Andy calls a Las Vegas Ford dealer posing as a buyer for a $39,999 Bronco, then flips the script to coach the sales rep on his pitch. He breaks down what Derek missed: building rapport on hold, asking discovery questions, personalizing the offer.
2023 Ford Bronco.
P B8,519.
Currently listed at 39,999.
Las Vegas.
Okay, guys, so we got another.
Good morning. Thank you for calling Las Vegas. This is Derek in sales.
Yeah, Derek, I was calling to get some information on the vehicle.
Yes, sir. Which vehicle in particular?
It's a 2023 Ford Bronco.
2023 Ford Bronco. Who do I have the pleasure of speaking with?
I'm just Tom.
Tom, pleasure to meet you. Just making sure. I'm trying to pull it up. My system's still being slow. It's the Bronco sport or the. The full broncho.
I got stock number.
That sure would help. Yes, sir.
P B8,519. We're going to trap this sucker.
For safety sake, let's say yes. It's still here.
Can you tell me the price on that one? See all this dead space? Does it connect us or does it pull us?
Currently listed at 39,999.
Order taker. Welcome to McDonald's. Okay, well, let me talk to my wife and I'll get back to you.
Okay, well, just asking. I mean, is there at least any other information I can provide for you before you go and at least talk to her?
No. You're awesome. I really appreciate your time.
Thank you so much.
Are you there?
Yes.
Hey, let me ask you a question really quick. This. This is in Las Vegas. Is that correct?
This is in Las Vegas. Yes, sir.
Okay. Do you know where I'm from?
Not exactly sure.
You never asked.
This is Andy, isn't it? Oh, my God.
You got busted, dog. You gotta. You gotta play a better game than that if you're gonna hang. You told me to call and test you guys. I know this. You did a good job when you answered the phone, but then you got a little weak when the objections start coming in. Okay, that was an opportunity for you to be the star. And this is important for you to know. Anytime you say, hey, give me 30 seconds, I'm gonna pull up the information on that vehic. That point you need to just go into building rapport with them. Hey, by the way, where are you calling from today? Have you had the chance to drive one of these yet? You currently have one of these and you're upgrading to even a newer one. Is this going to be for you or for someone else? When they say like, where are you calling from? They just say, like, man, we do a lot of business in that area. That's awesome. I don't care if they're 500 miles away or 5 miles away. I don't know if you believe in fate, but that's what's happening. Isn't that awesome? It's like, you gotta, like, talk during that time so that they don't feel that dead space. And then also you can ask them, hey, like, what made you decide to want to look at the 2023 Bronco? You know, wild track? Like, for real. Like, there's a couple models. But why the wild track? And basically what you're going to do is you're going to get them talking about themselves. When people do that, then they become more comfortable with you. And then, honestly, your number one goal, why you want to make a connection with someone on the phone is because people really matter, number one. And number two is because if you make a relationship with someone on the phone, then they'll be willing to make an exception that they wouldn't make for anyone else, but they'll make it for you because they like you.
You can make an exception. I'm writing down everything you're saying here.
Hey, listen, it's real simple. If you'd ever make an exception just one time, it would have to be for something like this. Run that play and I promise you, it'll be deadly. Okay, buddy.
You got it, man.
All right. Have a blessed day, brother.
You as well.
Take care. Bye. Bye. Well, if you don't know, now you know, sucker.
