back to the dealership to trade it, and they only want to give you $6000 trade-in on it. SMH.
😂
Thanks for giving us the inside mechanics of a dealer....its good to know whats out there,
thanks again for sharing your 30+ years of experience with us
My pleasure.
Number one problem (and the only way dealers like to "negotiate") is dealing in "payments". Scrap the payment idea and negotiate final price. Dealers can weave a pretty strong web around payments. Not so much when you're dealing with overall price.
Lease. Never buy
Tidwell leasing is one of the dumbest financial decisions you can make.
Devin not if you buy new cars every few years.
I absolutely love watchin' Steve. I learn a lot and I laugh a lot.
Thank you...
Its important that Steve has these videos out there.... You then know exactly what you DON'T want to do.....
Thanks Steve - Good Job!
dictionary.cambridge.org/dictionary/english/sarcasm
@@frankkrank3970 Yuh Gottem'
Great great advice!! I am going to start implementing your strategies to my own
I think this might be one of your best videos ever .
"Future value is going to go up." No mass-produced automobile's value EVER goes up. smh
You have misunderstood or misinterpreted something I said.
lots of vintage increases its just a matter of time.
VINTAGE cars may go up, yes. But the typical car from the lots this guy is working with? Hell no. Massive difference. And completely disingenuous to the typical car buyer.
The key word is "mass-produced". Are you unable to comprehend?
Toyota Supra - mass produced in north america, cost to own in 94' $33,900 - 39,000
price now = $112,000 - 160,000.
If this was the salesman I had, I would walk out immediately.
its all educational for the buyer...thanks for posting these excellent videos..
It's pretty easy to debunk everything you say when you figure in depreciation. The customer will be losing a net $30,000 on a $45,000 vehicle (plus interest). Plug that into your calculator. Now what would happen if he invests that money instead of losing it? It is a double whammy, where not only you lose, but you fail to gain. It has nothing to do with a "savings account". A vehicle is probably the absolute WORST thing you can do with your money.
Boone Docker
I agree, I would laugh if someone talked about investment value of a car. Money now, is more important than money later.
How's he going to get over to wherever he's going to invest it?
Unless the vehicle can be used directly to generate income.
The ol' Spend money to make money thing!
I live 18 miles from my work’s locale, hours vary so I couldn’t dependably rely on public transport (nor would I want to since it nice to be able to go to lunch where and when I want, hit the gym after work If I want, etc). My job pays well and allows me to pay the bills, put a roof over my family’s head and food in their bellies, even pays well enough for the wife and I to take a nice vacation every now and then. I’d say getting the reliable vehicle I did was a damn good investment
Boone Docker: Steve won’t respond to this because he knows looking at it this way ( the correct way ) will let the customer know he’s getting shafted. But then again he’s a car salesmen. What else can you expect. Especially from one who can’t seem to get out of the 80’s.
If the salesman starts drawing and circling stuff on their paper, RUN!!! LMAO
@jojoxlt - run to your safe place snowflake.
@@SteveRichardsredzonestudents Hahaha, I'm far from a snowflake, nor do I need safe places. I just call it how I see it. Sorry that gets your panties in a bunch.
@@SteveRichardsredzonestudents your a shitflake
'You want to lower your payment?' 'I'm glad you said that.' hahaha
Charles Olson I loved that also
Hey Steve Great videos, just wondering how you would handel the objection of a customer has gotten a much lower quote for the same car from another dealership?
If it indeed is a lower quote on the exact same car you sales presentation has to be made to your manager. However, it is highly unlikely the customer has "a much lower quote" on the exact same car. You have to dig deeper; was it in fact the same vehicle? Did the quote include taxes and fees? Was it a "lowball" quote" as the customer was leaving? Thank you for watching and taking the time to comment.
Lol... Steve is role playing for a group of salespeople... its not exactly how he would sell, but the way he would find the customers true "hot button" then isolate the "real" objection and ask for the customers business again and again. I GUARANTEE no salesperson ever sold a car to someone that felt like they were being ripped off. Great video Steve!!!
"Save a little bit of money from alot of deals" perfectly describes what dealerships do to customers to over pay.
“Investment in the vehicle” lol
This is awesome. thanks for posting
Limbs Flailing - thank you for watching and taking the time to comment.
Big question I have is what if the customer flips the net payment on and shows their net payment for what they currently own? Steve how would you handle that? Love your slickness Steve! Love that you admit you can't get em all closed. It's a numbers game but ya gotta be good
What Steve is doing is creating value for dealerships here by teaching their salespeople how to fight for that profit. That's why dealerships pay him to do this. He's very good at it. Just remember, as a customer, you are the only one who actually makes the decision to close the deal. No matter how many times a salesperson says that closing is happening, only the customer can actually make that true by agreeing with their signature.
How can you tell when a salesman is lying?........When his mouth starts to move.
cfvrq - that's original.
@@SteveRichardsredzonestudents you must feel guilty
excellent work, thanks!!
Average Joe - thank you for watching and taking the time to comment.
I own and run my lot going now on 1yr. Communication, full disclosure, and honesty is key. Another critical issue when dealing with customers is honesty. That said, we have to keep in mind that Customers Come First. A pleased customer not only comes back to buy another car, but will bring you more customers. Word of mouth is the best tool in any type of business.
Sales rep have to have Common Sense. This is something they dont teach in books and schools.
I just bought my car 2 days ago and my salesman was completely opposite of this guy. There was no pressure at all, him and I negotiated the price Maybe twice before we settled. Which I thought was fair. I had my own financing and insurance ready to go. My credit union also sold me my gap insurance. My car salesman was going to sell me gap insurance but was honest enough to tell me that maybe I should shop around because I could probably get it cheaper somewhere else. He was patient and friendly and not once did he have he have pen and paper throwing all these numbers around at me which I believe the salesman in this video tries to confuse people. He moves fast and furious. I would be in his office for a good 60 seconds of this type of sales tactics before I walked out.
Arlie Hopes y - Thank you for watching and taking the time to comment. And congratulations.
@@SteveRichardsredzonestudents @biglo9889 got lucky with a sales guy, funny you didn't comment on that!! Maybe use the opportunity to explain your intimidation tactics vs a nice, friendly honest salesperson who is not trying to bleed their customer of their life savings?
Or maybe consider coming into the light as an honest fellow?
He sure likes that pen and paper🎓
Terence Hennegan - it's an advanced form of communication...
Steve Richards : The old pen and paper shuffling around. I remember that from back in the 80’s.
@@SteveRichardsredzonestudents from when 1930
The last time I bought a car, I paid cash. The sales manager swooped in at the last second after we agreed on price with one of these service contracts ($1250) and said that they wouldn't sell the car without it. I told him he was trying to pull a bait and switch on me and started to walk out, at which point he miraculously changed his mind and sold me the car without it.
Never sold a car in my life.......but their are so many useful tips in these videos to help you sell ANYTHING !
kevin baker, thank you.
This is a specious proposition, $1680 worth of oil changes and tire rotations. Even overpricing for them at $50 each, that's 33 of them, or probably many more than 10 years worth. Something the customer will never use. Original though, never had that one pulled on me.
Yup, and once you replace the original tires at like a discount tire, they will rotate them for FREE
if you think $ 50 is too much for a oil change it's probably because you go to Wal-Mart because you are a sheep !!!
What oil change and tire rotation costs $1,600?
Just paid $1,700... dammit!
I do my own oil and tire rotation. It takes that off the table.
Ferrari truck
Steve: Found your videos tonight and I have been enjoying them for an hour now. You're clearly an accomplished salesman. Here's my question: When I go to buy a new car, what actual value does the sales guy add in the transaction?
They're the slime that lubricates the gears of the rusty-ass sales manager. Without the slime, we could just buy cars online.
Mr. Richards, great job! You’re right, sometimes you have to call for backup. There’s no shame because you already did most of the leg work. More than likely it’s a sale. 👍🏼 I also liked your explanation at the end. If your associate has to negotiate anymore, it will be minimal.
MINI MII - thank you for watching and leaving an intelligent comment.
@@SteveRichardsredzonestudents LOL!! If the comment truly was intelligent, you would be the last to agree, though
The customer is only difficult because he's not laying down.
Gregg alletta - that's a fact. One of the few intelligent comments. Thank you.
Steve Richards: Steve everyone can see why your widely known as the clown of car sales. Typical used car salesman 80’s tactics and pressure selling. This garbage doesn’t work anymore. Actually hasn’t worked for many many years. Get with the program. Wake up.
Sorry buddy it still works
@@SteveRichardsredzonestudents your skin is so thin you must where concrete shoes to keep the wind from blowing you away
Very illuminating series of videos. I do find it somewhat bizarre how some people are so focused on what the dealers take is, yet seem to ignore the lunacy of spending so many tens of thousands of dollars on a depreciating asset. Cars are NOT investments, they're expenses. I can't imagine spending $44K ( not including any interest payments ) on anything only to have it worth maybe 12K in six years. That's nuts, the sales commission is just icing on a ridiculously awful cake. By used, let someone else take the depreciation hit.
Karl Tenneb People like you are the reason they still make bicycles .
Karl Tenneb
When you have money, depreciation is not even a thought. Never bought a used car, never will.
bigmacattk Depreciation is always a thought... at least to those who HAVE money. You don’t acquire wealth by making stupid financial decisions.
That is right Steve the most difficult customer is 1 with money or Indians..and to the OP people buy what they want not what they need.
you can't imagine spending 44K on a vehicle because you can't afford to !!!
I love the net payment breakdown
Good job
Very intimidating. Not the way I like to close deals.
$1580.00 worth of oil changes and tire rotations. LMAO, you won't own the car that long. This is to get you back to the service department to sell you more SHIT !
In this demonstration, the customer nibbles at the pencil here and there, before finally taking it and running out the door ✏️ 🐕
dam you are a good salesperson! you must get a bunch of buys!
This is a 2019 , i would walk away from this guy the moment he start talking like that!!!!
Steve is widely known as the clown of car sales. He’s is an 80’s programmed salesman. He doesn’t know anything else. That’s why he talks so much. It’s the way they were programmed in the 80’s. He can’t change. It’s consumed him.
Steve Richards: Steve, it’s not me that gave you that reputation. It’s your 1980’s training and arrogance that won’t let you change or get away from the old ways of selling cars that continues to grow your clown of car sales reputation. Don’t get mad at others for damage you inflict on yourself.
You would not last 5 minutes with me.
Nick G lol yea right
Nick G The only thing you would beat him at in 5 mins is eating donuts
Nick G stfu
He'd be so turned off he wouldn't even get it in
Me either, Nick. Amazing to see people doubt that. I guess they are easily taken and prefer not to admit that to themselves. Or doing the math is too complicated, so they allow others to do it for them, even if it's skewed against them. Or maybe they're in the business themselves and have something to protect. Whatever their problem, there are plenty of other people out there with the brains and nerve to do business in a manner that suits them, not the sales staff.
Please answer 1 question. Why cant you ever negotiate a sticker price. Why is it always the monthly payment.
Always Upgrading R.C - check out my price justification videos.
For the dealership it is best to get the customer fixated on a payment. 9 times out of 10 that leaves much more profit to be made than on a customer focused on price and trade.
Steve Richards is a great salesman
"You are delaying the process ..." Well, I won't delay it further. Goodbye.
Tropical Hunch - good-bye.
Steve Richards second you’d say that to me, I’d be gone. Customer has all the power, just remember that!👌🏻
Steve Richards: 2 min later he is chased down in the parking lot. Just happened to my friend a few months ago. But wait let me guess, a lot has changed since then right? 😂.
If you leave then you weren't there to buy a car
@@chrismahoney4972: Only as much as they were there to sell a car. Works both ways.
This is why cars should be sold straight from the manufacturer. Makes ZERO sense why we have to deal with this crap if we want a new car.
Scion had a good concept, if a car is 25k at one dealer and 25k at another... there's no difference between dealers.
are you really that dumb..... so you would have 2 or 3 locations nationally to view the car....geez
Vince Lentini Didnt say that..he said the car should be same price from dealer to dealer.
Mark G Cars are the same price at every dealer ,its on the Moroney Sticker on the window by law. However customers want to negotiate ,thats why Scion and Saturn are not around anymore .
Tesla?
Where is Scion now? Saturn? Have you seen Carvana’s falling stock price? People want to be sold as much as they complain that they don’t.
Tesla is not a car company they are a tech company and their after sale service sucks because the lack a traditional dealer network
I know of places that sell cars and they advertise that they do not negotiate prices. If the cars are truly discounted already, and the “industry” has been changed, why aren’t all car dealers advertising the one price shopping now? Seems some still negotiate, so doesn’t that keep the customer buying the same way they always have? Seems the industry doesn’t want to change to a non negotiating price, but some dealers still do. I don’t see buyers changing anytime soon unless they shop at the right dealers. Steve what’s your thoughts on this??
Steve you got a great personality. I hope we can meet one day. I am a college student and looking for a car.
Unfortunately this wouldn't work in the U.K. 🇬🇧
Interesting non the less!
why not and would work instead?
@@antoniofriedrich1543 most pay in full
This guy is good at what he does and I met many like him. I feel sorry for the type of customers that don't know how to negotiate and leave with a new unwanted car plus a bad deal. Last financed manager I dealt with broke down and admitted that he needed to sell me additional services for him to make some money and feed the family (he was frustrated). I still said "NO, I have my own family to feed". I always have a coke and chips and enjoy how they go back and fourth, then they double up, and then the triple team lol. Remember the one with the money wins and not the other way around.
J Z I love it when you walk out and the finance guy has an angry demeanor lol
Elias Leon Not a very good finance guy if he is getting angry because he couldnt finance your purchase. Many times Ive had customers not give me the time of day because they think I'm going to rip them off only to find out when they picked up Thier what deal they eventually got elsewhere and when I tell them what we could have got them thier hearts schrink because they were ripped off by Thier bank or broker! Always hear the finance managers numbers because rarely is dealership finance Beaton when given the chance.
Scott Coulter he could finance it but they always want to negotiate the interest rate knowing damn well they could give me a low ass rate and I would recommend them maybe even purchase bumper to bumper for helping me out but no they want to negotiate and walk in their office then walk out time after time lowering the price ever so slowly. It’s the 21st century people don’t have time to negotiate and soon the middle men will be cut out of the equation with technology just how Tesla is changing car shopping experience.
Hi Steve Richards, I just have to say that I think your a beast hahaha love the videos and I definitely learned a lot! Started selling more cars after watching your videos and taking notes! Thanks again for all the videos!
Steve, have you ever gone into a dealership to purchase a car yourself? What was that like?
TransformersChevy - mostly bad experiences.
I have been watching your videos, the only thing I can say is that you are phenomenal, you don't give up and your videos are very helpful.Thank you so much
Thank you for watching and taking the time to comment.
How long has Joe Pesci been selling cars for
A long time...
This dude is really good
On one end of my shoulder is dave ramsey and on the other is this guy LMAO
This is why CarFax is doing so well.
My guess is that this gentleman has been selling cars for many years; and he obviously makes a living that he has used to support himself and his family (I'm guessing). So, he must be successful at this or else he wouldn't be doing it. So, hats off to Steve because its a tough business to make it in, and not everyone is cut out for it. And I don't think that this approach and style would be good for every type of potential buyer. I think he is demonstrating how you handle someone who is almost ready to pull the trigger, but has hesitation for one reason or another. Because surely this approach would turn many people off. But it may be necessary if the customer has only one foot in the ring.
Well written.I treat every customer as an individual and work hard to help them buy their way.Thank you for taking the time to comment.
This guy has answer for every situation.
Thanks for watching. It''s call preparation.
I love how we sell our houses to people directly. Yet car salesman think we have too go through a dealership.
This is why I pay cash for every vehicle I buy. Haha
Michael Dalby - I don't get it? What's your point? Haha.
So they dont have to listen to liers BS
@@JamesSmith-rm6to Well, they do have to agree to the price, the type of car desired, and in many cases - the value of the trade in. Major purchases aren't always simple since there are variables. True?
Why do non salesmen watch these how to videos lol
To learn when to run
To be a smarter buyer and not be conned.
I'm not a salesman for a living. I do sell some things on ebay and facebook. I love these videos!! The comments are the most fun.
Those who dismiss Steve's methods really need to study them. The next time you buy something big and new, you will be a wiser buyer for having watched these videos.
Best salesman on RUclips I’m sorry?
$1600 for a oil change, and just rotating tyres, geeeeez, scammer and a half.
change your picture, you look like a fool and sound like one too !!!
Oh come on guys! Your sarcasm radars are obviously busted beyond repair if you read his comment with any seriousness
I appreciate that its very difficult to do sales demonstrations on demand, as in real sales your constantly monitoring the customer and adjusting based on their subtle reactions and comments, the better you can read their tonality and demeanor the more you can refine your methods and speech.
If you have not already I think you should do a video on these two things :- Being yourself as a salesperson in your own style, and pace / leading.
Why I said this is because you have learned I am sure to play your role that would work best for you, however when I sold cars your style would not work at all for me, nor would many styles. At the time I was in my early 20's and looked younger, however I was always very sharp, so I played that card and let men your age take the lead, rather they thought they had it, however I was pace/leading them just in a very subtle way. However if I knocked straight on they would be offended that a "Kid" is in their eyes trying to be a professional.
Likewise, I would be more funny and cheeky with middle aged women who saw me as a son figure, and I would play to that too. Girls my age I joked with. Strict buyers I just processed with. However my style was very honest appearing, innocent and knowledgeable when needed. Yours is on these video's "Slick" which can work for you with your age, as your expected to do this routine, however you also are expected to have a lot of experience which the customer must also know.
Another guy I worked with was a charmer, I was not nearly as good at this as he was. Another one was a guy of 65 who was a firm guy, to the point. However he always came across as totally honest and trustworthy. Again not things that customers would think looking at myself. They both played their styles perfectly.
My point is that your information is good, and of course you need to do what you can to handle each objection, I am just saying it needs to match your style. Your point for example about telling the customer what they are likely to do, from you as the perceived old experienced salesman, you can make it work as such. Myself being younger would come across like a slick kid who arrogantly trying to tell me what I am about to do or not. For me handling this object I usually dealt with at the beginning with language to prevent it mainly from happening. However if it did then I would be honest, and say to them straight that it looked like they wanted the car, and I think the attitudes changed at a certain point, if you don't mind telling me whats happening, as I didn't want to offend anyone, or let a problem go that could be solved. If done in the "Lets cut the drama bs and talk like men" attitude, but respectful and honest, then most people would tell me.
(As silly as it sounds I would drop lines all the way through to stop them doing this objection, such as saying "Depending on if you want to buy a car somewhere else, or just now" you need to deliver this line casually, and you have to speed up "somewhere else", and very slightly raise tone on "here" :- call it nonsense, but this is how hypnosis works which I know about, there is many ways to do this but im implanting the suggestion to them about "now" :--- In that statement as well, early on its acknowledging their possibilities so it doesn't look like I am pushing for a sale, relaxes them but at the same time lets them know that your aware of that objection and they are less likely to try and play it (they will substitute with think about it which I also deal with early) I did this with many things and in many ways.
Pace / Leading :--- Is starting off, more similar to them and then leading them to your side of speaking and thinking. Pace,Pace,Lead. You know you have done this well, when a grumpy old git is cracking jokes and laughing at yours half way through. The reason this is important is because sales is emotionally as well as logical, and sometimes all the logic is there to buy the correct car, and they just want someone to tell them its OK to do it now. Similar if a guy walks in ready to buy a car, you be even more ready to sell him it. For example a taxi driver walks in " This cars great, whats your best price" I will ask a few qualifying questions of course, to see what the story is, when I tells me he owns 6 cars with drivers for cabs. Its not emotional for him, hes ready to buy and all he cares about is numbers, I am not going to pace / lead into a emotional sale. I am going to lead by being even more ready to sell it "No problem, if you want to have a quick look around the inside, your more than welcome, or if your happy with it already then we can go in and sort out the numbers" :- I'm not going to try and demo and test drive the car in this situation unless he requests it, and can always give him that option later, clearly he is not an emotional buyer at all, and hes already given me the buying signals, so I will lead faster to the sale even using terms like "We will get this over as quick as we can for you"
You should do a video on these points I feel, as these are huge parts of sales.
(I was exceptionally good at where I was based from month 1 right up until I had a change of heart in life and questioned the meaning of being materialistic as the sales environment I feel lowers my overall outlook on life, I would prefer my kid grew up and appreciated a tree or culture than drove a BMW at 30, I understand everyone has their own agenda's and It just doesn't agree with me personally)
World's longest comment.
Your comment is, essentially, a course in ACTING. You may forget that I, as a buyer, am not taking you home. Just a vehicle....maybe.
Probably, will never see you again.
And his saying the customer can brag about only paying some $200 a month car note?
Let’s see if they accept that amount each month.
Smoke and mirrors. Slight of numbers.
If you go there in a car that is paid for and runs well enough to get you home - you have a smart car and no note. Remember that.
My weakness is guitars, so I can imagine how a true car enthusiast could be “persuaded” to sell the farm in one of these situations.
Better bring someone to control your impulse.
These salesmen are making a living - but they are not your friends.
🇺🇸☦️
Nice!
Seems like the sales man is holding his customer verbally hostage
That's a bit harsh.
1680 worth of tire rotations and oil changes what kind of truck is this about, a Peterbilt?
George Jones - Do the math, it's a Silverado...
@@SteveRichardsredzonestudents math Hell you think 2+2 = 1600 in oil changes doofus
if you tld me "im going to sit here and wait for benjie" im getting up and walking away.
What this video doesn’t show is the relationship he would have built with this customer in order to speak so frankly with him. He has a rapport with the customer. If you really believe that the deal is the best thing for them, then you can be this insistent.
Steve, your presentation and price justification is phenomenal. However , you mentioned that your enthusiasm tends to scare a lot of customers off. Do you recommend salespeople in general act overly enthusiastic? Or is it more a matter of mirroring the customer personality? For instance, act more enthusiastic around extroverted types, act more laid back and consultative with introverts, etc?
Too much enthusiasm is seen as obnoxious by most people. Mirroring is a much better strategy.
Who else is watching this guys videos to see what nonsense and BS to watch out for?
Me bro, me
As soon you hear them guys at the bar talking about their truck payments.You tell them I got 40,000 dollar Silverado for 200 a month and watch there Jaws drop lmaooo😂😂😂.Hard Strong close your the best
Thank you for watching and taking the time to comment. All the best.
But that is a LIE. That is NOT the payment. (And maybe that's why some find it so funny and potentially beneficial to them?) ...if you used the same "savings account" equation with ALL those other guys, THEN you could compare "payments".
And this people is why there is an internet department....dealing with high pressure sales people is not the way to sell anymore.
I use to sell vacation packages in Florida back in 2013. Your training would have been very helpful if I would have found your channel back then. I think you are very good at what you do. I believe many sales offices would benefit greatly if they learned some of the techniques you use. The sales process can seem very intimidating to some customers. However, you are very good at creating value and making the customers purchase make since. Keep up the good work!
At no time do we discuss the PRICE OF THE VEHICLE. It's amazing that in this day and time people still fall for this technique.
I would tell grandpa to go$&@ himself!
I feel so bad for clients that fall for this B's.
Mathew Voss - pick out the BS. You won't because you can't. Punk.
Steve Richards how professional. Here’s a tip, the internet remembers everything you say. Keep it professional before your reputation goes down the drain faster.
As soon as he ask's "can I tell you what our customers are thinking about", it's simple, just say NO you cant, you get up and walk out and you think about it overnight like you said you were going to!
I know this is a training video, but, never go mad scientist.
All these problems go away if you pay cash. "Hello Mr Dealer. Ive researched this vehicle and this is what it's worth. And this is what I will pay, in cash, right now. No? Ok bye.
Brilliant. Thank you.
They don't want cash. They want you to pay $10000 more for the car you can't afford in monthly payments.
@@kottyking dealerships take cash all the time. It's the banks that make money on car loans
Eddie J. King III they have their own financing for you to conveniently use. They prefer if you use it, they make more money. Not only that, they beat monthly payments into your head to get you to ignore the over all price.
This is why Teslas model is destroying car dealers... The only thing these videos teach me is the scams the dealers pull...
not everyone can afford tesla.
Tesla’s after sale service sucks, the cars are overpriced.
Jordan Greene Tesla is in awful financial shape right now. Great cars but bad business model.
Tesla aint destroying anything...
Over priced? Model 3 is probably the best bang for buck right now and the specs and range is on par with price
Having sold before, I made the most money when I didn't know the invoice or purchase price of the vehicle and the ACV of the trade. I think when the salesman knows he has a whopper, the customer can see the 🤑 expression in the salesman's eyes lol.
$371 x 72 months = 26 grand & change. How is it a $44,000 truck? What am I missing?