Andy coaches Oscar through a live sales call about a 2021 Honda Civic, pointing out missed basics like asking the caller's name and using positive framing. They role-play a better opening script and fix how Oscar handles questions about availability and mileage.
All right, guys.
You tell me stud or day does Oscar and sales.
I may help you, Oscar, I was calling to get some information on a vehicle I saw on the Internet.
Okay, what vehicle are you interested in?
Yeah, it's going to be a 2021 Honda Civic.
What's the stock number? Do you happen to have a stock number for you, for me or the last date of the VIN?
Yep, stock number J52065.
No, the Honda did sell. Yes, if I want to just verify that. All right.
He immediately started out with. I think we sold that one yesterday.
Bear with me, okay?
Be his first day or his last day after this call.
Okay. Yeah, I still have that available. I can help you with that.
Yeah. How many miles are on it? We're gonna choke them.
So listed on here, it shows that it has 99,000. I could go out there and take a look for you as well and give you more accurate.
I was really hoping it had about 85,000 or less on it.
No worries. All right. Is it okay if we get a. I mean, if you, you know, don't find anything? I mean, yeah.
Really quick. What's your name?
Oscar.
Oscar. Let me ask you a question, Oscar. Yeah. What's my name?
Patrick, correct?
No, sir, it's not Patrick.
What is your name, sir?
I don't know. You never asked it. How long have you been selling?
For about a year already.
Do you want to be the best in the world? Do you want to make your family good money? Do you want to have a great career?
Of course.
Step one, ask for people's name. Step two, make a connection with someone. Hey, where are you calling from today? Like, isn't that super important?
It is. I agree with you.
You're going to get rejected all the time in sales and you're going to have objections. Would you agree with.
That's true. I mean, it happens quite often.
And what it happened on this call, I understand.
That was just my fault.
Okay. And I bet you came into work today, you probably kissed your kids and wife goodbye, you went into the office and you were hoping to do a really good job so they would be proud of you and you can make a good check and help some people. Would you agree?
Correct.
Okay. But you didn't do that because you came into work, you got distracted, you got on the phone call and you didn't run the play. Are you really listening to me right now or are you just trying to get off the phone?
No, I am listening. I'm actually thinking.
Okay, good. Okay. Hey, listen. Hope you're having the best day of your life. Repeat after me, say, I hope you have the best of of your life.
I hope you're having the best day of your life.
My name is. And say your name.
My name is Oscar.
What is your name? And then I'm going to say Andy and you're going to say awesome, Andy. It's great meeting you, by the way. Andy. I'm going to get some information on this vehicle. It's going to take me about 30 seconds to pull the information up. Where are you calling from today? And then I'm going to say where I'm calling from. And you're going to say wow, dude, we do a lot of business in that area. When you saw this priced online@the16 494 I'm looking here, it's actually one of the number one price Hondas in the state. Does that got you excited? It's probably one of the reasons why you called, isn't it? What are you doing right now? Now you' framing me to see the positives.
Great point.
Now Auster, let me ask you a question. Could you have done that on this call?
I for sure could have done that.
Did you learn from what I taught you?
Of course I did. That's a great learning sp. I mean, to be honest with you, I was really professional.
All right, have a blessed day.
Look forward to hearing from you.
Okay, buddy. All right, bye bye.
