The Untold SECRETS To SELLING Cars

cause I would do it in the south what's going on guys welcome to rabbit's used cars so I get asked this a lot of times for my new sales people and a lot of people like how do you sell though like how do you sell it you know everybody's got an answer for this I'm not a big believer in books if you've got to read a book to learn how to sell something it's probably not in you um I've never been a book learner I'm one of those guys I could read something I'll forget it five minutes later um I've always was a visual learner I've learned from watching salesman over the years selling is How I Learned I was raised around some good salespeople and I saw some tricks that they did and I kind of put my spin on a little bit and fine-tuned that a little bit with age and it ended up being a pretty good salesman um you know over the years has done me well now we've got a new salesperson we've got Miss Julie bolt and so I figured how fun will this be I'm going out of town two weeks um I'm going to be at the Brickyard with Travis Matthew Bell and Annette bowling and uh we're gonna be there and I'm thinking to myself you know this is her first time like man in the fort and I'm like you know what let's just give her a walk around let me just just give you show show you how this Old Goat works and she can take that and put her spin on it I mean she doesn't need to mimic me she's her own person but she could put her play on and this same thing works for you guys too so this is sales 101. all right first up for example is this got to know your product that's key um I would say it's Paramount but it's not necessarily true um real quick story with this uh when I was selling new Fords we had a guy that literally read the owner's manual of every vehicle there cover to cover he knew specs for specs uh cubic inches of clearance space in the back you know how much luggage it would hold I remember like Expeditions you know in the XLS and or the the actual the long ones on how I don't even know the damn names of them I just sold them you know and he knew everything I would go up to and ask him questions that customers would ask me because I knew he would know the question this is the thing he knew all about the product he do nothing about people keep in mind when you're selling this is a byproduct they're already looking at it so they're interested your job to show them the vehicle be nice listen to their needs their wants and go from there and I'm going to show you a few things to ask show you a few things around this Bronco for example I'll be honest with you if you can sell this you can sell anything virtually from a cell phone to a car to a bicycle it doesn't matter so basically you know you got to know your product for that reason this is a 1977 Ford Bronco which you have your cheat sheets in there and all that stuff 347 Stroker motor I always love to say that what's up yeah that one's kind of fun so that's the thing that's kind of cool to do this is the thing that's neat you know is to sit back and when they're looking at something and this is the thing whenever you have a customer looking at an engine and a car I'd never let them stand directly in front of it I always won't stand to the side about where you're at so we need to reverse roles there but today you're playing customer and I'm salesman reason being this is a horrible angle if you ever took a picture of this right now with your phone versus a picture right here you know you see all the aluminum heads and all that stuff oh let's see it's a AC compressor and distributor looking at me so it's and the thing is crazy she knows what these things are but anyway you see this angle you know and this one hasn't been detailed yet or anything like that but you still get the rough idea so you're walking around it leave the hood up you know you walk around you tell them it's got a four inch lift you know of course it's got the flares it's been modded you tell them about the doors and these caps that come out till will you know neoprene seats of course you know Sparco good stuff um actually quarterback I told you wrong corvo seats um even I slept sometimes Vintage Air you know of course got the man pedal manual transmission which is kind of a kind of a weird thing now some guys love that stuff some people hate it matter of fact I got caught about this thing just yesterday and absolutely loved it all the way up to having a clutch pedal he said unfortunately nobody in my family can drive it well it's such a good it is but unfortunately it's a dying thing I mean I remember when I got into this everybody wanted manual transmission now everybody wants automatics it's just part of it um sitting on 35 inch bfgs you know I mean you got to think about it just walk them around it you know and you're thinking about you're telling a story with this thing this is the best way to sell and I love using this in sales is you know when you're when you're showing something to somebody you know and you're opening things up and they're you know you show this well like a really cool custom touch on this Bronco is the factory Broncos had a gas nozzle sticking out the side it's like filling up a damn riding lawnmower where this one they actually moved it smoothed everything out it's hidden here on the inside it's very cool of course got the removable seat so you pop seats out back you need some more storage for your gear that's the thing that's cool about this is It's the original sport utility vehicle but this is the thing that's fun you know it's days of Hardcore off-roading or long gone yet this is a mall crawler from way back but imagine taking the wife on a hot date in this thing this is the thing everything you do with a vehicle like this is just going to be that much cooler just because of the journey getting gas in this it's not like getting gas in your Forerunner getting gas in this everybody's like man that's a badass Bronco hey of course got that 347 Stroker motor rumbling let's go get some attention right off the bat if the bride green broker doesn't do it first but walking around showing lines pointing out key features easy to do you know these things you know walk them around the car but that's the things you got to familiarize yourself and this is usually the point when I'm walking a customer around and keep in mind we sell a lot of cars online side unseen but we still have a good news actually come in the store and they want to touch this vehicle and I love that because that's old school sales I love it when they come in and you know we're not One Price shopping we negotiate you know this is a true dealership in every sense of the world I love I love negotiating I love going back and forth that's probably one of my favorite parts of the whole process um because it's a game yes it is and um for you guys it's a game because we want you to get the best deal possible make you feel like that it's a game for us because we want them to pay as much as humanly possible because that's the more money we make so that's kind of fun going back forth back forth back forth um you know usually what do you think you know how do you feel about this man I like it you know it's a lot of money I said there's a lot of money it was a lot of trunk too though and and you know this is the thing at the end of the day he said you know I don't know about your neighborhood but I'll be honest with you if you've got this sitting in your garage you can have the cure for cancer and everybody in your neighborhood will still oh yeah that guy's got the badass Bronco that's how this works and and but it's the truth with vehicles like this is they become statement pieces of your life and the thing that's cool is matter of fact when I was in Texas I sold a Bronco for the Netflix show and I was talking to a doctor and his son was there and his doctor was kind of playing Hardball I switched Gear start talking to the son son 17 years old I said hey you know are you doing this he goes man how old are you he said this and this I'm going into my senior year high school and all this I said well you might be driving something like this is prom classic hella limo I'm just saying and uh he looked over his dad he's like this and I'm like but this is the thing though and I and I know that was kind of a kind of a kind of a jab to go to your son and not you but this is something I want to paint a picture for you that's real I said it like that I said you see the excitement in his eyes right there imagine this kid in touch with you chick beside him in a pretty dress next to this custom Bronco that picture on your man on your desk at work this is memories this is their future children riding in the back of this at the end of the day you feel that feeling yeah just now just right here like part of the families it's cold chills that's called being a Salesman and you describe these things what you're doing is you're familiarizing this person with this thing you're already putting this in their life we are making plans we're years down the road they haven't bought it yet and the the thing is it's not to sell them on it is to make them feel like they can't move on without it so when you start putting these scenarios and these things in their mind if their money's remotely close to where it needs to be they're going to buy um you know and I know it's it's a little bit like psychology and maybe even brainwashing I've been accused of but yeah that's sales and everything's fair game in that um at the end of the day this isn't UNICEF this is rabbit's used cars we like to make money but we sell fun things we sell Investments we sell classic cars another really rig big really really really big point with classic cars um and I've been doing this a while so I can say it and if you want to use me for an example but you know I was showing a guy C10 truck just the other day and he goes man it's a gorgeous truck and he said fifty one thousand dollars that's a lot of money yes yeah that's a lot of truck and I said this is the thing you think about he said I don't know if I'm ready or not I said well I got two things to tell you I said how old are you man he was about my age and I said well I remember when that same truck was about 25 000 you had the nicest one in the world and that wasn't that long ago you blame inflation you blame anything these things are going up 8 12 every year of the great Investments that's the reason Banks love to loan money on these because they make money just like houses um because they're not making any more of these um you know you gotta think you know you could go out and spend 20 more thousand and go buy a brand new Bronco with a V6 in it and lots of plastic and it's kind of shaped like this but at the end of the day you're buying something that mimics this at the end of the day that's a used car this is a classic car you know you drive that to work every day you drive this when you take your wife on a hot date that's what you do and that is how you look you hook them right there you know you got to bring like I said once you bring the emotional you play in their life you've got hot dates in this thing kids are riding in it this this this and this they're going to ask you a few questions you answer this to the best of your ability if not you can always phone a rabbit and you know and we can we can fill in the blanks um I mean it's really it and it's simple but it's not it's not for everybody I mean as you as you can tell but that's the thing you got to understand in sales with with people the car is not that big of a part of the deal you know they're buying it and they need to know all about it but they're buying you they're buying the idea of this and they're relying on you to put them in a good vehicle which I'll be honest with we don't sell good fish we sell great Vehicles here I've been corrected on that before and that's very true and that's the thing you know all our culture they've all been gone through they've been checked out I've drove every one of them I'll be elsewhere I wouldn't have bought it if I didn't think it was great that's the beauty of this you know you go to a lot of dealerships that have 300 cars on a lot do you think they drove one of those no no those are those are Consignments those are just cars that people want them to sell because they can't and I'm not saying there's not good cars at those dealerships but I can vow for all these and that's something to say for that so if you see something you like and it's in your price range or even close because they're not getting any cheaper obviously unfortunately you know and then you know when you get that one hard ass that wants to be really cheap well I don't know or let's listen bud I've never seen an armored car following a hearse I literally sold a Corvette to a guy two weeks ago he cashed out his retirement and he's an older man older than me like getting close to that time in his life he cashed his retirement out to buy this car and I joke with him I said listen because I don't know your financial situation it's none of my business for the end of the day you're a grown man and I said but you know it's pretty pretty ballsy move there he goes listen I've worked hard my entire life he's I'm debt free and he said you know I got money in the bank because I'm taking some money out of my retirement he said but at the end of the day he said I heard a guy say this one time online he said you may have heard of him he said I've never seen an armored car fall on a hearse and he goes I took that to heart he said I had a buddy drop dead at 70. he had been retired five years and he said yeah you left somebody to your kids want to enjoy a little bit of it and leave a nice Corvette to your kids when you're done so you know what he's so hell he sold me on it I love the deal after that and that that sales all the way but that's that's a I mean that's all there is to it only you could do this in about five minutes time but anyway guys I'll be honest with you so like I said all these kids shoot me messages all the time about messages or you know about wanting to be a Salesman or get in sales well what can I recommend I can never put this in a message but I could put it in a video thanks to Old 1099 here holding the camera we love you Jeff but anyway guys I tell you what if you have any more questions about sales or any more questions about our newest sales associate Julie Bolt that are nice ones guys leave them in the comments below we'll catch you next time at rabbit's used cars [Music]