This Salesman Didn't Stand A Chance...

Guys. So on one of my last videos we were posting, somebody called and they said, don't you dare try to call my dealership because I will shut you down live. Oh, yeah? Well, let's take a little peek. How long you been selling cars for?

I've been in sales for 44 years.

Wow.

These aren't role plays. These are real dealers with real objections. And I'm putting their calls to the test. Watch me break down who actually knows how to sell and who's just talking.

Not hungry to sell a car. I was calling to get some information on a vehicle I saw on the Internet.

Or your owner of your store heard.

You take this call. So is that a typo on the price? Well, tell you what, buddy, I'm going dark mode.

Thank you for calling.

We're going to bury him. What?

Thank you for calling. This is G, how can I help you?

Yeah, I was calling to get some information on a pre owned vehicle.

Okay, do you happen to have the stock number of the vehicle?

Sure. M 1809. No one ever gets anyone's name anymore.

Okay, it's the 2024 Chevy Mal. Correct?

Yes. 2024 Chevy Malibu.

Okay, what is your questions? What is the information?

Do you still have it?

Yeah, yeah, it is still showing available.

Okay, cool. How many miles are on it?

This one has 59,171 and it is listed at 18,499.

Okay, and what are the miles?

59,171.

Okay. All right, well, let me talk to my wife and I will call you back.

Okay, no problem. Thank you for cleaning.

Okay, are we done? Are we done? Are you there? What's your name again?

Yes, can you hear me?

Yeah. What's your name again?

Oh, my name's Gianna.

Okay, Gianna, just quick question. So number one, my name is Tom. You didn't ask that in the beginning, but I'll give it to you. It's okay. Do me a favor. Do you got a pin on you?

Yes, I do.

Okay, write this down. Always ask someone's name when you're talking to them. Because that's how people like feel. Special, important, significant. And you always want to make people feel that way when they call. Okay?

Correct.

Yes. Okay, no big deal. That's for the next customer, so write that one down. And then number two, when I said I needed to talk to my wife, you didn't attempt to overcome it, but you were hanging up the phone. Just curious. Is that like a practice they teach you that like it's like the hang up method, and then we hope they call back. Or what is that?

Sometimes customers just tend to call in for that information. Then they were like, oh, I'll call back. But has.

Has anyone trained you if someone says, I need to talk to my wife, like, what to say or.

No, I actually haven't thought about it.

No, you haven't thought about that one. How long have you. How long have you been. How long have you worked there?

Two years.

You've been there two years?

Yes.

You've been there two years and you're telling me that no one has ever told you they need to talk to their wife or their spouse?

Yes, they have. They have told me that.

But when they said that, did you. Did you try to overcome it, or did you just hang up on them? No.

Well, I just say, okay, sounds good. If you guys have any questions, feel free to reach out after that.

Oh, my goodness. Does the dealership know how many deals you're missing by not trying to overcome these objections? Do they know that?

Not sure.

I'm pretty sure they wouldn't be happy if they knew that. What do you think?

Probably not.

Okay, do you want me to help you?

Most likely you'd get better at that.

Okay, do you want me to help you?

Yes.

Okay, well, do you really want me to help you? Do you want to be the best?

Hey, guys, sorry to interrupt the video. Right now, for the first time ever, you can actually call me live. This year, I'm going to change more people's lives. I'm going to help people make more money than they've ever made. Whether you're an individual and you want personal training for yourself, or you're a business owner and you want to train your team or your company. You see the number on the screen right now? Call this number. You see it, guys? Put in your phone call. Call it. Me and you will make a plan. We're going to Crush it in 2026. So let's get back to the video, but call me now.

Let's go. Well, do you really want me to help you? Do you want to be the best? Yes. Okay, listen, I want you to. So when someone says. When they call on a vehicle and they're interested, I want you to say something like this. Hey, number one, I totally understand. You need to talk to your wife. Let me ask you the question. Do you think that your wife wants. If you decided that she liked this, do you think your wife would want to come down to the dealership, sign all the paperwork and do everything with you, or do you think maybe that you and your wife probably had a conversation at the kitchen table about what kind of vehicle you were looking for, and you were calling today to make sure it was available, the miles were good, and all the information was accurate, which it is. And the fact that it's still available at this price at $18,499, that's a pretty good price, wouldn't you agree? Yeah. You could be the hero that takes the headache out of the deal. You could come down, touch it, feel it, smell it, make sure you love it, drive the car. And then after you got done driving it, even if you wanted to, we could have all the paperwork sent out to your wife so she doesn't even have to come in. Wouldn't that be cool? And I'll be happy to even send you and her a video together right now. Do you think maybe that would be better?

Yes.

Okay. That would be one thing we could say. Or we could say this. Hey, I totally understand. Let me ask you a question. Have you showed this vehicle to your wife already? Have you guys sat down and talked about kind of what the budget was going to be, what kind of vehicle you guys are going to be looking at and stuff like that? Or were you just driving down the road and you're like, oh, my God, you know, like, I just want to start peeking for cars. Have you guys had a conversation about, like, wanting to upgrade vehicles, want to purchase another vehicle? Have you guys had that conversation? Yeah.

Yeah.

Okay, well, cool. If you guys. If you guys have had that conversation, right, then it doesn't sound to me like if you're gonna buy something, it's just when. And the win is when the deal's right. Right? Right. Wouldn't you agree? Cool.

Yes, I agree.

Okay, cool. So if I have the vehicle, if I could save you some time and money, would that offend you in any way? Do you think you could come down here and touch it and check it out, feel it? And I'll have it pulled up front for you when you get here. And let's start there. We don't have to decide to buy anything today, but I want you to at least see the car. I think that's a great place to start. Is that. Does that sound fair? Does that sound fair?

Yes. Yes, that does. Yeah.

Okay. Now listen, I'm going to ask you an honest question. Okay? I'm with you right now on the call, and I'm pretty sure the dealer, the manager, the general manager, and the salespeople are all counting on you to Do a good job taking phone calls so that they can have appointments today. Would you agree?

Yes, that's correct.

Okay. Do you think that you're letting them down, taking phone calls the way you just did? Yes or no. Do you think that you're letting your team down, being in. In that department, setting appointments when you can't overcome objections? Do you think that you're letting the team down? Yes or no.

By this conversation? Yes, most likely.

Okay. I want you to make me a promise. Okay. That from this point forward, I want you to fight on every phone call and give everything you got so that people don't get off the phone so that they can set an appointment. And then if you need help, say, hey, give me just a second. I got a really good idea. One of my managers just walked by. I actually know a lot of information about this vehicle, and I think there's something really cool that we can do. Can you give me one second? I'm going to be right back. Is that okay with you? Yes. Go put them on hold and then go get someone to help you. Okay. The average cost to get a customer lead for a dealership is around $500 a customer. So this phone call is a $500 phone call. Would you. Would you burn $500 cash?

Yes.

No. No, but would you burn $500. Would you burn $500 of your cash?

I mean. No, no, No, I wouldn't.

Okay, well, every time that you can't get. Set an appointment with a customer who calls, you're burning $500 of the. Does that make sense?

Yeah.

Okay. Don't ever let it happen again. I want you to change. I'm going to call back in a couple days and check on you. Okay. Don't let me down. Okay?

Okay, Sounds good.

All right. Have a blessed day.

Sorry about that. All right.

Thank you.

You, too.

Well, the story continues to roll on. We haven't had one successful call, and I've called probably 50 car dealerships. It's crazy.