This is a transcript of a YouTube video by Nate Tilley in which Andy (the host/trainer) challenges AJ (a dealership salesperson) with a mock customer call and then critiques AJ’s handling. The core call concerns a 2023 Ford Escape (about 50,212 miles) listed online; AJ states the dealership is in North Canton, Ohio and that the drive from Cincinnati would be roughly 3–3.5 hours (one line specifies 3 hours 45 minutes). Andy demonstrates objection-handling techniques (overcoming distance objections, using assumptive questions, emphasizing perceived value—"perception is reality") and offers paid sales training; AJ reports eight years of selling experience. The video mixes live coaching, role-play, and a sales-training promotion.
Questions this video answers
2023 Ford Escape
50,212 miles
North Canton, Ohio
About 3 to 3.5 hours (one line specifies 3 hours and 45 minutes)
918-210-0254
Chapters
Isn't that exciting?
Listen, of course it is, but listen, Andy, I completely understand where you're coming from, but.
Okay, it's like he's trying to find bias in doing a bad job. You guys watching this? Hey, by the way, this is supposed to be. See, now you got it. Keep up the training, boys.
Hey, we got his ass.
All right, guys. So this was the guy talking trash online. Said, call my store. We're the best.
Thank you for call. How can I help you?
Yeah, I was calling to get some information on a vehicle. It's online.
Yeah, of course, sir. Have you spoke to anybody here before?
Nope. First time to call.
Okay, great. My first name's AJ. What was your name?
AJ My name is Tom.
Nice to meet you. Yeah. What vehicle were you looking at?
Yeah, it's a 2023 Ford Escape.
Okay, you see here? I know I have a couple of those. Let me see the. The all wheel drive with 50,000 miles on it.
Yep, 50,212.
Uhhuh. Y. It has shown me that that vehicle is still here. Is there any questions that I can answer for you on it?
Where. Where are you located at?
I'm in North Canton, Ohio.
How far are you guys from Cincinnati? I'm going to get in with. I don't want to drive that far. Watch this. See if you can close this one. Supper.
So we are about. We are about three to three and a half hours somewhere around there.
Ah, okay. Yeah, I really wasn't wanting to drive that far. I think I'm just going to look for one a little bit closer. I really appreciate you.
Yeah, no problem at all. And if anything changes, just so you know, I ship to wherever too, you know, so, you know, if I gave you, like, detailed videos and pictures, you know, I could accommodate you anyway, if, you know, if you can't make the drive.
Okay, thank you so much.
No, thank you.
Okay. Aj. Aj, let's call AJ back.
Hey, guys, it's Andy. I know you guys are watching the video about me making calls to sales teams. This is super important, okay? If you're a salesperson and your dealership doesn't do training and you're like, andy, I want to learn how to be the best. I don't want to sound like that. You guys can text me right now. I have personal individual training for sales reps all around the world to teach.
You to be the best.
Secondly, if you have a company and you want to literally build the greatest sales team on planet Earth and you want the greatest training, you can text me as well. Both numbers, just say, andy, I'm an individual. Or you can say, andy, I own a company. Text me at 918-21-00254. See the number on the screen? 918-210-0254. Say, Andy, I'm interested in the training. I saw your video on YouTube. Just click the little button for me to have permission to reach out to you, and I will reach out to you personally. Let's get back to the video right now.
It's time to school AJ's ass.
Well, thank you for holding. This is AJ.
AJ, what's going on? This is Tom. I was just talking to you a minute ago. Yeah.
How you doing, Tom?
Hey. Good. Yeah. No, I was trying to actually say something, but you were getting off the phone so fast you didn't get my number.
Oh, I'm sorry.
You didn't ask. So it's probably a good idea to ask for people's number, wouldn't you agree?
You just called in on on the vehicle 20 seconds ago.
Yep. Remember, I called in on the Florida State, but you just didn't get my phone.
Well, I thought you said that you were going to be looking closer to your area.
Yes, and that was actually the second thing I was going to call about. Let me ask you a question, aj. How long have you been selling for?
I've been selling for eight years.
You know, when somebody says, I don't want to drive that far, you know you can overcome that objection, right?
Oh, I thought that I did.
Well, you did well, aj, listen, you didn't because I didn't buy it. But what I would say is that what you said is that I ship all around the world and I wouldn't have a problem shipping that if you wanted to. But you could have overcome it. You should have said, listen to me, 90% of our business is done out of Cincinnati. The fact that you're finding this car on the Internet right now, everybody knows they can't find the right vehicle in their own neighborhood. That's why they go to the Internet. Wouldn't you agree, aj? Yes or no?
No.
Yeah. Cool. So when you find this vehicle, if this vehicle 1 to 10 was an 11 and you came in, touched it, filled it, smelled it, make sure you loved it, and it was brand new for you and your family. Even though it was priced like a pre owned vehicle, you probably buy it and be happy. Aj, let me tell you this. The three and a half hour drive, you're going to make it down here from Cincinnati when you get here, this vehicle is going to be gassed up, cleaned up, ready to rock and roll. So you can take it on a test drive, and literally, in 10 minutes, you're going to love it.
You guys are going to be on.
Your way back home. That right there is still less time than what it would cost you to drive in your own neighborhood, in your own area, driving around, trying to find the right car, probably not getting the right car, and even paying more money for it when you found the perfect one online, and you could actually make it a shorter trip, and you would actually spend your money on something you really want. A.J. are you listening? Are you listening?
Hold on. You were making. You were making it seem like that it was a far drive. So that's why I gave you the accommodation saying, I have no problem to ship the vehicle to you. But you know, when, when you back off on me and you say, hey, okay, well, I'm just going to go ahead and look in my. You know, a lot of people don't know that they're calling in there three, you know, three and a half hours away. So that's why I was trying not to be too pushy with you.
No, I don't want you to be pushy. I want you to. I want. Do me a favor. Do you got a pin on you?
Yes. I have a new pen. Yes.
Okay. I want you to write this down. AJ Perception is reality. Is that when I'm calling you and you're like, listen, let me ask you a question, Andy. Now, I want. I want you to back up for just a minute. I want you to say, let me ask you a question. If this vehicle was across the street from. Right from you right now, and 1 to 10, it was an 11, it was the nicest one in the country, and you were looking at it, would you buy it and drive at home if it was that nice? Yes or no? If it wasn't a three and a half hour drive, and they'll probably say yes, and you say, listen, you just, you just answered. It's not a matter of if this is the right car. The question is, is it is. And the thing is, is that if you find the right car, we know that you're going to drive around for hours in your local area trying to find one that's not the right car and end up wasting time. Listen, when you get here, you can drive it home right away. It's going to save you time, it's going to save you money, and you're going to get the vehicle you want. Come on. Isn't that exciting?
Listen, of course it is. But listen, Andy, I completely understand where you're coming from, but at the same time, when you're calling me from that far away, okay, and I give you the option, hey, you know what, Andy? We can do this. I have no problem. I make these kind of trips all the time. And then, you know, you tell me. Okay?
It's like.
A little bit closer to me.
And you guys watching this tell you.
Okay, sir, you know what? Here's my information.
This is called ego.
3 hours and 45 minutes. Andy is. Is.
He's still trying to justify why he lost this out.
And I'm never going to be the guy that says, hey, listen, Joe Schmo, you are not able to come in.
He doesn't even know what he's saying. Guys, this is. This is real. You're watching this live.
If you're in Cincinnati.
Hey, by the way, this is supposed to be. See, now you got it.
Good to meet you.
I love you. But listen, you didn't. You didn't close the deal. And that was what this call was about. You guys are the big dogs talking online. You guys are the best. I just called, and you guys didn't pass it. Keep up the training, boys.
