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Scholars Corner: HOW TO BE A TOP SALESPERSON · Earn Your Leisure

• 0:00
  Speaker 1: An illegal alien from Guatemala charged with raping a child
• 0:03
  Speaker 1: in Massachusetts. An MS thirteen gang member from Al Salvador
• 0:07
  Speaker 1: accused of murdering a Texas man of Venezuelan charged with
• 0:11
  Speaker 1: filming and selling child pornography in Michigan. These are just
• 0:15
  Speaker 1: some of the heinous migrant criminals caught because of President
• 0:19
  Speaker 1: Donald J.
• 0:20
  Speaker 2: Trump's leadership.
• 0:21
  Speaker 1: I'm Christy nom the United States Secretary of Homeland Security.
• 0:25
  Speaker 1: Under President Trump, attempted illegal border crossings are at the
• 0:29
  Speaker 1: lowest levels ever recorded, and over one hundred thousand illegal
• 0:33
  Speaker 1: aliens have been arrested. If you are here illegally, your
• 0:37
  Speaker 1: next you will be fined nearly one thousand dollars a day, imprisoned,
• 0:41
  Speaker 1: and deported.
• 0:42
  Speaker 2: You will never return.
• 0:44
  Speaker 1: But if you register using our CBP home app and
• 0:47
  Speaker 1: leave now, you could be allowed to return legally.
• 0:50
  Speaker 2: Do what's right. Leave now.
• 0:53
  Speaker 1: Under President Trump, America's laws, border and families will.
• 0:57
  Speaker 3: Be protected sponsored by the United States Department of Homeland Security.
• 1:00
  Speaker 4: So now we're going to go into a very important
• 1:01
  Speaker 4: topic for business, but not just business. Once again, I
• 1:04
  Speaker 4: can't stress this enough. Salespeople have a bad reputation. Any
• 1:08
  Speaker 4: type of salespeople, right they feel like you're like pushy
• 1:12
  Speaker 4: or you're taking advantage of somebody. But sales makes the
• 1:14
  Speaker 4: world over. Everything is being sold. If you buy a grocery,
• 1:17
  Speaker 4: somebody's selling that to you in one way or another.
• 1:20
  Speaker 4: It's not a hard sell because you need to buy it, right.
• 1:22
  Speaker 4: It might be a soft selle, but it's still a sale.
• 1:25
  Speaker 4: So if you go to a job and if you
• 1:26
  Speaker 4: have to sell yourself, if you're trying to impress a meet,
• 1:30
  Speaker 4: you have to sell yourself. Right, it's all sales. It's
• 1:33
  Speaker 4: all sales. So all right, Obviously as a car salesman
• 1:37
  Speaker 4: in the car industry, you have to master the art
• 1:40
  Speaker 4: of selling if you're going to be good. Right, So
• 1:43
  Speaker 4: can we talk about selling? Can we talk about some objectives,
• 1:47
  Speaker 4: how to overcome them, and different things that you've seen
• 1:50
  Speaker 4: in the industry. Yeah?
• 1:51
  Speaker 5: Absolutely.
• 1:52
  Speaker 6: I Mean one of the things I like we talked
• 1:53
  Speaker 6: about earlier was if your goal is to help somebody,
• 1:57
  Speaker 6: it's a lot different than trying to sell somebody. So
• 2:00
  Speaker 6: asking questions. You know, you've all heard this where people say, oh,
• 2:03
  Speaker 6: sell me this pen right, Well, it is funny because
• 2:07
  Speaker 6: I've never heard the actual pitch when somebody said, you know,
• 2:11
  Speaker 6: somebody's pen. They go, okay, do you need a pen
• 2:13
  Speaker 6: or do you want to write a check? Whatever it's
• 2:14
  Speaker 6: I was on an interview once and I got and
• 2:16
  Speaker 6: a really cool guy who I loved dearly. He's a
• 2:18
  Speaker 6: dear friend of mine. One of the hardest interviews, he
• 2:20
  Speaker 6: told me, is the hardest interview you ever gave anybody,
• 2:22
  Speaker 6: And it was. It was a lot of fun. And
• 2:24
  Speaker 6: he turned to me, this is before Wolf of Wall Street,
• 2:26
  Speaker 6: and he said to me, hey, sell me this stapler.
• 2:29
  Speaker 6: And he put it in front of me and he
• 2:30
  Speaker 6: handed me the stapler and he looked at me, and
• 2:31
  Speaker 6: I sat back and I looked at the stapler. I
• 2:34
  Speaker 6: started laughing and took the staple and I put it down.
• 2:38
  Speaker 6: I said, let me ask you a question before I
• 2:40
  Speaker 6: show you stapler that I have. Let me ask you
• 2:43
  Speaker 6: a question about what you're going to be using the
• 2:45
  Speaker 6: stapler for. How many pages are you stapling at a time?
• 2:48
  Speaker 6: You're speaking three papers, four papers? Are you stapling three
• 2:51
  Speaker 6: or four hundred papers at a time? Because the stapler
• 2:53
  Speaker 6: I have here may not be the right stapler for you.
• 2:56
  Speaker 6: So I started asking questions to find out what it
• 2:59
  Speaker 6: is he's looking to accomplished before I started selling him
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  Speaker 6: that stapler or that pen?
• 3:02
  Speaker 5: Right?
• 3:03
  Speaker 6: So are you signing important documents? Are you just think
• 3:06
  Speaker 6: you just need something? Do you lose pens frequently? Right?
• 3:08
  Speaker 6: I'm not going to sell somebody five hundred dollars pen
• 3:10
  Speaker 6: if they just known for something they losing their pens frequently.
• 3:14
  Speaker 6: I'm going to sell you a pack of pens for
• 3:16
  Speaker 6: five hundred dollars, right, So this way, if you lose them,
• 3:18
  Speaker 6: it's okay, right, Or I'll sell you two packs for
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  Speaker 6: two hundred fifty dollars.
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  Speaker 5: Right.
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  Speaker 6: So that's me to ask the questions up front. That's
• 3:24
  Speaker 6: going to help you help the customer find out what
• 3:27
  Speaker 6: the customers. So let's say the customer's driving, you know,
• 3:29
  Speaker 6: you want to ask them what they currently use the
• 3:31
  Speaker 6: vehicle for. Who's in the vehicle. Somebody may say, well,
• 3:34
  Speaker 6: I'm a real estate agent. Okay, do you show clients' houses?
• 3:37
  Speaker 6: Do you pick them up and take them?
• 3:39
  Speaker 4: Yeah? I do?
• 3:39
  Speaker 6: Okay, So is that person primed for a coup or
• 3:42
  Speaker 6: a car with a small back seat.
• 3:43
  Speaker 5: Probably not.
• 3:44
  Speaker 6: They may want to suv or larger sedan, right, So
• 3:46
  Speaker 6: then you kind of just help guide them to what
• 3:48
  Speaker 6: it is that is just options and let them make
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  Speaker 6: the decision.
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  Speaker 4: Yeah. I think that that's very important because so if
• 3:55
  Speaker 4: anybody's not familiar, I'm a financial advisor. That's what I
• 3:58
  Speaker 4: do for a living. So we learned early on, Like
• 4:01
  Speaker 4: I've been doing it for eleven years, so, but early
• 4:03
  Speaker 4: on I had training, right, and long story short, I
• 4:07
  Speaker 4: see it happened a lot in my business, especially for
• 4:10
  Speaker 4: new people that come in right, because it's commission based,
• 4:13
  Speaker 4: So you're hungry to make a sell, right, and you
• 4:15
  Speaker 4: end up trying to sell somebody a product that they
• 4:18
  Speaker 4: may or may not need, right, But you doing what's
• 4:21
  Speaker 4: in the best interest for you. You're not doing it was
• 4:23
  Speaker 4: in the best interest of somebody else. But it comes
• 4:25
  Speaker 4: across right. So my thing is like it's like going
• 4:28
  Speaker 4: to the doctor. I can't subscribe medication without actually know
• 4:33
  Speaker 4: what's going on. So like the first meeting that I have,
• 4:35
  Speaker 4: the first conversation that I have with my clients, I
• 4:36
  Speaker 4: don't actually talk about any product at all because I
• 4:40
  Speaker 4: don't know what's appropriate. I need to know what's going
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  Speaker 4: on first, and then from there, if you need to
• 4:45
  Speaker 4: buy something, you're going to sell yourself. Because once I
• 4:49
  Speaker 4: explain the process and different things that may be beneficial
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  Speaker 4: to you, and then you'll say, Okay, yeah, actually I
• 4:56
  Speaker 4: need to do this. You need to psychologically when you
• 4:59
  Speaker 4: know you need to do some it's much easier than
• 5:02
  Speaker 4: trying to convince somebody. And that's the biggest mistake I
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  Speaker 4: see with sales, especially like I said, young salespeople, people
• 5:09
  Speaker 4: just getting in the business, is that there's they push.
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  Speaker 4: You don't have to push. You can't push.
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  Speaker 7: Yeah, gosh, I guess this question would be for both
• 5:16
  Speaker 7: of you when you see doubt in somebody, like what's
• 5:19
  Speaker 7: the step right? Because I'm sure there'll come times in
• 5:21
  Speaker 7: cars salesmen and your profession is for sure they'll be
• 5:24
  Speaker 7: doubt and people aren't sure what's the next technique.
• 5:27
  Speaker 6: So the way I look at is if someone's not sure, right,
• 5:31
  Speaker 6: if they have that doubt, it's because we haven't answered
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  Speaker 6: all the questions and it may be a question that
• 5:36
  Speaker 6: they don't know they have. And that's what you have
• 5:38
  Speaker 6: to uncover the objections. So you're going to ask some
• 5:40
  Speaker 6: questions that are going to lead in to the customers saying, hey,
• 5:43
  Speaker 6: you know what this is?
• 5:44
  Speaker 5: What this is?
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  Speaker 6: Actually what the real issue? It's the underlying issue that's
• 5:48
  Speaker 6: holding them back.
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  Speaker 4: Yeah, And for me, I never forget the most important thing.
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  Speaker 4: One of the most important things I learned early on
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  Speaker 4: is somebody told me about the hidden objection. The haden
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  Speaker 4: objection is when they don't tell you nobody. People are
• 6:01
  Speaker 4: very funny, right as far as it's human nature. You
• 6:04
  Speaker 4: don't want to hurt somebody's feelings. But we're just in
• 6:07
  Speaker 4: brain like that, right. So instead of this happens all
• 6:10
  Speaker 4: the time outside of business too. You take a girl
• 6:12
  Speaker 4: on the date, you don't hear back from her. She
• 6:15
  Speaker 4: doesn't tell you that your breaths think that's why she
• 6:17
  Speaker 4: doesn't want to help you again, right, she'll just c yeah,
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  Speaker 4: exactly right. But there's a hidden objection that happens all
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  Speaker 4: the time in sales where people don't express what really
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  Speaker 4: is holding them back. So that's up to you as
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  Speaker 4: a salesperson to get in the forefront of the hitting objection.
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  Speaker 5: Right.
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  Speaker 4: So that's difficult because you don't know what it is, right,
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  Speaker 4: but you got to kind of use your creativity and
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  Speaker 4: say okay, usually come down to a few different things.
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  Speaker 4: Money is ninety percent of the time with the issue
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  Speaker 4: is right, and somebody can't afford to pay for something.
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  Speaker 4: They won't tell you they can't afford to do it.
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  Speaker 4: It's just won't do it. But and then they won't
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  Speaker 4: respond to your your emails, your text mess instead of
• 7:00
  Speaker 4: just being out front and just saying, look, right now,
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  Speaker 4: I don't have enough money. Nobody wants to be feel embarrassed.
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  Speaker 4: So that's up to you to give them different options.
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  Speaker 4: So that's one of the things. That's one of the
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  Speaker 4: things they teach you in sales. They always have three options.
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  Speaker 4: This is very important. Three options. And if it's on paper,
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  Speaker 4: it should be color coded green, blue, red, or red blue, green, red, blue, green,
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  Speaker 4: because reason being red is a no go. We're psychologically
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  Speaker 4: trained for that, right, So if you stop your red lights,
• 7:34
  Speaker 4: everything red is no use as well. Blue is a
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  Speaker 4: very neutral color, and green is go. You want to do.
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  Speaker 4: The highest priced item is green, the lowest priced item
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  Speaker 4: is red, and then they're realistic what they probably can
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  Speaker 4: afford in the blue. Nobody wants to do the lowest option.
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  Speaker 4: Nobody psychologically nobody ever wants to do the lowest. Nobody
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  Speaker 4: wants to be the dumbest person in the room. Nobody
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  Speaker 4: wants to be the fattest. You're okay being a second.
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  Speaker 7: That's what everybody's okay with being your second.
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  Speaker 4: Just don't want to You're okay being the second dumbest
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  Speaker 4: person in the class, right, you just don't want to
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  Speaker 4: be the dumbest person. You're okay buying the second. Like
• 8:11
  Speaker 4: somebody said this about the wine, Like when you go
• 8:13
  Speaker 4: to a restaurant, the wine that sells the most is
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  Speaker 4: the second cheapest, because nobody wants to buy the cheapest wine.
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  Speaker 7: Nobody wants no one wants to look like they can't
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  Speaker 7: afford it.
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  Speaker 4: You bout the second cheapest, you don't really break the bank.
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  Speaker 4: It's still in your price range, and you feel good
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  Speaker 4: about yourself. That's the trick for salespeople. It's all about positioning.
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  Speaker 4: You could sell anything if you position it correctly right,
• 8:36
  Speaker 4: and you don't make people feel like they're going out
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  Speaker 4: of their budget. They're right in line. It's all about
• 8:43
  Speaker 4: you gotta, you know, kind of stroke the ego. So
• 8:45
  Speaker 4: I say that to say, when you give somebody options,
• 8:49
  Speaker 4: that's the way to get out in front of the
• 8:51
  Speaker 4: hitting objection. Because if the price is a hitting objection,
• 8:53
  Speaker 4: it's like, okay, now I've given you three prices. One
• 8:55
  Speaker 4: I know you definitely can do one you probably should
• 8:58
  Speaker 4: do and one you really can't do. That's my take
• 9:02
  Speaker 4: on it.
• 9:02
  Speaker 6: Yeah, I never heard the color thing, but same thing
• 9:04
  Speaker 6: with us. We give three three options and another thing
• 9:07
  Speaker 6: you want to do is going back to certify.
• 9:11
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• 11:02
  Speaker 1: An illegal alien from Guatemala charged with raping a child
• 11:05
  Speaker 1: in Massachusetts. An MS thirteen gang member from Al Salvador
• 11:09
  Speaker 1: accused of murdering a Texas. Man of Venezuelan charged with
• 11:14
  Speaker 1: filming and selling child pornography in Michigan.
• 11:17
  Speaker 2: These are just.
• 11:18
  Speaker 1: Some of the heinous migrant criminals caught because of President
• 11:21
  Speaker 1: Donald J.
• 11:22
  Speaker 2: Trump's leadership. I'm Christy nom the.
• 11:24
  Speaker 1: United States Secretary of Homeland Security. Under President Trump, attempted
• 11:29
  Speaker 1: illegal border crossings are at the lowest levels ever recorded,
• 11:33
  Speaker 1: and over one hundred thousand illegal aliens have been arrested.
• 11:36
  Speaker 1: If you are here illegally, your next you will be
• 11:40
  Speaker 1: fine nearly one thousand dollars a day, imprisoned and.
• 11:43
  Speaker 2: Deported, you will never return.
• 11:46
  Speaker 1: But if you register using our CBP home app and
• 11:49
  Speaker 1: leave now, you could be allowed to return legally.
• 11:52
  Speaker 2: Do what's right, leave now.
• 11:55
  Speaker 1: Under President Trump, America's laws, border and families will be protected.
• 12:00
  Speaker 3: Sponsored by the United States Department of Homeland Security.
• 12:02
  Speaker 6: Pre on. If you're giving a customer on a lease,
• 12:04
  Speaker 6: or if you're showing a customer a a finance on
• 12:06
  Speaker 6: a vehicle, a pre owned car, and you hit them
• 12:08
  Speaker 6: with a number a lot of times, the finance numbers
• 12:11
  Speaker 6: can be a lot higher than a lease payment, so
• 12:14
  Speaker 6: giving them an option say hey, I know you didn't
• 12:16
  Speaker 6: you mentioned you want a finance, but just so you know,
• 12:18
  Speaker 6: if you were to lease out a brand new car,
• 12:20
  Speaker 6: this is what the payment would be. And sometimes I say,
• 12:22
  Speaker 6: wait a minute, that payment is a lot lower than
• 12:24
  Speaker 6: this finance option, and it gives them that flexibility to say, hey, yeah,
• 12:27
  Speaker 6: that's barely my target area, you know, and asking questions
• 12:29
  Speaker 6: like you said, if you know what they're currently paying
• 12:31
  Speaker 6: for their car, you kind of understand where they're okay
• 12:33
  Speaker 6: being so right.
• 12:34
  Speaker 7: So, now that you've cleared the dell, right, how do
• 12:37
  Speaker 7: you become the Marianna of this deal?
• 12:38
  Speaker 3: Like?
• 12:38
  Speaker 7: How do you close this deal? How's it done for
• 12:41
  Speaker 7: both of you?
• 12:42
  Speaker 5: Well, you know, it's it's every customer is different. I'll
• 12:45
  Speaker 5: tell you that.
• 12:45
  Speaker 6: So it's I've went into deals, you know. One thing
• 12:48
  Speaker 6: we do is you always see like a manager will
• 12:50
  Speaker 6: come in if the salesperson can close the deal. A
• 12:52
  Speaker 6: lot of people think that, oh, this is the closer,
• 12:54
  Speaker 6: this is the guys, it's not the case. It's just
• 12:56
  Speaker 6: sometimes it's a different face and I don't know if
• 12:57
  Speaker 6: that's the same thing if you guys had that in
• 12:59
  Speaker 6: the financial industry, somebody else will follow up and just
• 13:01
  Speaker 6: touch base. Sometimes somebody is willing to tell me something
• 13:04
  Speaker 6: that they just didn't want to say to the salesperson,
• 13:06
  Speaker 6: and they may say, you know what, this is really
• 13:08
  Speaker 6: what I wanted to be. So we meet every customer
• 13:11
  Speaker 6: that comes in if they're not able to close it.
• 13:13
  Speaker 6: And like I said, if you really look out for
• 13:15
  Speaker 6: the person, that's going to increase your chances of helping
• 13:18
  Speaker 6: the customer and be able to close deals more often.
• 13:20
  Speaker 6: Like you said, ninety percent of the time it is
• 13:22
  Speaker 6: priced and you have to work the numbers. You have
• 13:24
  Speaker 6: to take care of people.
• 13:24
  Speaker 4: So yeah, I think it depends on your personality too,
• 13:28
  Speaker 4: So you can't be what you're not, and you kind
• 13:30
  Speaker 4: of have to play to your strength. Some people are
• 13:32
  Speaker 4: naturally just really aggressive people, right, That's not me. I'm
• 13:36
  Speaker 4: more of a laid back person. So my selling style
• 13:38
  Speaker 4: is passive, passive, but it's very important that at some
• 13:43
  Speaker 4: point you have to close. You can't just string things
• 13:46
  Speaker 4: out forever because it'll fall apart. So knowing when to
• 13:50
  Speaker 4: close is a very delicate thing. Like for me personally,
• 13:55
  Speaker 4: my sales process is a two meeting process, right. The
• 13:58
  Speaker 4: first meeting is just I gather information, the second meeting
• 14:02
  Speaker 4: I present, and then at the end of the second
• 14:04
  Speaker 4: meeting there's a close at that point, right. Everybody's different.
• 14:08
  Speaker 4: Some people like to close in the first meeting. To me,
• 14:11
  Speaker 4: that's too aggressive, right. Some people stretch you out to
• 14:13
  Speaker 4: three meetings. To me, that takes too long. So I
• 14:16
  Speaker 4: think mastering your sales process for yourself is important in
• 14:20
  Speaker 4: knowing who you are as a person. Me personally, I'm
• 14:24
  Speaker 4: not like I said, I would strongly recommend not to
• 14:27
  Speaker 4: be pushy, but some people like that, right, It's like
• 14:30
  Speaker 4: our relationship. Some people like people that are aggressive, some
• 14:34
  Speaker 4: people like people that are laid back. You really, you know,
• 14:37
  Speaker 4: you kind of end. Also, every client isn't for you.
• 14:40
  Speaker 4: That's something that's important as well. Right, you can't chase
• 14:43
  Speaker 4: money because ultimately a bad client is not worth the
• 14:47
  Speaker 4: money that you're gonna get. It's true, it's not worth
• 14:50
  Speaker 4: it in the long run because they're gonna be calling you,
• 14:53
  Speaker 4: they're gonna be handing you in the stress and just
• 14:54
  Speaker 4: even the service work that it may take. You might
• 14:57
  Speaker 4: make a little bit of money, but it's gonna cost
• 14:59
  Speaker 4: you way more time. So I tell people all the time,
• 15:01
  Speaker 4: the first meeting that I have with people, I say,
• 15:03
  Speaker 4: this is for me to fill you out, to see
• 15:06
  Speaker 4: if you're a good fit for me, and for you
• 15:08
  Speaker 4: to see if I'm a good fit for you. I'm
• 15:11
  Speaker 4: not trying to get every single person that walks into
• 15:13
  Speaker 4: my door when you take that approach. Another psychological trick here.
• 15:19
  Speaker 4: There's a reason why the pretty girl or the handsome
• 15:23
  Speaker 4: guy whatever, they always have people lined up to date though,
• 15:27
  Speaker 4: the reason being is because they're hard to get psychologically.
• 15:32
  Speaker 4: Once you actually get the girl, it's not the same
• 15:36
  Speaker 4: the girl that constantly rejects you. We chase after that.
• 15:40
  Speaker 4: The girl that we can easily get, we look right past.
• 15:44
  Speaker 4: The same thing with sales. I know to get Bernie
• 15:46
  Speaker 4: Madoff when I watched this movie and I read some
• 15:50
  Speaker 4: stuff and they were saying that when he became so
• 15:52
  Speaker 4: big to get money, like he would turn people down,
• 15:54
  Speaker 4: like they would say, like they were begging they wanted
• 15:57
  Speaker 4: to work with him. Yeah, because now if he approaching
• 16:00
  Speaker 4: it like give me your money, I need your money,
• 16:02
  Speaker 4: they're looking at it like no. Psychologically, he's like, I
• 16:05
  Speaker 4: don't need your money. When somebody tells you that they
• 16:07
  Speaker 4: don't need you, you want them more, you know more.
• 16:11
  Speaker 4: So that's another trick for salespeople to understand as well.
• 16:13
  Speaker 4: You have to kind of position yourself to make it
• 16:15
  Speaker 4: seem like you're the real asset. Your clients need you
• 16:20
  Speaker 4: more than you need your clients.
• 16:21
  Speaker 6: Well, that comes to the inventory also, so you'll see
• 16:24
  Speaker 6: that with certain vehicles like let's say the g Wagon,
• 16:26
  Speaker 6: the big Issu Vidam, people are paying top dollar for
• 16:29
  Speaker 6: that car because you just can't get it. And you
• 16:31
  Speaker 6: got people calling around the dealership saying, hey, do you
• 16:33
  Speaker 6: have this car and stock whatever it is, I'm gonna
• 16:35
  Speaker 6: pay it because I want that particular car.
• 16:37
  Speaker 5: So it does drive the market.
• 16:40
  Speaker 4: True, Yeah, that's some hacks. That's psychological hacks right there.
• 16:46
  Speaker 6: You definitely got to And it's funny you mentioned not
• 16:48
  Speaker 6: being pushy, but to that point, I'm not a pushy
• 16:52
  Speaker 6: type of person.
• 16:53
  Speaker 5: I think you guys can see that. I'm pretty easy going.
• 16:56
  Speaker 6: But sometimes you need to nudge people, right. I can't
• 16:59
  Speaker 6: tell you how many times the person was everything lose perfect,
• 17:04
  Speaker 6: the car, the color of the price, the equipment, the dealership,
• 17:07
  Speaker 6: everything was just right, and they just we're still hesitant.
• 17:10
  Speaker 6: It's like this fear of commitment, right, And sometimes you
• 17:14
  Speaker 6: just have to let people know, say listen, it's.
• 17:17
  Speaker 5: Okay to say yes.
• 17:19
  Speaker 6: And I'm telling you, I can't tell you how many
• 17:20
  Speaker 6: people I've asked people said, let me ask you a question.
• 17:23
  Speaker 6: If you said yes right now, what would happen? And
• 17:25
  Speaker 6: they go nothing, I'd have the car, like, would you
• 17:29
  Speaker 6: be comfortable with the monthly payment?
• 17:30
  Speaker 4: Yeah?
• 17:30
  Speaker 6: Would you be happy with the monthly would you be
• 17:32
  Speaker 6: making life changing decisions over that monthly pay? And they
• 17:34
  Speaker 6: go no, I'd have a brand new car and I go,
• 17:37
  Speaker 6: so let's do it, and they.
• 17:38
  Speaker 5: Go okay, there're the keys. They go okay, and they're surprised.
• 17:41
  Speaker 5: They're like, you know what, I just bought a car.
• 17:43
  Speaker 6: And those are the happiest people in the world, because
• 17:45
  Speaker 6: sometimes they need that little nudge, not pressure, but nudge
• 17:49
  Speaker 6: to say yes.
• 17:49
  Speaker 4: That's the truth.
• 17:50
  Speaker 7: The fact that you just said that it made me
• 17:52
  Speaker 7: think of like I've taken a few people like you
• 17:54
  Speaker 7: know that I've become the person that, oh, you must
• 17:56
  Speaker 7: know about cars. And when I'm like, yo, this dale
• 18:00
  Speaker 7: is done here to come to keys, and they're like real.
• 18:02
  Speaker 7: I'm like, yeah, you just got a new car, like real,
• 18:05
  Speaker 7: Like yeah.
• 18:06
  Speaker 4: We're psychologically trained to be fearful. Ever since we're kids.
• 18:11
  Speaker 4: We're like told not to talk to strangers, and then
• 18:13
  Speaker 4: like we you know, we go to school all day
• 18:15
  Speaker 4: and then it's like so we're not used. Very few
• 18:19
  Speaker 4: people like me, y'all do anything. I make a lot
• 18:22
  Speaker 4: of bad decisions that way, but sometimes it works out,
• 18:24
  Speaker 4: but for the most part, people are very scared. That's
• 18:27
  Speaker 4: another thing as a salesman, you need to understand that
• 18:29
  Speaker 4: that people are scared to do anything. Nobody wants to
• 18:32
  Speaker 4: do anything. They want to just stay in their comfort
• 18:35
  Speaker 4: zone and do what they've been doing. Anytime somebody does
• 18:38
  Speaker 4: something that they haven't done or something that's uncomfortable, it
• 18:41
  Speaker 4: takes a lot of courage to do that.
• 18:43
  Speaker 7: And we've been saying that, like your life starts when
• 18:45
  Speaker 7: you're comfort them.
• 18:46
  Speaker 4: So but there's a thing. People will do business more
• 18:50
  Speaker 4: so with people that they like and feel comfortable with
• 18:53
  Speaker 4: than somebody that's knowledgeable. That's another mistake that people make
• 18:55
  Speaker 4: a lot of time. People leave with knowledge and information.
• 18:58
  Speaker 4: They have all these facts and nobody, Hey, nobody understands
• 19:02
  Speaker 4: what you're talking about. Nobody cares what you're talking about,
• 19:04
  Speaker 4: and beat it. They don't care. People will make bad
• 19:07
  Speaker 4: decisions based off of people that they like. Look at
• 19:09
  Speaker 4: love people do all the time on relationships. So the
• 19:13
  Speaker 4: key is to get somebody to like you on you.
• 19:15
  Speaker 4: Once they like you, you pretty much, can you do
• 19:18
  Speaker 4: whatever you want. Now you can't abuse that power because
• 19:20
  Speaker 4: you can't abuse it, but it's more important to work
• 19:23
  Speaker 4: on those skills than it is. Of course, you have
• 19:26
  Speaker 4: to have knowledge. But if somebody likes you, they buy
• 19:30
  Speaker 4: into you as a person, not the rest you can
• 19:33
  Speaker 4: kind of just it goes in the direction you wanted
• 19:35
  Speaker 4: to go on.
• 19:36
  Speaker 5: People don't care how much you know until they know
• 19:37
  Speaker 5: how much you care.
• 19:39
  Speaker 4: And it's all about relationship.
• 19:40
  Speaker 5: That's true.
• 19:42
  Speaker 4: So all right, Well that was a lot, a lot
• 19:46
  Speaker 4: touched on a lot of different topics.
• 20:01
  Speaker 1: An illegal alien from Guatemala charged with raping a child
• 20:16
  Speaker 1: in Massachusetts. An MS thirteen gang member from Al Salvador
• 20:20
  Speaker 1: accused of murdering a Texas man of Venezuelan charged with
• 20:24
  Speaker 1: filming and selling child pornography in Michigan.
• 20:27
  Speaker 2: These are just.
• 20:28
  Speaker 1: Some of the heinous migrant criminals caught because of President
• 20:32
  Speaker 1: Donald J.
• 20:32
  Speaker 2: Trump's leadership. I'm Christy Noman, the.
• 20:35
  Speaker 1: United States Secretary of Homeland Security. Under President Trump, attempted
• 20:39
  Speaker 1: illegal border crossings are at the lowest levels ever recorded,
• 20:43
  Speaker 1: and over one hundred thousand illegal aliens have been arrested.
• 20:47
  Speaker 1: If you are here illegally, your next you will be
• 20:50
  Speaker 1: fine nearly one thousand dollars a day.
• 20:53
  Speaker 2: Imprisoned and deported. You will never return.
• 20:56
  Speaker 1: But if you register using our CBP home app and
• 20:59
  Speaker 1: leave now, you could be allowed to return legally.
• 21:02
  Speaker 2: Do what's right. Leave now.
• 21:05
  Speaker 1: Under President Trump America's laws, border and families will be protected.
• 21:10
  Speaker 3: Sponsored by the United States Department of Homeland Security,