DPB 093: Ryan Stewman (aka Hardcore Closer) on How to Negotiate and Close a Car Deal
06/30/16 • 45 min
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.
In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.
Understand the common phrases that car shoppers use
From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.
"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.
The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.
Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.
Learn the word tracks
It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.
Ask questions
When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."
This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.
A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.
Insist on the business
If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.
Play the game
Not only is it vital to know the game you're playing, but you need to be willing to play it.
It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.
Connect with the Hardcore Closer:
Connect with DPB:
Connect with Michael:
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.
In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.
Understand the common phrases that car shoppers use
From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.
"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.
The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.
Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.
Learn the word tracks
It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.
Ask questions
When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."
This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.
A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.
Insist on the business
If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.
Play the game
Not only is it vital to know the game you're playing, but you need to be willing to play it.
It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.
Connect with the Hardcore Closer:
Connect with DPB:
Connect with Michael:
Previous Episode
DPB 092: Dealer Nathan Hays Explains How to Become The Top Salesperson in Your Community
When Nathan Hays got his start in the car business six years ago, he knew that in order to achieve the success he wanted, would require him to put in the effort.
Not just any effort, though. Nathan was on a mission to completely OWN his community. With a vision in mind, he got to work.
In episode 92 of The Dealer Playbook, Car Dealer Nathan Hays takes you on his journey from being a greenie in the car biz, to being nick-named, "Mayor of Carville" by his colleagues.
When you listen to Nathan's story, you might be thinking, "Okay, but where's the meat?" or "Where's the fancy strategy that will just get me fast results?"
For those that want the fancy shotgun approach to success, you'll feel nothing but disappointment. There is nothing fancy about what Nathan talks about here. But is there meat? Absolutely!
Everything that Nathan Hays is doing comes from a long history of success. The success that others have experienced and shared. He is following a very strategic recipe, and if anything, you should realize that the sooner you start following the recipe, the better off you'll be.
The Math and Science of Becoming a Top Car Sales Pro
It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool.
If you know 100 people and each of them knows 100 people you already have the ability to impact 10,000 people in your community. The numbers add up quickly.
The simple science of this is that you need to make yourself known. If those 100 people don't remember you or know that you exist, it's impossible to do business with them. People can't give their money to someone they don't think about.
Your objective is pretty straight forward. Network until you're blue in the face. Focus on getting to know people in your community. Get involved. Show interest in others, and they will reciprocate by showing interest in you.
Follow the Car Sales Recipe
You've probably heard that success is a recipe. Well, when it comes to selling cars and becoming the "Mayor" of your community, it's the truth!
One of the most important aspects of a recipe is that you apply the ingredients in the right sequence.
Often, when it comes to achieving success, people want results quickly and end up taking steps out of sequence. They're looking for a shortcut to success. Shortcuts always turn into long cuts.
If you want long-term sustainable results, it's important that you follow the recipe to a 'T.'
Get the 10-step Car Sales Pro Action Plan to Dominating your Market here
Connect with Nathan Hays Here:
• Facebook: https://www.facebook.com/askfornate
• Twitter: http://www.twitter.com/askfornate
• WWW: http://www.askfornate.com
Connect with Michael Cirillo Here:
• WWW: http://www.michaelacirillo.com
• Twitter: http://www.twitter.com/michaelacirillo
• Facebook: https://www.facebook.com/MichaelAdamCirillo
• Instagram: http://www.instagram.com/michaelcirillo
Connect with Team DPB Here:
• http://www.thedealerplaybook.com
• https://www.facebook.com/dealerplaybook
Write a Review of DPB on iTunes:
Next Episode
Minisode Monday #1: How to Achieve Your Business Goals Faster
Welcome to the first episode of Minisode Monday!
Have you ever felt like you're just spinning your wheels and not getting any closer to achieving your goals?
In this Minisode, Michael shares some insights into how you can get more focussed on achieving results at lightning speed.
Here's what's up:
1. It doesn't matter what you're aiming at, it only matters what you hit
2. Stop spreading yourself so thin. Stay focused on the path you need to take to get to your goal
3. Be clear that the goal is actually what you want to achieve.
HELP US SPREAD THE WORD! If you're getting value out of DPB, please subscribe and write us a review! This is what helps us stand out from the crowd and helps other automotive professionals get the credible advice they need. Review the show on iTunes! We rely on it!
http://thedealerplaybook.com/dpb-itunes
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