Of course you sales slugs avoid informed and educated customers, because you can't fool them into believing you are acting in their best interest. Your "act" only plays with low information customers with bad credit and no jobs because they are begging to buy a car.
These are the best videos for learning how to deal with auto sales people. It's like a course in how they operate, and what to look out for. Thanks for posting.
Steve Richards Yes I would leave too. I would be professional but I would not buy. I bought 6 cars in the last 7 years but none from a pushy salesman using the well known sales techniques.
Selling’s out, let the customer buy! The more you try to pin them down, the more they will resist. Nobody wants to be sold to like this. Sales people are not to be avoided though. I have had a successful career in corporate sales for the last 25 years helping customers to make the right decisions for their businesses.
Northern Utah Dashcam He may not sell to you but he would sell to more than the average sales guy and that's what counts. Obviously you are special buying 6 cars in 7 years , Steve Richards does not sell used fucking sleds like you buy . He has standards
My father, a man who has done exceptionally well with money over his life taught me early on that on any big purchase, find out exactly what you want and exactly how much it will cost, then walk away and sleep on it until you have peace about the purchase. If anyone ever pressures you into making a decision that day they most certainly do not have you’re best interest in mind, but they certainly have their best interest at heart. PS, the deal or one like it will be there next week.
Gerald Peters Is you would end up broke, how do you explain the fact that he has done so well financially and his three children who all followed his model have done so well financially? I’m not saying you can’t do well based on calculated risks but I can have peace based on a calculated risk even though it’s a risk. Buying a new car is never never never a good financial move. I’m not saying you should never do it, if you can afford it and want a little luxury, enjoy life a little. At the same time you can never compare buying a new car from a car salesman to making an investment in real estate.
When I bought my car, my dad told me that salesmen often like to make it seem like cars won't ever be sold again. That, and just say no to all of the premium upgrades in the warranties. Get whatever is included in the original deal.
i love your content! youve been helping me without knowing for 8 YEARS!! i would love it if you came and "secret shopped" the store i sell at... @@SteveRichardsredzonestudents
If you don't mind me asking, what does he do that deserves a bad rep? The only thing I could fathom is that he doesn't take the first "no" as fact. In more sales terms... objection handling. What do you train differently?
?? He is supposed to worikwith you.that is his job. Most of the dirty stuff sales people might use are what they learned from their so called 'Honest customers' The cults will teach you that 'man is basically good.'By the times you have sold a hundred cars, you know that is not true.
Yes , I will ask the sales person for permission to think about it and then I will sit there like a little punked out bitch and get patronized and bullshitted and mind fucked. Looks like a quality customer experience to me.
What's messed you can't tell the truth customers. They are looking for the lying from the salesperson, it's part of the experience they are expecting. I had several people tell me I was being to honest, 1 person I coached their kid in football.
@@billyacapraro9671 Guessing you took a different career path? I feel like you have to give up part of your soul to be good in sales. To be a good salesman: 1. Never empathize with the customer. Only present the illusion that you do. 2. It's not about what the customer needs. It's about how much you can sell them. 3. When it comes to financing, the customers future financial stability is not your concern, and it is your job to convince them it's not their concern either. 4. Assess potential customers in terms of how much you can sell them. 5. You have to be able to adapt to your customer. If you are selling to a 65 year old woman, you need to take a different approach than you would with a 27 year old man.
They're trying to sell you a vehicle. What the hell do you want??? A reach around??? If you don't like being pressured, then purchase from a private seller.
@@HonestUAWElectrician its not about being pressured..its trying to get you to forget about the cost of the car..and all there fees.. always make sure you get your own loan before going with the dealerships finance office ... they add up to 2.9 % on your intrest rate when your credit actually should put u lower..
@@HonestUAWElectrician LOL, interesting choice of words. A reach-around happens when you're taking it up the ass, so I guess you're saying that's what the salesman is doing.
This guy prays on the 20% of people who will cave to his high pressure bullshit no matter how bad of a decision it is for them. He thinks it makes him a good sales man. You'll become a good salesman when you can sell to the other 80%...
+Nick Fotopoulos The funny thing is that even if that is true; he will sell more than the average bear. So, even if it is a high pressure sales approach, he still will sell to that 20% that the typical salesman won't.
Agreed. This guy is a dinosaur. I'd fire back: "What are you so worried about? If the deal is so good, why wouldn't I come back. What is it in the contract that you don't want me going over on my own." If he still keeps selling (basically saying 'no' to 'I want to think about it'), I leave and buy elsewhere. Let him prey on the 20% who are too timid and polite to stop people from walking all over them.
You're simply mistaken. People often end up leaving just to get "sold" by someone else, not for a better deal at all. Nobody's "afraid" of a customer leaving, it's just facts that you're best shot to sell someone is while they are there. If they leave, 80% chance they won't come back, and most often not because they got a better deal elsewhere. Most people shop around and just get sick of looking so they buy at the last place regardless of the deal.
When I was a car salesperson for a couple of years, I would take sales from people like this all the time People don't like this kind of person and don't trust them. I would hand a customer my card and say I am not going to follow them around like a lost dog. But I am available for any questions or opinions. I would even give my personal opinion of certain model cars that may be plagued with issues. I would let them test drive the car alone and tell them to rev that engine and spin the tires when you are away from the lot. I found that they would trust me and I got a lot of sales. I also told any customer that I would send them a 100.00 bill for any referrals that resulted in a sale. I made a lot of sales and money. But my dealership changed the commission system in their favor and I got out of it.
Steve: ..."the monthly 'investment...'" "Investment" in a new vehicle is an oximoron. Do the math. What an entertaining and informative show this is!!! He's doing us a huge favor. Watch it all!
I dont like you either gary lol ive got 3 sets of lens for my same pair of sunglasses different colors custom made I dont want scratched lens because i put them in my pocket or set them down. Now at this point I have some scratched ones so Im not worried that much anymore but when you spend $350 plus for sunglasses and custom lens another $150 you appreciate them better than a walmart brand non polorized cheap pair. Polorized real polorized lens makes a difference on eye strain when compared to regular lens or knock offs just saying
Every time I get my oil changed at the dealer it takes forever. Like over two hours. Usually because they try and find things with my car to sell me on the repairs. Anyhow, last time in I said just change the oil because I could be getting a new car today and headed to the showroom. I sat with a salesman and pretended I was interested we walked the lot and about a half hour later the Service Sales Guy came out and said my car was done. I got up out of my seat with the salesman in the middle of our negotiation and walked out to get my car. Worked just like I thought it would.
shelly6873 Sales people are the scum of the Earth and anyone with half a brain knows that. The fact that ANYONE has to negotiate their lowest cost just so one person can earn a commission is a joke. The free market needs to be allowed to work. Just post the cost of the car, the configuration and a couple of kids to give test drives. That's all anyone needs. It's 2016, Google is the more powerful than any human being. Post this comment EVERYWHERE!
***** I just negotiated new copiers for the company I work for. The incumbent sales guy asked me how his bid came in. I told him that he wasn't in the same ball park so the next day he sends me a bid $16,000 lower. I was like, F**K YOU! You're never getting our business. Two other sales people did the same thing in lowering their initial bid as if I have time to play your stupid games especially after I stated price and reliability were the most important factors. The company that got our business made the lowest initial bid plus I shoved some more things down their throat that I wanted included. The Sales Manager for that company was like "That's asking an awful lot" I said, "So what?" These guys put in a collective 2 days worth of work to get paid for the next five years. What a joke. All sales people need to go and let the free market take it's course. I'm sure we'll all figure out how to buy cars without them. I think managing a smart phone is more difficult then buying a car.
exactly, like the sales people are communicating secretly with the service people. If anything they would want to keep your car in service as long as necessary to give the salesmen more time. still, service doesnt give a fuck about what sales is doing, the managers do.
I sold cars for 2 years before I became a firefighter and I still get a kick out of people's responses to salesman..i use to strait up ask what the customers job was and be like are u Gona save me 30% off of whatever it is they did..buyers are liars
that doesnt mean they want to go home, it means that they want a lower price or they wont buy it. thats why people dont leave, they are trying to negotiate very hard to get a good price.
alex anderson I agree with you. you as a buyer is calling their bs, you want a good deal. we all know what they truly pay for it all you need to is ask and also we know they need to make some money too. you can also try what if you bought this bike/car/truck off me without the trade in. try it, it might work in your favor.
that's true. that SHOULD BE the next step but isn't it funny how no one is able to do that step, *even though you explicitly are telling them to do it* wanna know why it's because when you are in front of the salesman at the desk, it's called A CONTROLLED ENVIRONMENT. At that point you are not in control, that's why they don't leave and if there are 2 salesmen you have less of a chance of leaving.
Living in Utah and dealing with LDS missionaries my whole life, I am immune to sales pitches. Creeps like this make it easy to just get up and walk out
Very interesting video, and yet another example of how much skill and training and experience are needed to do "simple" things. I sat and watched this, a person in his living room on his couch and not even needing a motorcycle, and I felt block after block of my resistance dropping away. This guy is VERY good at what he does, and the fact that he does it in a manner that seems sincere and friendly and in the customer's best interest is truly impressive.
Harley salesman usually do not have any sales training. The reason is back in the 1990's there was no selling. It was more like begging from the customer.
+Mopar Marc You are correct. The financial objections that occur during the Harley sale are same that occur during car or truck sale. Harley sales people are very under and poorly trained as a rule.
Notice how the salesman in this role play uses the word 'investment (5:06).' It's actually a really clever way of making the terms such as 'down payment. monthly payment, fees,' sound a little less negative. This particular tactic in selling is based wholly on the emotion and reaction of the buyer rather than actual numerical figures that are offered. To anyone watching, and with anyone with an ounce of common sense, buying or leasing any type of road transportation is not and will NEVER be an INVESTMENT. Once a salesperson starts talking like this, the second they start splurging their sermon, kindly, firmly, and respectfully steer the conversation back to the financial aspect of whats being purchesed. Dont let the salesperson start you down a road of emotions. Also, never step inside a dealership until you are most certain about a fair price your willing to pay backed up by honest research.
Honestly, I’ve been avoiding your videos on my feed because I can’t stand salesmen but I’m glad I watched one. You’re a nifty salesman and good at making points to help close a sale.
Wow, you are good. I took a 3 month sales training course to sell triple pane windows in upstate Connecticut back in the 90s so we read the closer's bible and all the hot literature for up and coming salesmen at the time and we had hands on training with great people who were making tons of money and driving nice cars. I'll be damned if I had any aptitude for overcoming these objections and creating enough enthusiasm for my product. Hats off to you sir. You are a natural salesman. Striking just the right balance between being sympathetic to the buyer's needs but also getting them to go with you and make a commitment.
I had a car salesman call me an asshole because I didn't wan't to buy a car. I just wanted to be left alone and walk around the car lot. I wasn't asking any questions. I wasn't wanting to talk to anybody and waste their time. I just wanted to walk around. Another dealership literally told me to that I had to leave their lot because I didn't have a salesperson helping me and I didn't want one. They have been out of business for quite a while now.
captainkrunch Yeah who would ever expect a salesperson to talk to them on a car lot lol Now them telling you to leave because you didn't have a salesperson bid bullshit. But you going to a car lot not expecting salespeople to approach you is a bad idea. You can do plenty of research from home online, if you go to a lot prepare to be greeted by salespeople because it's their job.
+Steve Richards I agree, that comment was wrong. These videos are about trying to restrict consumer choice - I guess they're 1980s training videos; maybe the first part of a seminar that demonstrates first how not to do things.
If you leave without your new baby,your wife will kill this baby before it is born. Grow a pair right now and tell her you bought it. The only thing you need to ask her is she wants to be the one on the back of it. ( Hands him the pen while looking over his glasses)
i love the way he disarms a client, then the decision making process = disarming client, making them feel good, positive, they relax. "3-5 days", more client relaxing, gets the hormones going making them feel good. "Let me tell you a story," creating self doubt in the client. pen with paper = distracting the client. this sales manager is awesome.
I would love to negotiate with this guy lol we would probably be going in circles for 10 hours , remember people , the longer that salesman is with you longer he's invested and needs to make that sale , or he just spent time for no pay
I am so impressed at how Steve has the right answers to the objection however, I am so unimpressed at the delivery because he sounds like an old school, high pressure car salesman. It is old school sales pressure...putting the consumer in the hot seat and cornering/pressuring them into an answer, which is the exact reason why car sales has the worst reputation of any type of sales and why people are so uncomfortable car shopping. I would feel so uncomfortable answering those four questions. It's high pressure, in your face car sales and today's largest buying market, the Millennials, probably would be turned off by it. This approach is the reason why CarMax is so successful and popular. It's why so many people do research on line now and do deals through texting. I too, train car sales managers, sales consultants, GM's etc and I train that if you've done your job, you've worked to build a relationship through trust and a connection with the client, and the fact that the client walked into your dealership of their own free will, is all the confidence you need to know that they have an interest in buying from you and you should get to the point where the client wants to close YOU. If a client says they want to think about it, you missed something in making a personal connection and that is what you should be training on...listening to the clients needs, asking the right questions, catering the sales approach to the individual. If a client walks into your dealership, you should be selling not only the product, but you, the dealership, and the value of all three. Steve, you have to know more than anyone that this business is about building lasting relationships through both trust and referrals and it's hard to believe that this hard pressed method builds either of those two things, especially when making a deal with today's millennials. Read the comments below and take to heart how your approach makes people feel. I would advise teaching how to overcome objections while toning down the high pressure rhetoric. If a consumer likes you, trusts you, and finds there is value in both the dealership and product, negotiations tend to go smoothly without having to think about it.
I love your enthusiasm and even the four questions however, persistence can easily be misunderstood for pressure, especially in the perception of the customer. I'm sure you've read the other comments here. But everyone has their own style I guess....
I wonder if Steve is so far along in his career that he completely discounts any constructive criticism and his ego is so high that he just completely writes it off what multiple people are saying over and over again, the “high pressure” way of selling is dying and so are the guys that did that.
As a salesman that is your job. If you don’t want to work at it and expect to close at 100 percent find a new career. I don’t ever feel bad about “wasting” a salesman time.
@Aidan Bazan no you won't says a statistic that's made auto sales a high pressure sales gig for 50 years. The likelihood of someone returning is about 4%. That's why vehicle sales are "high pressure".
@@Brucesalarski a salesman's job is to sell you a car for the highest amount that he can. It's your job to pay the least that you can. Don't be mad at the Salesman for being better at his job than you are at yours. A car salesmans job isn't to provide test drives all day.
@therofflehouse lol that’s cute, ain’t nobody mad. You chose being a paid commission salesman. It is your job to actually do some work and take people for test drives. You’ll never close 100 percent of the prospects. Don’t be bitter when you actually have a to take a break and try to sell someone.
More than 40 years ago, I sold cars for a few months. There was a week long sales course to start that was somewhat similar to Steve's approach. Because I was young and didn't know anything about sales, I followed the training for the first couple of months - and did quite well! Then I started to get lazy and cut corners. Things deteriorated. Lucky for me, I fell into a different dream job that I worked at for 30 some years before retiring with a comfortable pension. Steve's approach may look transparent and phony when you are sitting behind your computer, but when he holds the keys to a car you really want and you're sitting across the table from him, he makes a lot of sense.
Yes...you hit a point there...bikes..cars and some other items CAN be an emotionally driven experience. But something ordinary and mundane that you NEED...maybe a new computer cos yours crashed...or a dishwasher etc etc...is approached with a completely different mindset, and the sales techniques on those items differ quite radically...!
Love your videos man helps me understand true salesmanship. Love way you build trust with the company and then confirm it by saying most people agree. These are true life lessons for making a deal.
This dude is a beast. Doesn't do the high pressure bs. Bravo. I love being sold like this were I don't have issues of what I'm getting and or the value. Soooo many people could learn from this man.
In my opinion, the salesperson should be polite and answer the clients questions with technically correct answers, and know how to present the product's pluses and minuses in a way that makes you feel sure they are a trustworthy specialist. And also do the paperwork for the price that is on display on the product. I appreciate it when salespeople stick to that. The second they try any harder to sell that product to me, or try to convince me that product is any better than I know it is, I'm out and never coming back. That is called manipulation, and I have an allergic reaction to it. Also, if I know I can negotiate a price on an item, it means I initially got an over inflated price for that item. That means that upon our initial contact, the seller's natural reaction was to try to trick me. How can you trust somebody like that to continue to do business with them?
+Steve Richards Thank you for the reply. Just curious, does this type of negotiation apply only to buying a used vehicle? Because if that is the case then I can definitely understand the negotiation. I live in europe, and if you go to a new car dealership here, you have a FIXED price for a car. No matter what you do, the price doesn't change. You have different ways of paying for it, like cash or different types of credit, all having different advantages, but you can not just ask to pay a smaller amount for that car. You can walk out 100 times, the dealer cannot and will not offer you a better price (unless maybe you buy 10 cars at once). Very interesting how things get done differently in different parts of the world. In some parts of Asia for example, it's considered rude if the buyer doesn't attempt to negotiate the price down. Negotiating is seen as a form of socializing, and If they just pay whatever the seller asks for, they are considered rude because they refuse to interact with the person selling.
Thanks for this video Steve. I really enjoyed it. When I hear "Think About It " I teach my Mentee's to use a pattern interrupt to regain control on a highly probable lost Sale. "Mr. Prospect you are not allowed to think about it, why don't we just say that it's over". This a shock and awe Aggressive move that works very well for an assertive confident Gut Salesman. You then proceed to fix the true problem (usually money). This may not be for everyone but it works in large capital/RE sales:-) Thanks again
I understand why some people may feel a bit overwhelmed with the pushy attitude of the salesman, but his objection technique was really well done. He gave the customer what he wanted to hear. Now, I would see why many would probably want to run away when looking to purchase a vehicle, but tactics like these are often used in much bigger sales involving very very large companies and a lot of money. Super awesome and educational video!
Overall good approach, but you showed your emotion "For Haven's Sake" plus your body language clearly showed you are mad at him in someway and that's big NO NO ! On the side note you have big bad habit with handling this piece of paper contract...throwing, flipping it clearly shows your frustration and is extremely irritating to customer.
it is 100% an intimidation tactic. i wonder if it’s effective or not. i lean towards thinking it would be. most people are scared of confrontation. i’d imagine you might make the sale, but that customer is probably gonna resent you a little bit and thus you’re probably not gonna get referrals. idk tho just thinking aloud
headdown1 you need a broker? So obviously the broker sold you on the idea you needed a broker and couldn’t negotiate for yourself. Either way you got sold.
Thank you Steve I am gearing up to buy a new car and I have been watching your videos to desensitize myself to sales people’s styles and techniques in driving toward a sale.
To all these people saying they would never buy what this guy is selling. Yeah you wouldn't, you're an informed consumer, unfortunately most people aren't. I guarantee you these kind of tactics will work on the average person who walks onto the lot. A lot of people who "shop around" by physically going to dealerships are already suckers that have done zero price research on the web. My dad who's been a dealer for 20+ years has said it and even this guy has a video about it, the salesman's worst enemy these days is the internet.
I beg to differ; the internet can be the sales person's best friend if they understand how to use it. Thank you for watching and taking the time to comment.
I've used some of these tactics in my own methodology. Mainly the "what has you bothered, maybe we can discuss it so you can feel more comfortable". Always keep talking, always keep them engaged. Sometimes the customer isn't telling you what's wrong and that's why you have to cut the shit and get to the bottom of it. I have however never been as high pressure as me Richards mainly because it's never come to that but everyone has something that works for them. Enjoyed the video thanks!
Do you realize that all these videos do is to educate the consumer on the rip off tricks of the trade? This is a very funny video. Thanks for the laughs ! You can be a comic in most any third rate venue. HA HA Honesty and respect for the consumer is lacking in the car business. That's why I make sure that my trade in is a separate item , and the new car deal is separate from the trade. I refuse to look at anything but those two numbers. I have two family members in the business and I can honestly say I have never bought from them, because they act like the people in this video. I love holiday get togethers, they stay away from me because " I know ". I keep and give out little white cards to all my friends with one word in red. I am sure you can guess what that word is, but if you don't the word is NO. I tell them to use that card when they are getting worked over by the Finance man. I tell them to hold it up no more than two times. I tell them to get up if they try it a third time, tell the person, politely of course, Third strike, you are out, and then leave. Car salesman for the most part, leave their integrity at the door when they punch in for work. I don't put up with it.
You know exactly jack shit. I treat EVERY customer with dignity and respect, don't lie, don't make promises I cannot keep ("I've got a due bill for a Hemi engine in my Dakota?") and am a likeable person on the job and off. You can't tell from what I've been posting here because I am so sick and tired of the fact that customers lie like crazy and I just have to nod my head and say "I understand"
Hey pal, like I said, I have two relatives in the business, each for over 20 years. So I DO KNOW what I am talking about. Just by the way you answered my post tells me that you cannot handle rejection, get used to it because that's the way of the world. You obviously are in the wrong line of work. Customers lie like crazy! How about salespeople ? Yes , I know they are all church going folks . LOL The consumer has the power, it's a new day, get used to it.
doowop lover Salespeople are absolutely entitled to a profit and good living if they do their job well. Your aversion to salespeople tells me that you're either emotionally immature or have been gotten over by a salesman in the past. The customer has always had the control, I don't deny that. However , salespeople have every right to guide a transaction to the close if they know it's in the best interest of both parties. Closing the deal means BOTH parties are better off. Closing a deal means overcoming your concerns and assuring you that you've made the right decision in exchanging your money for the best solution possible. If we let you leave, when we know it's not in your best interest, we are simply not doing what's right for the customer.
The best part of this video was the point he made at the beginning: "It is only a stalemate if you run out of things that make sense to say that keep them engaged."
Really? Try this: Client: "I want to think about it." Salesman: "Excellent decision. I assume you are going to be thinking about price, financing, features, and pretty much everything we've talked about since you've been here. Client: "Yeah...pretty much." Salesman: "Do me a favor and send an email to me in...say...three days...with anything you find that competes with my current offer. Like you, I like to make good decisions, as well. Once you think about everything we've gone over today, and should you find any new information that we didn't cover here today, then just shoot it over to me so that I can see if I can compete. In fact, that will give me more time to deal with my team to see if I can get you a better price with the options you want. Your business is important to me, and I am going to do whatever it takes to assure your satisfaction within the scope of my position and authority at this company. If I cannot help you to get exactly what you want from our store after reading your email, then all I ask is if you will allow me to help get what you want somewhere else whether if its giving you advice or even finding a better deal that I simply can't beat from another dealership. That's the least I can do for you having invested so much of your time with me. Fair enough?" You can even condense it into this (which is "reality"). "I would love for you to think about it. Do your research. Call on me if you need help with research, and I will do what I can to make sure you get the best price and financing options even if you go somewhere else. You came in here to buy something you really want. I still want to help you achieve that goal. I told you that your TOTAL SATISFACTION was my goal, and I meant it. If I don't hear from you in a few days, then I'll follow up AS EXPECTED. Fair enough?" Be more EMPATHETIC and HELPFUL. Don't "slick-talk". Few people fall for it anymore. INTEGRITY is POWER in sales. If you need a sale so bad that you are willing to nail prospects to a cross with "tactics", then you are doing something wrong. The people we call "customers" are in our stores because they already planned to buy from us. Why do salespeople not get that and push customers away by trying to be Slick-Willy?
Robert Humphries That was a terrible terrible little idea of yours lmfao. You’d be the average joe in sales. You have to be condescending to some extent. Not on your knees sounding like an idiot like you just wrote lmao
I'd buy from you for that. Hell I'd even bump up my out the door price I'm willing to pay for not being pushed AT ALL. Then if I knew you were like that with everybody, I'd tell people to go specifically to you. So I don't know what these clowns are talking about.
This will not work with the amount of information available on the internet. The spread between the bid and ask prices has become razor thin over the last decade.
A lot of negative opinions on his body language and approach, but if you focus on the message, you’ll close more deals. Agree with the customer, isolate the real objection, and deal with it head on. He may be a little old school, and today’s customers may be less-inclined to respond to the “over the top salesman”, but there are ways to use this information and approach on the modern customer. Excellent video and something I’ll use during my sales process.
a lot of people here in the comments think he's full of crap because he talks fast and is expressive, that's part of the craft. i know a lot of people here think he's sleazy but really this is great salesmanship. he's overcoming objections by reinforcing why his product, his service and his price is the best. there is no lie here.
This is very good but only to about 5 min. After that, the buyer still says he wants to think about it. So the salesman should let them go instead of pestering at that point. I would start to get annoyed if I was the buyer. I would let the customer go in a polite gentle way, by saying something like, "no problem, it's been great to see you, we hope that you have you enjoyed your visit here today and if you change your mind we are always here for you, including great after sales service too". The buyer would probably enquire a little about the after sales (any kind of warranty), go and comeback to buy then or maybe find better warranty, price and buy elsewhere.
The issue is, and Steve embellished on it, if the customer leaves the lot then there is a very, very low chance that the person will actually come back to make the deal. That's like reeling in a fish and cutting the line before it's in the boat. I've been a sales professional (not cars) for nearly 20 years, and the difference between a rookie and a pro is that the pro takes every single rational shot possible to not only handle objections but to isolate ALL of them and get it closed because once they are no longer engaged, they aren't coming back. They don't call back, they don't do what they say they will do, and they never answer their phone again. A very low percentage will actually do as you describe, and those are rarities. So statistically, a salesman has to become a salesman when you give them stall objections, otherwise they won't get paid. It's called tenacity. This is the profession, annoying as it may be to some, but it works with great success. Most companies, small and large, rely on these very people to drive the sales revenue and we get paid very handsomely for it.
zugdarr so true, buyers are liars. In my time selling insurance I think maybe 5 percent of people who told me they would think about it actually came back, and it was usually only after they found that we were the lowest price. The customer isn't going to magically decide that they want to buy after they leave... they are no longer in heat and as such the desire to buy decreases rather than increases. This is especially so in retail, in which the vast majority of sales can be closed in one call and don't require committees or large numbers of decision makers for a purchasing decision.
Right wrong or indifferent, this guy is slick! ... When you are really hot to buy something (like a motorcycle) this guy will help you feel comfortable overcoming your objections and provide you a path of least resistance toward your goal. Sometimes as consumers we hold back too much out of fear and paranoia. - If it's a good deal just buy it now and enjoy your life. :)
I bring in a piece of paper with the price I want to pay for the car and tell them not ask them this is what I want, can you do it? I have only had it not work once out of 4 cars I have bought.
When I was in the army I once told a mutual fund salesman that was going around to the barracks rooms trying to sell these plans "I'll think about it and get back to you tomorrow", he asked me "What is there to think about ?" So hearing that knowing it was either a con or just an idiot salesman I took the papers he had given to me to 'look over' and pulled my sweats down and wiped my ass with them. I've never seen a salesman run away that fast.
+carforumwanker "Aggressive hand/body movements"; seriously? Please don't mistake enthusiasm, confidence, and persistence for pressure. I know what it is to put pressure on a buyer and this is NOT pressure.
@@SteveRichardsredzonestudents you are not a tough guy well maybe behind your keyboard were you can cuss and belittle people because you know there is no repercussion but you will get whats coming to you tough guy
Imagine using sales strategies that don't insult or confront your prospects. Steve Richards is the only sales trainer we use; just wish we could have him here more often.
Starting off with a false premise Hisham your argument is already invalid. Frank is right. If Metro KIA Atlanta only uses Steve Richards I really feel for Metro's salespeople and more sorry for Metro's customers who go to Metro seeking a good car buying experience only to be treated using Steve's "selling techniques."
I was in auto sales for years. It's SALES. The idea is to sell, and have the customer satisfied. I don't think he'd be mad that "he was taken." He would think about the points that were stated. "I bought the right bike, these guys are OK, it was in my budget, whether I could have saved $25 elsewhere isn't important." Everyone has their own speaking style; mine might be a bit more low-key. Being more animated may be the right "read" about this customer, and it's a Harley dealership, not a Mercedes dealership. I just ran across this channel. I'm going to watch more. For all those who commented... Is the flow correct for making a decision? I think so. I am sure there are times where all of us walked away from purchasing something good, because we weren't presented with the steps we needed to go over in our minds. I just read more comments. Not one positive one. This is a sales training video, not a "don't hurt my feelings, I can't make decisions" video. I liked customers who had done some research. If you shop for a new car or truck, Look at the recent sales via TrueCar dot com, and look at the dealership ads for leases. Next to the lease is what the sale price the lease is based on. That's usually a very low sale price. The lease may be a bargain (close to an effective 0% rate). The worst shoppers were those that came in with a madeup number that no one could sell the car for. They would go to 3 or 4 dealerships and waste their time and the sales staff. At some dealerships they would bring on their own torture..."What if we could do it, would you buy it now?" They would leave thinking that they could do better, even though they were $1,000 completely off-base. The customer isn't always right.
How I used to sell Volvos. By me. Hello XX, thank you for stopping by, isn't it a xx day? Yes! I saw you looking at the XXX, is that the car you are interested in? Yes! Brilliant, there need to be more of them on the road, they're an excellent car! Have you informed yourself about the car? Yes! (From this point on, converse with whoever as if they are now members of the owners club) Allow me to get you the keys, I'll be right back! (Demonstrate car from exterior with gestures while stroking its lines inconspicuously) If I've answered all your questions we can go inside so you can choose the colour and interior; have I answered all your questions? Yes! Ka-Ching!
walk out the door .. pay cash for eveything that is what i do .. simple i am in dealers all the time reyrey.com i work for reynolds and reynolds simple don't like the number walk out the door there is another dealer
Damn Steve is good, I mean really really good! I'm one of the 80% who walks simply because salesman know purchases are an emotional decision just as much as rational. But I'd walk away knowing if I'm serious about pulling the trigger I'd buy from him.
"Fits in the budget" should not be a good reason to buy anything expensive. It's value and ROI. If I had this kind of pressure put on me after I said I was going take some more time, I'd not give a reason to him, at all. I'd simply ask that he values my mindset and if he was this manipulative or cunning he'd need to know he's decreasing his chances of clinching a sale with me at any time. Oh, and I believe him when he says he has no feelings left. Sociopathic tendencies are a great tool for salesmen.
alexralston22 - thank you for watching and taking the time to comment. Which responses do you love, the ones in the video or the moronic comments I receive from the uninformed?
Mike: I'm not annoyed, I'm just amazed that Stevie Boy can sell his schtick to dopey dealers and their dumb ass sales slugs. Have you seen any of his "students" try to copy his act? It's hilarious and pathetic.
I'm amazed how people fall for it. I don't like sale people, I make my decisions on my own, and there's no convincing me if I don't want it. They just waste time and interrupt my decision making which tends to lead me to buy less or not to buy anything. If I'm not 100% sold on it, I don't buy it, and the salepeople on me at least do the opposite of their job. If they just shut up and sat nice and quietly behind their desk and only talked to me when I came to them or I asked them questions theyd be able to sell me a lot more things. I don't understand this culture in America for the salesperson to make the sale. Its up to the customer what they do. No one can force another person to buy something.
This man is a selling genius. Just a hard working man. You can always say no. A smart salesperson will never want you to feel uncomfortable. They help the buyer convince themselves, very logically. If we have A, B, and C here for you, there is no reason not to sign. Besides if you're a real crook, someone is going to beat the hell out of you or worse!
I just stumbled on this gentleman's videos 30 minutes ago. People and companies pay BIG BUCKS for information like this! It's amazing that he's offered all of this up for FREE here on TH-cam. Those of you in sales would do well to sit at his feet and should you even capture one tidbit, you'll be the better...end up closing more, and on the fast track to a successful career in sales.
I think the information is great! I have been in sales for many years and it is unfortunate that we salesman have to spend valuable energy on time-wasters, strokes, tire-kickers, or indecisive professional visitors to get them to buy something they will eventually buy from some salesman that took the time to develop some sales skills. Steve is offering his unique style to help people earn a fair living. Dealerships nation wide pay him a large fee to help their business grow. These armchair critics and self proclaimed buying experts in the comment section are hacks. Not even 1 commenter in this section has their own channel offering anything of value, especially anywhere near this channels subscriber count (10k) . Thanks Steve, your work is appreciated!
Infiniti Gwinnett not superb, I would see right through this crap, stand up, and walk out. Until I see the numbers I'm looking for (price of the vehicle and minimum fees and added garbage) I'm gonna stand up and walk out just like I did at a dealership yesterday. If there is one thing that will blow up a deal for me faster than anything is to be "closed" by an snake oil salesman like this dude.
I sold cars for 2 years before I got in the career I actually wanted and I still get a kick out of people's responses to salesman..i use to strait up ask what the customers job was and be like are u Gona save me 30% off of whatever it is they did, oh no? Well why do u expect me to do that here? a good deal is just a state of mind, mine is different than yours..buyers are liars
Love how people think it’s being high pressure but in reality people don’t make a decision on one of 3 things. The man, money, machine and that’s all he went over. Every “difficult” deal I have shut as a closer has had one of those 3 problems
Keep it up! I'm going to share this with anyone buying a new car. Your really helping the customer.....they learn what you low lives are truly like. Keep sending emails; I enjoy playing
![สาวเมืองเพชร - ธีเดช ทองอภิชาติ [Official MV]](http://i.ytimg.com/vi/kEt7F9PvO3I/mqdefault.jpg)
I buy cars and trucks pretty often and this is the exact type of person I avoid at all costs lol
Of course you sales slugs avoid informed and educated customers, because you can't fool them into believing you are acting in their best interest. Your "act" only plays with low information customers with bad credit and no jobs because they are begging to buy a car.
Trumps sucks donk and so do you sales slug.
i agree with chuu
I would tell this guy to fuck off in 30 seconds
Trump Fan Network if you’re good at your “career” you would be able to close a loser with shitty credit.
This guy is an example of why people buy online.
sullivan0099 - I sell online...
@@SteveRichardsredzonestudents LMAO SAVAGE 😎
Ripped Rick im dead
Lmaooo
People still have to go to the store dumbass lol. Go to carvana and buy one from the fending machine.
These are the best videos for learning how to deal with auto sales people. It's like a course in how they operate, and what to look out for. Thanks for posting.
Glad to help.
Two minutes of this guys shtick and i'd be out the door.
Steve Joyner - no you wouldn't, no one leaves. Not everyone buys, but no one leaves. I'm quite charming.
Steve Richards Yes I would leave too. I would be professional but I would not buy. I bought 6 cars in the last 7 years but none from a pushy salesman using the well known sales techniques.
Selling’s out, let the customer buy! The more you try to pin them down, the more they will resist. Nobody wants to be sold to like this. Sales people are not to be avoided though. I have had a successful career in corporate sales for the last 25 years helping customers to make the right decisions for their businesses.
Northern Utah Dashcam
He may not sell to you but he would sell to more than the average sales guy and that's what counts. Obviously you are special buying 6 cars in 7 years , Steve Richards does not sell used fucking sleds like you buy . He has standards
Short lived sale- no one would send anyone to you after this disingenuous pitch. Turn and burn!!
My father, a man who has done exceptionally well with money over his life taught me early on that on any big purchase, find out exactly what you want and exactly how much it will cost, then walk away and sleep on it until you have peace about the purchase. If anyone ever pressures you into making a decision that day they most certainly do not have you’re best interest in mind, but they certainly have their best interest at heart. PS, the deal or one like it will be there next week.
Jedi391 Your Father taught you well. He just buried this guy on his way to debt heaven. Save your Money till you can pay more than downpayment.
I don’t know about that, my first few real estate investments I had no peace and was scared. Wait around for peace about everything you will be broke
Gerald Peters Is you would end up broke, how do you explain the fact that he has done so well financially and his three children who all followed his model have done so well financially? I’m not saying you can’t do well based on calculated risks but I can have peace based on a calculated risk even though it’s a risk. Buying a new car is never never never a good financial move. I’m not saying you should never do it, if you can afford it and want a little luxury, enjoy life a little. At the same time you can never compare buying a new car from a car salesman to making an investment in real estate.
Ockie Ditchbank Exactly.
When I bought my car, my dad told me that salesmen often like to make it seem like cars won't ever be sold again. That, and just say no to all of the premium upgrades in the warranties. Get whatever is included in the original deal.
The exaggerated body movements seem like an intimidation tactic.
Ryan Price It’s so freaking stupid.
Unreal 🤣
Oh he's completely telegraphing his contempt for this customer.
I feel like I need to take a shower after hearing this guy
Christian Myer 😂 😂
“I’VE GOT NO FEELINGS LEFT.” The only truthful thing this dude said
Jay Dee - do these videos scare you?
Lol! No they make me laugh actually
@@SteveRichardsredzonestudents im not scared of you puss we live in the same state we will meet one day and I pitty you
i love your content! youve been helping me without knowing for 8 YEARS!! i would love it if you came and "secret shopped" the store i sell at... @@SteveRichardsredzonestudents
I love the bald guy in the back, hes thinking "what the hell is this", big guy with Harley shirt is thinking "im gonna quit this job"
As a 30 year vet of sales and a sales trainer, this guy is a shining example of why sales people get a bad rep.
Well deserved
Exactly
If you don't mind me asking, what does he do that deserves a bad rep? The only thing I could fathom is that he doesn't take the first "no" as fact. In more sales terms... objection handling. What do you train differently?
?? He is supposed to worikwith you.that is his job. Most of the dirty stuff sales people might use are what they learned from their so called 'Honest customers' The cults will teach you that 'man is basically good.'By the times you have sold a hundred cars, you know that is not true.
Bah! I bet you work for a Chrysler Dealership, lol
"Can I tell you a story?"
"No."
positivel_broad_st - thanks for watching. What's your point?
😂
I hope I never run into this guy.
Scared hell sell you something hahahaha
That’s not nice
Yes , I will ask the sales person for permission to think about it and then I will sit there like a little punked out bitch and get patronized and bullshitted and mind fucked. Looks like a quality customer experience to me.
How long have you been Richards boy toy?
Lmao
Fool.
Lmao
As a car salesman I tried the exact thing and got punched in the face.thanks Steve......
@Santorini Arrezzi - practice more.
As you should have.
What's messed you can't tell the truth customers. They are looking for the lying from the salesperson, it's part of the experience they are expecting. I had several people tell me I was being to honest, 1 person I coached their kid in football.
@@billyacapraro9671 Guessing you took a different career path? I feel like you have to give up part of your soul to be good in sales.
To be a good salesman:
1. Never empathize with the customer. Only present the illusion that you do.
2. It's not about what the customer needs. It's about how much you can sell them.
3. When it comes to financing, the customers future financial stability is not your concern, and it is your job to convince them it's not their concern either.
4. Assess potential customers in terms of how much you can sell them.
5. You have to be able to adapt to your customer. If you are selling to a 65 year old woman, you need to take a different approach than you would with a 27 year old man.
Wow why are these comments to this video so negative? I thought it was very helpful to improve my closing rate
Pushy, patronising, I'd walk, I get overcoming objections, but there's a point where it's just rude.
It's a role-play.
@@SteveRichardsredzonestudents That's exactly the point!
They're trying to sell you a vehicle. What the hell do you want??? A reach around??? If you don't like being pressured, then purchase from a private seller.
@@HonestUAWElectrician its not about being pressured..its trying to get you to forget about the cost of the car..and all there fees.. always make sure you get your own loan before going with the dealerships finance office ... they add up to 2.9 % on your intrest rate when your credit actually should put u lower..
@@HonestUAWElectrician LOL, interesting choice of words. A reach-around happens when you're taking it up the ass, so I guess you're saying that's what the salesman is doing.
This guy prays on the 20% of people who will cave to his high pressure bullshit no matter how bad of a decision it is for them. He thinks it makes him a good sales man. You'll become a good salesman when you can sell to the other 80%...
Well said
+Nick Fotopoulos The funny thing is that even if that is true; he will sell more than the average bear. So, even if it is a high pressure sales approach, he still will sell to that 20% that the typical salesman won't.
+Nick Fotopoulos please tell me how many cars you sell a month
Agreed. This guy is a dinosaur. I'd fire back: "What are you so worried about? If the deal is so good, why wouldn't I come back. What is it in the contract that you don't want me going over on my own." If he still keeps selling (basically saying 'no' to 'I want to think about it'), I leave and buy elsewhere. Let him prey on the 20% who are too timid and polite to stop people from walking all over them.
You're simply mistaken. People often end up leaving just to get "sold" by someone else, not for a better deal at all. Nobody's "afraid" of a customer leaving, it's just facts that you're best shot to sell someone is while they are there. If they leave, 80% chance they won't come back, and most often not because they got a better deal elsewhere. Most people shop around and just get sick of looking so they buy at the last place regardless of the deal.
When I was a car salesperson for a couple of years, I would take sales from people like this all the time
People don't like this kind of person and don't trust them. I would hand a customer my card and say I am not going to follow them around like a lost dog. But I am available for any questions or opinions. I would even give my personal opinion of certain model cars that may be plagued with issues. I would let them test drive the car alone and tell them to rev that engine and spin the tires when you are away from the lot.
I found that they would trust me and I got a lot of sales. I also told any customer that I would send them a 100.00 bill for any referrals that resulted in a sale.
I made a lot of sales and money. But my dealership changed the commission system in their favor and I got out of it.
You probably went back to clerking in a hardware store. You're a clerk.
@@kevinjones8929 Well I do deal with installing my hardware in your wife every Friday night. So I guess I am a hardware clerk 🤣
@@kevinjones8929 lmao right I was about to say that
his lecture acting would work if we were in the 70's or 80's
328 skipad who cares? It helps! Most salesmen don‘ t know these things. They need support and education.
Steve: ..."the monthly 'investment...'" "Investment" in a new vehicle is an oximoron. Do the math. What an entertaining and informative show this is!!! He's doing us a huge favor. Watch it all!
I don't like people that wear their sunglasses on top of their head...
Or a cheap orange shirt that smells like musk
Gary so where do you put them so the stay safe and not get scratched but are still easily accessible?
I dont like you either gary lol ive got 3 sets of lens for my same pair of sunglasses different colors custom made I dont want scratched lens because i put them in my pocket or set them down. Now at this point I have some scratched ones so Im not worried that much anymore but when you spend $350 plus for sunglasses and custom lens another $150 you appreciate them better than a walmart brand non polorized cheap pair. Polorized real polorized lens makes a difference on eye strain when compared to regular lens or knock offs just saying
I don't like left handed people either
Mr B money that’s cool I can write with both haha
Every time I get my oil changed at the dealer it takes forever. Like over two hours. Usually because they try and find things with my car to sell me on the repairs. Anyhow, last time in I said just change the oil because I could be getting a new car today and headed to the showroom. I sat with a salesman and pretended I was interested we walked the lot and about a half hour later the Service Sales Guy came out and said my car was done. I got up out of my seat with the salesman in the middle of our negotiation and walked out to get my car. Worked just like I thought it would.
shelly6873 Sales people are the scum of the Earth and anyone with half a brain knows that. The fact that ANYONE has to negotiate their lowest cost just so one person can earn a commission is a joke. The free market needs to be allowed to work. Just post the cost of the car, the configuration and a couple of kids to give test drives. That's all anyone needs. It's 2016, Google is the more powerful than any human being. Post this comment EVERYWHERE!
***** I just negotiated new copiers for the company I work for. The incumbent sales guy asked me how his bid came in. I told him that he wasn't in the same ball park so the next day he sends me a bid $16,000 lower. I was like, F**K YOU! You're never getting our business. Two other sales people did the same thing in lowering their initial bid as if I have time to play your stupid games especially after I stated price and reliability were the most important factors. The company that got our business made the lowest initial bid plus I shoved some more things down their throat that I wanted included. The Sales Manager for that company was like "That's asking an awful lot" I said, "So what?" These guys put in a collective 2 days worth of work to get paid for the next five years. What a joke. All sales people need to go and let the free market take it's course. I'm sure we'll all figure out how to buy cars without them. I think managing a smart phone is more difficult then buying a car.
+shelly6873 I think he said they find things wrong to sell him the repairs, not a new vehicle.
exactly, like the sales people are communicating secretly with the service people. If anything they would want to keep your car in service as long as necessary to give the salesmen more time. still, service doesnt give a fuck about what sales is doing, the managers do.
I sold cars for 2 years before I became a firefighter and I still get a kick out of people's responses to salesman..i use to strait up ask what the customers job was and be like are u Gona save me 30% off of whatever it is they did..buyers are liars
When you've said "I need to go home to think about it", the immediate next step is get up and leave right then!
that doesnt mean they want to go home, it means that they want a lower price or they wont buy it. thats why people dont leave, they are trying to negotiate very hard to get a good price.
alex anderson I agree with you. you as a buyer is calling their bs, you want a good deal. we all know what they truly pay for it all you need to is ask and also we know they need to make some money too. you can also try what if you bought this bike/car/truck off me without the trade in. try it, it might work in your favor.
that's true. that SHOULD BE the next step
but isn't it funny how no one is able to do that step, *even though you explicitly are telling them to do it*
wanna know why
it's because when you are in front of the salesman at the desk, it's called A CONTROLLED ENVIRONMENT.
At that point you are not in control, that's why they don't leave
and if there are 2 salesmen you have less of a chance of leaving.
It works if you actually start walking out which I did...dont just say it do it.
Mark G
Thats why you are still walking
Living in Utah and dealing with LDS missionaries my whole life, I am immune to sales pitches. Creeps like this make it easy to just get up and walk out
Very interesting video, and yet another example of how much skill and training and experience are needed to do "simple" things. I sat and watched this, a person in his living room on his couch and not even needing a motorcycle, and I felt block after block of my resistance dropping away. This guy is VERY good at what he does, and the fact that he does it in a manner that seems sincere and friendly and in the customer's best interest is truly impressive.
my walls went up and up and up
unclematt3 What a great reply!! Tell us what is your drug of choice? Edibles? Mushrooms? or are you just an alcohol guy?
Harley salesman usually do not have any sales training. The reason is back in the 1990's there was no selling. It was more like begging from the customer.
+Mopar Marc You are correct. The financial objections that occur during the Harley sale are same that occur during car or truck sale. Harley sales people are very under and poorly trained as a rule.
Notice how the salesman in this role play uses the word 'investment (5:06).' It's actually a really clever way of making the terms such as 'down payment. monthly payment, fees,' sound a little less negative. This particular tactic in selling is based wholly on the emotion and reaction of the buyer rather than actual numerical figures that are offered. To anyone watching, and with anyone with an ounce of common sense, buying or leasing any type of road transportation is not and will NEVER be an INVESTMENT. Once a salesperson starts talking like this, the second they start splurging their sermon, kindly, firmly, and respectfully steer the conversation back to the financial aspect of whats being purchesed. Dont let the salesperson start you down a road of emotions. Also, never step inside a dealership until you are most certain about a fair price your willing to pay backed up by honest research.
Anyone under 40 would have left at the point he started his little stories.
The picture of an eye - wrong, helping Millenials buy is my forte.
@@SteveRichardsredzonestudents how are you doing that? Buy training salesman to use sleazy tactics and manipulate people
I wonder if any of the salesmen are left in that dealership
Honestly, I’ve been avoiding your videos on my feed because I can’t stand salesmen but I’m glad I watched one. You’re a nifty salesman and good at making points to help close a sale.
Wow, you are good. I took a 3 month sales training course to sell triple pane windows in upstate Connecticut back in the 90s so we read the closer's bible and all the hot literature for up and coming salesmen at the time and we had hands on training with great people who were making tons of money and driving nice cars. I'll be damned if I had any aptitude for overcoming these objections and creating enough enthusiasm for my product. Hats off to you sir. You are a natural salesman. Striking just the right balance between being sympathetic to the buyer's needs but also getting them to go with you and make a commitment.
I had a car salesman call me an asshole because I didn't wan't to buy a car. I just wanted to be left alone and walk around the car lot. I wasn't asking any questions. I wasn't wanting to talk to anybody and waste their time. I just wanted to walk around.
Another dealership literally told me to that I had to leave their lot because I didn't have a salesperson helping me and I didn't want one. They have been out of business for quite a while now.
captainkrunch Yeah who would ever expect a salesperson to talk to them on a car lot lol Now them telling you to leave because you didn't have a salesperson bid bullshit. But you going to a car lot not expecting salespeople to approach you is a bad idea. You can do plenty of research from home online, if you go to a lot prepare to be greeted by salespeople because it's their job.
good ridence
Cody, he never said he was not expecting someone to approach him. He said he wanted to be left alone AFTER someone approached him. Understand now?
Bottom line, these videos are showing how to get as much money out of people as possible.
Wrong.
+Steve Richards I agree, that comment was wrong. These videos are about trying to restrict consumer choice - I guess they're 1980s training videos; maybe the first part of a seminar that demonstrates first how not to do things.
MKRM27 SNAP! Two points for MKRM27.
and one for technical foul.
If you leave without your new baby,your wife will kill this baby before it is born. Grow a pair right now and tell her you bought it. The only thing you need to ask her is she wants to be the one on the back of it. ( Hands him the pen while looking over his glasses)
Anyone else notice the slime oozing from his pores?
Think you mean his spores
i love the way he disarms a client, then the decision making process = disarming client, making them feel good, positive, they relax. "3-5 days", more client relaxing, gets the hormones going making them feel good. "Let me tell you a story," creating self doubt in the client. pen with paper = distracting the client. this sales manager is awesome.
God forbid they want to think over a huge financial commitment!
I would love to negotiate with this guy lol we would probably be going in circles for 10 hours , remember people , the longer that salesman is with you longer he's invested and needs to make that sale , or he just spent time for no pay
lol wrong
I am so impressed at how Steve has the right answers to the objection however, I am so unimpressed at the delivery because he sounds like an old school, high pressure car salesman. It is old school sales pressure...putting the consumer in the hot seat and cornering/pressuring them into an answer, which is the exact reason why car sales has the worst reputation of any type of sales and why people are so uncomfortable car shopping. I would feel so uncomfortable answering those four questions. It's high pressure, in your face car sales and today's largest buying market, the Millennials, probably would be turned off by it. This approach is the reason why CarMax is so successful and popular. It's why so many people do research on line now and do deals through texting. I too, train car sales managers, sales consultants, GM's etc and I train that if you've done your job, you've worked to build a relationship through trust and a connection with the client, and the fact that the client walked into your dealership of their own free will, is all the confidence you need to know that they have an interest in buying from you and you should get to the point where the client wants to close YOU. If a client says they want to think about it, you missed something in making a personal connection and that is what you should be training on...listening to the clients needs, asking the right questions, catering the sales approach to the individual. If a client walks into your dealership, you should be selling not only the product, but you, the dealership, and the value of all three. Steve, you have to know more than anyone that this business is about building lasting relationships through both trust and referrals and it's hard to believe that this hard pressed method builds either of those two things, especially when making a deal with today's millennials. Read the comments below and take to heart how your approach makes people feel. I would advise teaching how to overcome objections while toning down the high pressure rhetoric. If a consumer likes you, trusts you, and finds there is value in both the dealership and product, negotiations tend to go smoothly without having to think about it.
Thank you for watching and taking the time to comment. Please don't mistake enthusiastic persistence for pressure...
I love your enthusiasm and even the four questions however, persistence can easily be misunderstood for pressure, especially in the perception of the customer. I'm sure you've read the other comments here. But everyone has their own style I guess....
Bruce Claver Agree, persistence can be misconstrued. Please remember, these are teaching role-plays, not real selling scenarios.
Bruce Claver hit the nail on the head, wow.
I wonder if Steve is so far along in his career that he completely discounts any constructive criticism and his ego is so high that he just completely writes it off what multiple people are saying over and over again, the “high pressure” way of selling is dying and so are the guys that did that.
If you're not ready to buy keep doing your research online.
Go when you're ready and don't waste everyone's time.
@Aidan Bazan and a car salesman isn't going to let you waste their time driving around if your not ready to buy.
As a salesman that is your job. If you don’t want to work at it and expect to close at 100 percent find a new career. I don’t ever feel bad about “wasting” a salesman time.
@Aidan Bazan no you won't says a statistic that's made auto sales a high pressure sales gig for 50 years.
The likelihood of someone returning is about 4%. That's why vehicle sales are "high pressure".
@@Brucesalarski a salesman's job is to sell you a car for the highest amount that he can. It's your job to pay the least that you can.
Don't be mad at the Salesman for being better at his job than you are at yours.
A car salesmans job isn't to provide test drives all day.
@therofflehouse lol that’s cute, ain’t nobody mad. You chose being a paid commission salesman. It is your job to actually do some work and take people for test drives. You’ll never close 100 percent of the prospects. Don’t be bitter when you actually have a to take a break and try to sell someone.
More than 40 years ago, I sold cars for a few months. There was a week long sales course to start that was somewhat similar to Steve's approach. Because I was young and didn't know anything about sales, I followed the training for the first couple of months - and did quite well! Then I started to get lazy and cut corners. Things deteriorated. Lucky for me, I fell into a different dream job that I worked at for 30 some years before retiring with a comfortable pension. Steve's approach may look transparent and phony when you are sitting behind your computer, but when he holds the keys to a car you really want and you're sitting across the table from him, he makes a lot of sense.
Yes...you hit a point there...bikes..cars and some other items CAN be an emotionally driven experience. But something ordinary and mundane that you NEED...maybe a new computer cos yours crashed...or a dishwasher etc etc...is approached with a completely different mindset, and the sales techniques on those items differ quite radically...!
Wouldn't buy an ice cream in Death Valley from Slick Steve.
Love your videos man helps me understand true salesmanship. Love way you build trust with the company and then confirm it by saying most people agree. These are true life lessons for making a deal.
Thank you for watching and take the time to comment.
This dude is a beast. Doesn't do the high pressure bs. Bravo. I love being sold like this were I don't have issues of what I'm getting and or the value. Soooo many people could learn from this man.
In my opinion, the salesperson should be polite and answer the clients questions with technically correct answers, and know how to present the product's pluses and minuses in a way that makes you feel sure they are a trustworthy specialist. And also do the paperwork for the price that is on display on the product.
I appreciate it when salespeople stick to that. The second they try any harder to sell that product to me, or try to convince me that product is any better than I know it is, I'm out and never coming back. That is called manipulation, and I have an allergic reaction to it.
Also, if I know I can negotiate a price on an item, it means I initially got an over inflated price for that item. That means that upon our initial contact, the seller's natural reaction was to try to trick me. How can you trust somebody like that to continue to do business with them?
+Steve Richards Thank you for the reply. Just curious, does this type of negotiation apply only to buying a used vehicle? Because if that is the case then I can definitely understand the negotiation. I live in europe, and if you go to a new car dealership here, you have a FIXED price for a car. No matter what you do, the price doesn't change. You have different ways of paying for it, like cash or different types of credit, all having different advantages, but you can not just ask to pay a smaller amount for that car. You can walk out 100 times, the dealer cannot and will not offer you a better price (unless maybe you buy 10 cars at once). Very interesting how things get done differently in different parts of the world. In some parts of Asia for example, it's considered rude if the buyer doesn't attempt to negotiate the price down. Negotiating is seen as a form of socializing, and If they just pay whatever the seller asks for, they are considered rude because they refuse to interact with the person selling.
your comments prove EXACTLY what I typed above! Real salespeople know this secret!
+Steve Richards Steve, the socialization of the sale is 90%. NOT the numbers. Please remember that!
what if the product is better than you know it is butthead??
Thanks for this video Steve. I really enjoyed it. When I hear "Think About It " I teach my Mentee's to use a pattern interrupt to regain control on a highly probable lost Sale. "Mr. Prospect you are not allowed to think about it, why don't we just say that it's over". This a shock and awe Aggressive move that works very well for an assertive confident Gut Salesman. You then proceed to fix the true problem (usually money). This may not be for everyone but it works in large capital/RE sales:-) Thanks again
I think most buyers would rather buy online than from a high pressure sales person
I understand why some people may feel a bit overwhelmed with the pushy attitude of the salesman, but his objection technique was really well done. He gave the customer what he wanted to hear. Now, I would see why many would probably want to run away when looking to purchase a vehicle, but tactics like these are often used in much bigger sales involving very very large companies and a lot of money. Super awesome and educational video!
Let me agree with this.
No executive from any company is going to make an instant decision on any large purchase. Absolute rubbish.
Overall good approach, but you showed your emotion "For Haven's Sake" plus your body language clearly showed you are mad at him in someway and that's big NO NO ! On the side note you have big bad habit with handling this piece of paper contract...throwing, flipping it clearly shows your frustration and is extremely irritating to customer.
Your are completely correct. But I feel it is an intimidation technique.
I totally gree with you
it is 100% an intimidation tactic. i wonder if it’s effective or not. i lean towards thinking it would be. most people are scared of confrontation. i’d imagine you might make the sale, but that customer is probably gonna resent you a little bit and thus you’re probably not gonna get referrals. idk tho just thinking aloud
Steve, I know you understand the reputation used car salesmen have. But if it smells like a fish, it's a fish.
I'm in the process now of buying a new Ram with a broker, and it is because of guys like this. How wonderful to turn the tables on the dealer.
headdown1 you need a broker? So obviously the broker sold you on the idea you needed a broker and couldn’t negotiate for yourself. Either way you got sold.
Your ram will depreciate over 75% in 4 years. Which means it will be worth equivalent to a kenmore refrigerator.
Thank you Steve I am gearing up to buy a new car and I have been watching your videos to desensitize myself to sales people’s styles and techniques in driving toward a sale.
+Mike Craig Glad to have been of help. Hope you enjoy the purchasing process. I'd love to hear about when you've completed your purchase.
Genuinely fantastic stuff. It's social engineering in the purest form.
If you can be engineered by such outdated tactics, your carer should not let you out on your own to make such a high value purchase.
MKRM27 Can it.
MKRM27 you would buy a car from Steve and love every second of it.
To all these people saying they would never buy what this guy is selling. Yeah you wouldn't, you're an informed consumer, unfortunately most people aren't. I guarantee you these kind of tactics will work on the average person who walks onto the lot. A lot of people who "shop around" by physically going to dealerships are already suckers that have done zero price research on the web. My dad who's been a dealer for 20+ years has said it and even this guy has a video about it, the salesman's worst enemy these days is the internet.
I beg to differ; the internet can be the sales person's best friend if they understand how to use it. Thank you for watching and taking the time to comment.
"I've got no feelings left."
"wow,that sounded a little scary. all the more reason I'm figuring I'll sleep on it.
I've used some of these tactics in my own methodology. Mainly the "what has you bothered, maybe we can discuss it so you can feel more comfortable". Always keep talking, always keep them engaged. Sometimes the customer isn't telling you what's wrong and that's why you have to cut the shit and get to the bottom of it. I have however never been as high pressure as me Richards mainly because it's never come to that but everyone has something that works for them. Enjoyed the video thanks!
Thank you for watching and taking the time to comment.
I’ve bought a number of bikes in my life and I would NEVER buy one from this dealership. High pressure bullsh*t.
Waaaaay too pushy. I’d walk out after I said no the second time. All that writing and fast talking is a off switch
Do you realize that all these videos do is to educate the consumer on the rip off tricks of the trade?
This is a very funny video. Thanks for the laughs ! You can be a comic in most any third rate venue. HA HA
Honesty and respect for the consumer is lacking in the car business. That's why I make sure that my trade in is a separate item , and the new car deal is separate from the trade. I refuse to look at anything but those two numbers.
I have two family members in the business and I can honestly say I have never bought from them, because they act like the people in this video. I love holiday get togethers, they stay away from me because " I know ".
I keep and give out little white cards to all my friends with one word in red. I am sure you can guess what that word is, but if you don't the word is NO. I tell them to use that card when they are getting worked over by the Finance man.
I tell them to hold it up no more than two times. I tell them to get up if they try it a third time, tell the person, politely
of course, Third strike, you are out, and then leave.
Car salesman for the most part, leave their integrity at the door when they punch in for work. I don't put up with it.
You know exactly jack shit. I treat EVERY customer with dignity and respect, don't lie, don't make promises I cannot keep ("I've got a due bill for a Hemi engine in my Dakota?") and am a likeable person on the job and off. You can't tell from what I've been posting here because I am so sick and tired of the fact that customers lie like crazy and I just have to nod my head and say "I understand"
Hey pal, like I said, I have two relatives in the business, each for over 20 years. So I DO KNOW what I am talking about. Just by the way you answered my post tells me that you cannot handle rejection, get used to it because that's the way of the world. You obviously are in the wrong line of work.
Customers lie like crazy! How about salespeople ? Yes , I know they are all church going folks . LOL The consumer has the power, it's a new day, get used to it.
The Price is Wrong
+S Genetti you can't be honest and make good money in the car selling business. it's a sad fact, but it's true.
doowop lover Salespeople are absolutely entitled to a profit and good living if they do their job well. Your aversion to salespeople tells me that you're either emotionally immature or have been gotten over by a salesman in the past. The customer has always had the control, I don't deny that. However , salespeople have every right to guide a transaction to the close if they know it's in the best interest of both parties. Closing the deal means BOTH parties are better off. Closing a deal means overcoming your concerns and assuring you that you've made the right decision in exchanging your money for the best solution possible. If we let you leave, when we know it's not in your best interest, we are simply not doing what's right for the customer.
these guy make me boil just listening to him. that's why i always have a attitude when i go to a dealership
Love the video. Their is absolutely nothing to think about if you have a chorus line of check marks. Sign and drive. You’ll be glad that you did.
The best part of this video was the point he made at the beginning: "It is only a stalemate if you run out of things that make sense to say that keep them engaged."
Really? Try this:
Client: "I want to think about it."
Salesman: "Excellent decision. I assume you are going to be thinking about price, financing, features, and pretty much everything we've talked about since you've been here.
Client: "Yeah...pretty much."
Salesman: "Do me a favor and send an email to me in...say...three days...with anything you find that competes with my current offer. Like you, I like to make good decisions, as well. Once you think about everything we've gone over today, and should you find any new information that we didn't cover here today, then just shoot it over to me so that I can see if I can compete. In fact, that will give me more time to deal with my team to see if I can get you a better price with the options you want. Your business is important to me, and I am going to do whatever it takes to assure your satisfaction within the scope of my position and authority at this company. If I cannot help you to get exactly what you want from our store after reading your email, then all I ask is if you will allow me to help get what you want somewhere else whether if its giving you advice or even finding a better deal that I simply can't beat from another dealership. That's the least I can do for you having invested so much of your time with me. Fair enough?"
You can even condense it into this (which is "reality"). "I would love for you to think about it. Do your research. Call on me if you need help with research, and I will do what I can to make sure you get the best price and financing options even if you go somewhere else. You came in here to buy something you really want. I still want to help you achieve that goal. I told you that your TOTAL SATISFACTION was my goal, and I meant it. If I don't hear from you in a few days, then I'll follow up AS EXPECTED. Fair enough?"
Be more EMPATHETIC and HELPFUL. Don't "slick-talk". Few people fall for it anymore. INTEGRITY is POWER in sales. If you need a sale so bad that you are willing to nail prospects to a cross with "tactics", then you are doing something wrong. The people we call "customers" are in our stores because they already planned to buy from us. Why do salespeople not get that and push customers away by trying to be Slick-Willy?
This is great Robert, thank you for sharing!
Lol I would never buy from you
You sound desperate
Robert Humphries That was a terrible terrible little idea of yours lmfao. You’d be the average joe in sales. You have to be condescending to some extent. Not on your knees sounding like an idiot like you just wrote lmao
I'd buy from you for that. Hell I'd even bump up my out the door price I'm willing to pay for not being pushed AT ALL. Then if I knew you were like that with everybody, I'd tell people to go specifically to you. So I don't know what these clowns are talking about.
@@Noisyrilo people like you get pounded. Enjoy
I'd walk out within the first 15 seconds this guy spoke.
Steve no you wouldn’t you’d buy an overpriced bike with all the bells and whistles and pay 5 grand more for it loser.
This will not work with the amount of information available on the internet. The spread between the bid and ask prices has become razor thin over the last decade.
Yes, you're right about the margins, but wrong about "this will not work".
A lot of negative opinions on his body language and approach, but if you focus on the message, you’ll close more deals.
Agree with the customer, isolate the real objection, and deal with it head on.
He may be a little old school, and today’s customers may be less-inclined to respond to the “over the top salesman”, but there are ways to use this information and approach on the modern customer.
Excellent video and something I’ll use during my sales process.
a lot of people here in the comments think he's full of crap because he talks fast and is expressive, that's part of the craft. i know a lot of people here think he's sleazy but really this is great salesmanship. he's overcoming objections by reinforcing why his product, his service and his price is the best. there is no lie here.
@Bigg - thank you for watching and leaving an intelligent comment.
This is very good but only to about 5 min. After that, the buyer still says he wants to think about it. So the salesman should let them go instead of pestering at that point. I would start to get annoyed if I was the buyer. I would let the customer go in a polite gentle way, by saying something like, "no problem, it's been great to see you, we hope that you have you enjoyed your visit here today and if you change your mind we are always here for you, including great after sales service too". The buyer would probably enquire a little about the after sales (any kind of warranty), go and comeback to buy then or maybe find better warranty, price and buy elsewhere.
The issue is, and Steve embellished on it, if the customer leaves the lot then there is a very, very low chance that the person will actually come back to make the deal. That's like reeling in a fish and cutting the line before it's in the boat. I've been a sales professional (not cars) for nearly 20 years, and the difference between a rookie and a pro is that the pro takes every single rational shot possible to not only handle objections but to isolate ALL of them and get it closed because once they are no longer engaged, they aren't coming back. They don't call back, they don't do what they say they will do, and they never answer their phone again. A very low percentage will actually do as you describe, and those are rarities. So statistically, a salesman has to become a salesman when you give them stall objections, otherwise they won't get paid. It's called tenacity.
This is the profession, annoying as it may be to some, but it works with great success. Most companies, small and large, rely on these very people to drive the sales revenue and we get paid very handsomely for it.
zugdarr so true, buyers are liars. In my time selling insurance I think maybe 5 percent of people who told me they would think about it actually came back, and it was usually only after they found that we were the lowest price. The customer isn't going to magically decide that they want to buy after they leave... they are no longer in heat and as such the desire to buy decreases rather than increases. This is especially so in retail, in which the vast majority of sales can be closed in one call and don't require committees or large numbers of decision makers for a purchasing decision.
zugdarr I'd love for you to send me this to my email. Bdecastro77@gmail.com
Tried to copy and paste but it won't let me
Right wrong or indifferent, this guy is slick! ... When you are really hot to buy something (like a motorcycle) this guy will help you feel comfortable overcoming your objections and provide you a path of least resistance toward your goal. Sometimes as consumers we hold back too much out of fear and paranoia. - If it's a good deal just buy it now and enjoy your life. :)
You're very good at what you do, but I'm not sure this sales technique will rub off the right way on a lot of people. It screams pressure selling.
Zlyzer yeah but he did find out that the objection was only the down payment. And he resolved it
I didn't hear if the deposit was refundable or not. He may have just given away 500.00 if he decides to not buy.
It's easy to confuse persistence with pressure.
Almost all deposits are refundable.
Steve, thanks for this. You've helped me sell a bunch of cars with this video alone!
Glad I could help.
Steve you're like FedEx. You always deliver. I really enjoy your videos
Demetrius Walls - Thank you for watching and taking the time to leave an intelligent comment.
Jesus this is scary.
Nope. You can say no
I bring in a piece of paper with the price I want to pay for the car and tell them not ask them this is what I want, can you do it? I have only had it not work once out of 4 cars I have bought.
If it's a fair price that should work fine. Makes it easier on everyone.
He's a great Salesman!! Body Language and Tonality are fantastic
When I was in the army I once told a mutual fund salesman that was going around to the barracks rooms trying to sell these plans "I'll think about it and get back to you tomorrow", he asked me "What is there to think about ?" So hearing that knowing it was either a con or just an idiot salesman I took the papers he had given to me to 'look over' and pulled my sweats down and wiped my ass with them. I've never seen a salesman run away that fast.
That exchange says more about you than it did him.. No home training have ass... SMH.
This guy is a Master Salesman.
Learn what you can and apply it in your life.
Winners win.
the aggressive hand/body movements strike me as a sign of weakness . A great sales person never ever puts pressure on a customer like this .
+carforumwanker "Aggressive hand/body movements"; seriously? Please don't mistake enthusiasm, confidence, and persistence for pressure. I know what it is to put pressure on a buyer and this is NOT pressure.
there is zero confidence shown. its crap sales taught shit
Yeah no idea what you're talking about
@@SteveRichardsredzonestudents you are not a tough guy well maybe behind your keyboard were you can cuss and belittle people because you know there is no repercussion but you will get whats coming to you tough guy
At the end of the day 100% of the customers are being ripped off by virtue of the fact that they now own a fucking Harley.
Imagine using sales strategies that don't insult or confront your prospects. Steve Richards is the only sales trainer we use; just wish we could have him here more often.
Maybe if his techniques helped you sell more cars, you afford more of his time?
frank ludwin one of the guys said a true fact .. If you are annoyed .. Then most likley your head have been cracked from a good salesman like Steve😀
Starting off with a false premise Hisham your argument is already invalid. Frank is right. If Metro KIA Atlanta only uses Steve Richards I really feel for Metro's salespeople and more sorry for Metro's customers who go to Metro seeking a good car buying experience only to be treated using Steve's "selling techniques."
You just lost another sale.
I was in auto sales for years. It's SALES. The idea is to sell, and have the customer satisfied. I don't think he'd be mad that "he was taken." He would think about the points that were stated. "I bought the right bike, these guys are OK, it was in my budget, whether I could have saved $25 elsewhere isn't important."
Everyone has their own speaking style; mine might be a bit more low-key. Being more animated may be the right "read" about this customer, and it's a Harley dealership, not a Mercedes dealership. I just ran across this channel. I'm going to watch more.
For all those who commented... Is the flow correct for making a decision? I think so. I am sure there are times where all of us walked away from purchasing something good, because we weren't presented with the steps we needed to go over in our minds.
I just read more comments. Not one positive one. This is a sales training video, not a "don't hurt my feelings, I can't make decisions" video.
I liked customers who had done some research. If you shop for a new car or truck, Look at the recent sales via TrueCar dot com, and look at the dealership ads for leases. Next to the lease is what the sale price the lease is based on. That's usually a very low sale price. The lease may be a bargain (close to an effective 0% rate). The worst shoppers were those that came in with a madeup number that no one could sell the car for. They would go to 3 or 4 dealerships and waste their time and the sales staff. At some dealerships they would bring on their own torture..."What if we could do it, would you buy it now?" They would leave thinking that they could do better, even though they were $1,000 completely off-base. The customer isn't always right.
Art Derfall - finally, a coherent comment. Thank you.
Guarantee you thus man with this style of selling has made a very comfortable living doing this....
He used the four square technique which is designed to confuse the customer, run!
How I used to sell Volvos. By me.
Hello XX, thank you for stopping by, isn't it a xx day?
Yes!
I saw you looking at the XXX, is that the car you are interested in?
Yes!
Brilliant, there need to be more of them on the road, they're an excellent car! Have you informed yourself about the car?
Yes!
(From this point on, converse with whoever as if they are now members of the owners club)
Allow me to get you the keys, I'll be right back!
(Demonstrate car from exterior with gestures while stroking its lines inconspicuously)
If I've answered all your questions we can go inside so you can choose the colour and interior; have I answered all your questions?
Yes!
Ka-Ching!
Good stuff.
walk out the door .. pay cash for eveything that is what i do .. simple i am in dealers all the time reyrey.com i work for reynolds and reynolds simple don't like the number walk out the door there is another dealer
Shyster, pure and simple!
The three step close! A personal favorite. This actually works and its not pushy at all. Great twist on it.
lgomezmiami - thank you for watching and commenting.
Damn Steve is good, I mean really really good! I'm one of the 80% who walks simply because salesman know purchases are an emotional decision just as much as rational. But I'd walk away knowing if I'm serious about pulling the trigger I'd buy from him.
Kacy's Kastle you’re smoking crack dude
That's not sales that's pure pressure 😂🤣
"Fits in the budget" should not be a good reason to buy anything expensive. It's value and ROI. If I had this kind of pressure put on me after I said I was going take some more time, I'd not give a reason to him, at all. I'd simply ask that he values my mindset and if he was this manipulative or cunning he'd need to know he's decreasing his chances of clinching a sale with me at any time. Oh, and I believe him when he says he has no feelings left. Sociopathic tendencies are a great tool for salesmen.
It's a great reason. Cars are not investments... they are tools that wear out, just like our clothing.
ROI? You need to take finance 101
Sean Fisher you're concerned about ROI on automobiles ?
I have to say this particular video is the most helpful from salesman point of view. you often get sales people who can't close a sale often enough
Thank you for watching and taking the time to comment.
I love the responses! brilliant!
alexralston22 - thank you for watching and taking the time to comment. Which responses do you love, the ones in the video or the moronic comments I receive from the uninformed?
Steve Richards the responses you give in the video. No reason to read the comments. Nothing to learn down there in the slums of stupidity
alexralston22 - "slums of stupidity" - beautiful, even though it's early, I'm pretty sure you win "comment of the day"!
A good salesman knows that if the customer leaves, theyre definitely not coming back.
Everyone who is annoyed or upset at this skit is more than likely to have gotten head cracked in the past. 😂😂😂
Mike: I'm not annoyed, I'm just amazed that Stevie Boy can sell his schtick to dopey dealers and their dumb ass sales slugs. Have you seen any of his "students" try to copy his act? It's hilarious and pathetic.
I'm amazed how people fall for it. I don't like sale people, I make my decisions on my own, and there's no convincing me if I don't want it. They just waste time and interrupt my decision making which tends to lead me to buy less or not to buy anything. If I'm not 100% sold on it, I don't buy it, and the salepeople on me at least do the opposite of their job. If they just shut up and sat nice and quietly behind their desk and only talked to me when I came to them or I asked them questions theyd be able to sell me a lot more things. I don't understand this culture in America for the salesperson to make the sale. Its up to the customer what they do. No one can force another person to buy something.
This man is a selling genius. Just a hard working man. You can always say no. A smart salesperson will never want you to feel uncomfortable. They help the buyer convince themselves, very logically. If we have A, B, and C here for you, there is no reason not to sign. Besides if you're a real crook, someone is going to beat the hell out of you or worse!
Daisy Mouri Well put, thank you.
I just stumbled on this gentleman's videos 30 minutes ago. People and companies pay BIG BUCKS for information like this! It's amazing that he's offered all of this up for FREE here on TH-cam. Those of you in sales would do well to sit at his feet and should you even capture one tidbit, you'll be the better...end up closing more, and on the fast track to a successful career in sales.
Thank you for watching and taking the time to comment. All the best.
I think the information is great! I have been in sales for many years and it is unfortunate that we salesman have to spend valuable energy on time-wasters, strokes, tire-kickers, or indecisive professional visitors to get them to buy something they will eventually buy from some salesman that took the time to develop some sales skills. Steve is offering his unique style to help people earn a fair living. Dealerships nation wide pay him a large fee to help their business grow. These armchair critics and self proclaimed buying experts in the comment section are hacks. Not even 1 commenter in this section has their own channel offering anything of value, especially anywhere near this channels subscriber count (10k) . Thanks Steve, your work is appreciated!
@Bryan Grey - thank you for watching and commenting. Hope I can help.
Polished and effective closing technique.
Thank you.
Superb; smooth and believable. No confrontation, just progress towards the close.
Infiniti Gwinnett not superb, I would see right through this crap, stand up, and walk out. Until I see the numbers I'm looking for (price of the vehicle and minimum fees and added garbage) I'm gonna stand up and walk out just like I did at a dealership yesterday. If there is one thing that will blow up a deal for me faster than anything is to be "closed" by an snake oil salesman like this dude.
Whole style, body language, demeanor was confrontational. All those big sweeping hand movements at close range would set me off.
I sold cars for 2 years before I got in the career I actually wanted and I still get a kick out of people's responses to salesman..i use to strait up ask what the customers job was and be like are u Gona save me 30% off of whatever it is they did, oh no? Well why do u expect me to do that here? a good deal is just a state of mind, mine is different than yours..buyers are liars
Mike P: Let me guess, the career you actually wanted was not as a grammar or spelling instructor?
frank ludwin do you feel smarter now?! Jack ass! Lol
Love how people think it’s being high pressure but in reality people don’t make a decision on one of 3 things. The man, money, machine and that’s all he went over. Every “difficult” deal I have shut as a closer has had one of those 3 problems
Keep it up! I'm going to share this with anyone buying a new car. Your really helping the customer.....they learn what you low lives are truly like. Keep sending emails; I enjoy playing
Lynch Gregg - happy to help.