How to Present the Pencil Like a Master Closer

My dealership has their first payment 45 days from when they buy the car, how would you fill in the last 16 seconds using that?

Thank Andy .

Using it today

Andy, I started at a very successful dealership as a Business Developer two weeks ago. Well, somehow my job duties incorporate sales. So I'm technically a salesman as well. I'm helping start a department that sources part of their inventory through service. I've been watching your videos for only two days. I've gotten closer to closing a deal with your tips than the help I've received at my dealership. Everyone is used to making nearly $200,000 a year. Due to the pandemic and economy, a lot of the salesmen here are checking out. I still want to give this industry a chance. I feel that I can become really successful in bringing in sales through service. Do you have any videos in regards to buying cars through service.

I don't know about this "one size fits all" close being used every time.

I will agree that the close needs to be simple and straightforward. I would want to have an instant alternative ready in case they don't want your first proposal. For example, if they say - the $650 / month is more that we can do. I would fire back with - lets look at $509 per month. How does that sound ? Let's face it , in this day of smart phones, they've already worked up down payment, price and payment. Why hasn't the salesman deftly extracted this information in the sales process already is the bigger question.

What I want to do is not break the tension and get them over this unpleasant purchasing hump in short order. I'm not going to trot off to the sales managers office.

What’s another close for the new customer.

Thanks Andy

pretty sure im gonna get carpel tunnel from all these video's but TO Much good stuff not to write down. OMG this is so amazing...

Thank you for all this

Find out their wants/needs/budget before you show them anything on the lot. Not establishing this would be doing the customer a disservice and wasting their/your time. Land em on a unit, trial close, present the first pencil ✏️ no objections on price because you’ve already shown them something within their budget! Easy money

Andy how do we do this tactic if there is add-ons like warranty and maintenance? Love your videos! Thank you!

This wa sthe best. Thank you so much.

Great diversion tactic, just started selling cars. Getting my butt kicked so far, but I see if I add things like this on closing, I would convert more sales rather than losing them, thanks I will try this

Andy, I sell rv’s and a lot of your videos correlate with the rv industry but some don’t. Any insight/tips/tricks for that market rather then strictly cars?

Don’t most customers want to get the price settled before looking at financing? I like Andy’s style, but he is assuming the customer is not too bright and can be easily manipulated. Good luck with that.

What can I use when we have no say over when the payment will be? It's either 30 days or 45 days where I am.. so if I used that exact line, it would be bullshit bc I can't control that..

Andy my dealerships odd, we do pencils but finance deals with payments. How would you recommend I go about that if I’m not able to mention payments the silence is most simply put, killin me man.

Sales men are the worst type of people . They generally don’t want to help you. They want the commission

Thankyou, could you please do a video on the basics of how to ace the numbers game in sales.
Best regards.

Never use a pencil to sign deals.

Used this on my wife and it worked.

Used car sales....

Damn it’s Andy before Gear. 🤣🤣🤣🤣

Looks like hes not on growth hormone or steroids here. This is how he normally would look

The dealership where I work adds a service contract, permaplate, LoJack to the proposal. It’s a pain to even come out with those add ons because it can range to 7-9k off add ons that are optional and it scares customers when they see the numbers they’re always like woah what’s that!

Lol, pre-PEDs. Guy actually looks normal. Now he looks like an artificial goon.

Very good mate !!!!!

50% OF THE TIME........ IT WORKS EVERYTIME.

I love sales man lol. I'm in life insurance but the same principles apply

But what if the customer asks to see the price, trade, and down payment after having agreed as to when is the best time for them to make the payment?

How do we consistently draw their attention away from the price then?

The dealerships I’ve worked at, the worksheets have 3 terms & down payments-so 9 payments for the customer to chose from. Not sure how I could do this, unless I get the manager to only give me money down & 1 payment.

I’m having trouble holding gross, first month on my own. Need to apply this to my presentation

So what if you have no control over being able to set when their first payment is due

Please don’t start the presentation by saying “Good News!!” It is soooo cheesy.

Deletes negative or debative comments. Snake.

king

I just started a month ago and my managers are so impressed with my performance and ability to get first pencils signed lol I haven’t tried this yet but I love this and definitely going to add this in my flow. I like asking my customers “what was your first car?” while they’re thinking over the numbers 😂 thanks for the good advice!

Andy, what you really need to apologize for is being a total dickhead. I would never shake your hand. The smarmy “word tracks” you pull are all see through.

Ok but now I need a tutorial on how to present this to the desk lmao

What kind of Mini, Spiff, and Commission percentage will get you to $200k because some dealerships will only pay you 75 or 100 for a mini, and they claim there is no mark up so there is no percentage to be made on gross profit, how many cars do you have to sell in this scenario?

Did anyone try this method? sounds funny and I don't think it's something that easily fools people into just buying

Outstanding video. Very impressive. I'm not even in the market for a car and I was ready to sign. LOL.

Made my first gross sale today $1000 front end and I made some back end and on star subscription. Took me two and a half months to figure out what I’m doing wrong. I TALK too much before the customer asks any questions, that’s what my problem was! Now one deal was like 5 minis!

I feel like I need a shower just watching this slime ball.

This man just taught me something that is going to put me and my coworker (both new hires to bmw) on the top

Does this differ significantly if you have to present backend products in the pencil?

Why bother fighting for MSRP when the dealerships gonna pay you the same no matter what you sell a car for most sales people make a flat fee per car??? Give the customer a little discount they feel good now they’re gonna refer you more people.. Shorter sales cycle happier client

Lying track talk to close deals .. scummy.