What To Say To Hold Gross and Close Your Customer On a Higher Payment
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- Опубликовано: 19 июн 2018
- MANDATORY QUESTION: We don't always get all the money but we? (Finish the phrase).
Closing sales is only one part of business, making money is the other part. In this video, Brian Maxwell goes into detail about what you can say to hold more gross, build more value, and close more deals. You have the ability to make more money, help more people, and improve your life if you take the tips in this video as a foundation to build your success.
Access to sales training downloads by Brian Maxwell - Watch the sales training video "How to Sell Cars Without Being Sleazy": selling4success.org
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My first year in business I made 86k and never looked back now I make way more than that own a lot now....
DealerSocket is a great CRM if you’re not using it already.
Hey can you teach me bro? I just started a month ago
Relistening on my way into work in the morning. Thumbs Up
Hey Josh, I recently did a short online training session on this topic with a few others who sell at dealerships. I've posted the link for you to check out and if you sign up you get hours of all the sales training videos audio, Automotive sales training manuals, and word tracks, Facebook marketing videos and audios that are helping people make $80-$100k per year. Go to spoar.us and click the Christmas special offer
You are so right. WHY in the world am I apologizing for "their mismanagement of their money". My mentor told me a few months back - - "they know they have "challenged credit", yet they still feel entitled to a "deal". It's all about educating the customer - - the deal you get back from the desk manager is what it is and a direct indication of THEIR MONEY MANAGEMENT.
AMEN!!! When it hits you things get MUCH easier. You realize some people CT upset about price because they KNOE they wouldn't be approved for a pack of gum 😂😂😂
this is an amazing video. confidence in the numbers and realizing the numbers aren't your fault are a tremendous insight. really appreciate this video.
I have watched this video 6x in the last 4hrs. Repetition makes perfect!!! Great tools for learning
Awesome Christopher! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
I’m a 20 year vet and this is great advice... us old car dawgs can tend to forget this, excellent video
Brian your videos are AMAZING!! This is my 2nd month in the car business and this is helping me out a ton! I have the right personality and attitude for the job but thats not enough! I've got to learn to be more prepared and how to overcome every objection to keep pushing forward!
Hey Aaron, I recently did a short online training session on this topic with a few others who sell at dealerships. I've posted the link for you to check out and if you sign up you get hours of all the sales training videos audio, Automotive sales training manuals, and word tracks, Facebook marketing videos and audios that are helping people make $80-$100k per year. Go to spoar.us and click the Christmas special offer
I'm new to car sales and find this very enlightening.
How is it?
Thanks Brian, I'm a wedding filmmaker here, a lot of what you teach applies to the wedding industry here, Ive been able to apply some of what you teach to my business here, works great. Thanks!
Thank you...how's the fild business treating you
I have been selling cars for 20 years and this is a GREAT lesson that I need to keep relearning.
Thank you Steve...how was October for you
After I started watching you , it got allot easier to talk to customers you the real mvp💜
Thank you Jasmine! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Thank you for this video! I watched it 3 times while driving to work!! Im going to put this to use TODAY!! I’m good BUT I want to be GREAT!! Thanks Brian!!
Im a buyer. Your approach is professional and I would appreciate your skills if I were a customer. You presented the case of a customer getting value very well. Of course the dealership has to make a profit and deserves to for what they provided, Im paying a little more today than original plan closing on a car but I am comfortable and satisfied with it because my sales rep had a similar professional skill set.
Just buy a Tesla on your phone and get a text when it arrives for pickup.
Watch the sales training video "How to Sell Cars Without Being Sleazy": selling4success.org
Very good info. These videos have helped my gross change dramatically lately
Hey Will, thank you brother. I recently did a short online training session on this topic with a few others who sell at dealerships. I've posted the link for you to check out and if you sign up you get hours of all the sales training videos audio, Automotive sales training manuals, and word tracks, Facebook marketing videos and audios that are helping people make $80-$100k per year. Go to spoar.us and click the Christmas special offer
Brian,
I want to say thank you! Ive got some new management implementing different strategies that take the sale out of being a salesman. These past few deals I’ve worked have been a struggle. I felt like I was lost and could see it all over the customers face that they were lost. Not to take away from new ideas or managements personal preference for process because 90% of the time I show respect for the people out before me. The way you sat the customer down during the wants and needs analysis was spot on fuckin perfection. I work on this step every day of my career in an attempt to perfect it and I’m thankful to have found your video (videos) for a model. You are truly an inspiration sir!
Awesome Christopher! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Awesome information man! Thanks for your time and energy to share with us! Subscribed!
Great vid! I feel like stepping into that dealership on fire 🔥 tomorrow morning!
Kendrick King Go get it my brother!
Absolutely beautiful breakdown and explanation. Glad I found your page.
Good video Brian. It's also good to focus on shorter term of loan with your customers because it can shorten the amount of time that they will possibly come back to see you to replace their car via trade due to not having so much negative equity. I try to flip them to leases for that reason. Lower payment and holds gross.
Jhermel Clark Thanks and great point on the lease option
Damn I just found out about this champs acct.. I appreciate you OG for all this insanely powerful information ✊
Brain a great video. Love the way you explain the sales process . I'm new to car sales 4 months in and I'm going all the way
Awesome Roderick! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
What’s good Brian Maxwell... It’s ya boy Tony Suave aka “smooth like the shampoo” lol and I just wanted to say love your videos. I tried being a car salesman a few years back but never felt I got the opportunity to unleash my full potential. But starting tomorrow I’m back at it at South Central Nissan in Houston TX. I believe I have the confidence and the unique set of skills of becoming a great professional sales representative. With the right guidance from a gifted sales consultant like yourself I feel with up most confidence it will be the making of a beast!!!! Lol ☝️ love and this ☝️love. Hope to one day I may have the opportunity to have lunch with you
What's up Martin, you still in the business?
Fascinating. Thanks for sharing
Great vid as always bro.
these are great videos. thank you for sharing and being so generous !!
You're welcome Christi
Great information
I have seen a lot of your videos and I bought all your training. Unfortunately my computer and I lost all the info but, the video here on RUclips have helped me out. I have been in sales for 3 years. I enjoy your videos. They have really helped
Hi @Andrew Aldridge shoot me a message on Linkedin and I'll resend it
Watched it! I've watched a few of your videos today. Im 8 months in and feels like ive hit a slump lately. time to get back to the basics!
Great job very knowledgeable
Dayum, this video woke me all the way up ..
I like this training
B Max, I agree fully with all of this. I’ve been watching your videos daily and as a result closed more business. More importantly I’ve gained the ability to ask better questions which uncovered buying motives and surfaced objections earlier.
I know this may be too specific, but I’d appreciate it if you did a video of what questions to ask clients when they want to compare your vehicle to another one with the same MSRP, but your payment is higher due to the residual and money factor.
Again, great content I appreciate you fam and keep it grinding
Awesome J.R.! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Thanks Brian
Great Video Brian I owe so much of my gross to you.
Awesome Larry! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Hell Yeah boss love the video thank you
Thanks for the content Brian. I’m up here in Edmonton, Alberta, Canada making it happen!
The Shack of car sales. Keep it up good videos
thanks man, I just got back into car sales. I forgot some of these "old school technics " I got this
Hopefully @James Bogden all is well with you!
so good man.
Thank you Quinton!
I would love to agree with your Best Buy example, Brian. My issue with a lot of car dealers is they add quite a few non disclosed fees in the first pencil. What I mean is the TV is $4,000, but it’s listed at $4,000. The truck was $20,000....but after add one, fees, certifications it’s not $25,000+. (I walked out,BTW) I know if I buy a $20000 truck, I will have around $1200 or so in TTL and a doc fee. (In my state about $150) That should be it. But, it isn’t. A lot of dealers add thousands of dollars in products or fees, even before finance and it simply isn’t right. Until that practice goes away the car business can’t compare themselves really to any other business.
This is great I've been watching your videos and getting a lot of game from you thank for doing this because i would be lost if it wasn't for RUclips!
Hey @LaDarrius Caldwell, thank you very much. You may have seen it but did you see the giveaway I have going. I am giving my $997 program away for $65 for 24 hours. Are you interested in the link?
@@Brian.Maxwell awesome thanks for the heads up and i will check it out in the up and coming weeks
You are amazing Brian! I’m learning so much and I used your techniques yesterday on a deal I was doing and I only dropped the monthly payment by $5 instead of $50+. It’s all about being confident and educating your customers. What I like to do when they say the payment is too high. I say well let’s go for a 75 month term or 84 month term. Can you give anymore money for your down payment because that will decrease the monthly payment. I didn’t even touch the monthly amount. Usually they say yah I can give $1000 more or $500 more. Tell me what you think about it Brian.
I always tell them because of 2008 crisis banks won't even approve you on something unless they know you can afford it. They have access to your debt to income. So if they approve you then you can afford it. It really comes down to what can you move around in your budget to make sure you can make your payment every month. Then I break the payment down to a dollar amount per day. If I have to I'll tell them this What you make a month and this is what your mortgage or rent is and here's what you have left over to pay your car payment because you must have transportation to get to work.
This video was fire haha nice
Thank you @Justin Fletcher
this dude is good! #closer
I like efficient much better describes my methods...lol
Thank you for this video Brian I am a completely new sales rep (4 months in) I have been struggling to get people to my desk also with asking for the sale let alone trying to hold any gross. I honestly took my three training months feeling out if this was for me or if I even want to be in sales. Now that I have "my headlights on" I want to excell but i also fear the bus has passed me by. How do i get into a groove as a new sales rep and how do i become better each month?
Bernardo New to Ford; Appreciate your videos.
Hey Bernardo! Thanks for your order. Email me at Brian@spoar.us and I'll explain what customer service said they see
Hope you come visit Stoneridge Chrysler Jeep Dodge Ram in Pleasanton ca and spread your great word of advice!
Hey Kennisha, thank you very much for the compliment. I recently did a short online training session on this topic with a few others who sell at dealerships. I've posted the link for you to check out and if you sign up you get hours of all the sales training videos audio, Automotive sales training manuals, and word tracks, Facebook marketing videos and audios that are helping people make $80-$100k per year. Go to spoar.us and click the Christmas special offer
4:20 the tour of the service drive, etc. all still somewhat old-school mindset. 2018, time to find out what the key important factors to the customer are. The reason car dealers are trained to tour the service drive is because owners are looking at CSI Scores still. OMG, the industry hasn't changed. I LOL'd when the guy tried that with me and I grilled him in return as to what I shared that remotely showed their service drive was important to me.
Interesting perspective that giving a customer information about how the dealership may buy from is OLD SCHOOL. When has educating a customer become old. It's this mentality that keeps people broke. What do you do for a living? What dealership are you with, do you manage? Or are you someone who isn't even in the industry giving an outside perspective. Just curious because its customer surveys that showed that the ones who were given a tour and educated were willing to spend more because of the experience and the value built. Your proposed method will keep sales people making mini's. Shoot me the link to your training videos or process and show us how a REAL pro works...lol
You do kitchen repairs...😂😂😂. I appreciate your comment but my subscribers what to win my friend
@@Brian.Maxwell I do kitchen repairs? I grew up in the car business, sold for years, managed an F&I Office and moved out of the industry once I graduated college and my parents sold their three points. I've worked with ADP been through Grant Cardone, Zig's courses numerous times and Sandler more than few too. I willingly chose not to stay in the business and have never looked back.
@@Brian.Maxwell Giving information without knowing if it's seen as valuable to a customer is indeed old-school. It's not simply educating a customer on how service works. Really Brian, it's 2018. Customers can book service online via their phone at most dealerships. They can tell right away if your dealership has decent service simply by viewing online reviews too.
Sales People making mini's is not related to walking a service drive or not. Today's economy is great, even for those making $50k yr who will indeed pay more for better overall service and ease of doing business. Be upfront, clear and respectful and approach the deal with confidence that you're matching what the customer is looking for an they will pay for it without beating you up. Continue to focus on things that are not important to them, continue to try and spin them in old school methods about how $700 is only a few dollars a day more than their budget isn't going to make life easy. It's going to just end up driving them to pull out their phone and call or email another dealer across the country to do the deal on the vehicle that better meets their needs or who shows them how to overcome their own objections.
Look I'm not trying to beat you up or argue but rather trying to help share things from both sides. Happy to help so long as everyone is civil. If you're going to try and cut on a stranger offering insight online then what does that say about you overall? Perhaps the comment from Lloyed below wasn't too far off. Now, if we're good to continue in a civilized manner I'm good to do so.
Yo I like what your saying here bruh seems really helpful I'm going to give it a try. Could you do one on customers who are all about otd and not monthly?
Thank you Country Bama! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
I have no affiliation with car sales at all and I still found this fascinating. This is applied psychology 101.
Thank you
Mad Respect Brian.......Im just recently diving into your content and Im very Impressed
Thank you Chris! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Nice video, and good information too!! My name is Mario and i work for a ford dealership. I would like to learn more how to close deals and hold more gross!! Can you help me out??
Absolutely and thank you for watching. Have you been to my blog site? Go to spoar.us and it has what you need to get it done
The same people who complain about that car payment of the same ones who go out and spend $350 on Nikes without any question
Facts!
Thank you so much Brian it’s Rudy I texted you before you appreciate you
🐐
Thanks Mateo
My pleasure man, your videos are supper helpful. Thanks. 🙏🏾♥️ @mmateonyc
The pleasure is all mine @mmateonyc - don't know if you missed it but don't miss out spoar.us/special-gift/
I promise you that when I shop at the end of 24 I will go to a minimum of 8 to 10 dealerships
🔥
Thank Tony! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
what does getting paid off gross mean and how do you calculate that?
@Clinton Brewer gross means the gross profit margin or the difference between the store costs and the sales price
Bryan Coulbourn Albuquerque NM
What is the best way to get customers as a new salesman who is new in a town and doesn't know anyone in this town
The internet is one of the fastest and most effective ways. Check out this video I did on "selling on social media" www.selling4success.org/?page_id=596
I hope this helps B R
@@Brian.Maxwell thanks
@@BR-yj7zq you're welcome
Is it about what the customer can afford to pay for the car or is it about how much the company can afford to lose on the deal?
A little of both...it has to make since for both parties
another thing car salesmen don't understand is each individual have their own budget they have to work off of..
SuperChicken SuperChicken another thing the individual doesn’t understand is that why look at cars beyond your limit and except it to be in your price range?
Realistic, fair... Those keywords are to help a customer find understanding as to why a particular car is at a certain monthly payment during the sales process. Versus them just thinking that the number is high to rip them off
“That lil piece of fat” lmfao!!
Grant cardone closing survival in video 👍
do you have any books or a website with more resources green pea here 3 weeks in consuming knowledge as fast as i can training is pretty much falling on me Brian to train myself thank for making these videos .this has bee a great asset to me i would be lost with out them . could you tell me where i can find more resources i am hungry for more.
Yes I do! Have you seen the private online training? Watch the How to Dominate at the Dealership Online Sales Training Video: tinyurl.com/yyg9jaqx
Amazing Tips, but being the hair industry also have clients that try and dictate their price. so i feel your pain, leaving this industry to come over and sell cars.
Closing objection 101 @ 6:00
I can see you’ve taken some knowledge from Steve Richards.
Some of his scrips are literally word for word what Steve Richards says. I'm surprised Mr. Richards hasn't sent him a cease and desist letter.
you should come to my volkswagen dealership
Hi @James Cooper who should I contact?
we would eat me? don't ever tell your customer that lol
How about not riding with the customer? My wife and I hate when the salesperson sits in the car and talks the entire time. We enjoy the way luxury car dealers in my area allow you to take the car without a salesperson riding in the back. Moreover, my car dealer allows me to take the car for a few hours to get a true feel for the vehicle - not a ride around the block. This is how people like to be treated and I always purchase the car without a need to be sold.
I agree wholeheartedly and if every customer was as trustworthy as you I am sure more dealers would do the same but people have come in and taken the car home for the night or weekend to use it for a graduation, wedding, and vacation and bring it back with more miles on it. As far as the ride a skilled sales professional sits in the back seat and allows the guests to enjoy the vehicle. The route should be 4-5 miles. If your dealership knows you and was comfortable with you and your family which is awesome.
All that said if the banks do not approve it, it fucking pointless!!!!!
Don't cheat yourself, treat yourself. I was told not to make decisions for my customers.
You still selling Barry?
eating meat is better for you then vegetables, best way to eat vegetables is to eat the animal that ate the vegetables
Buying cars is annoying
Slimey salesman training, car dealerships are the scum of the earth.