How to Work a Car Deal - Automotive Sales Training - Jim Ziegler

[@alexbermudez7270]

This guy has been in the buisness for over 30 years and im thankful for his insight and automotive knowledge. Ive been in the biz for some time now..never hurts to get back to the basics

[@MattPaynethecreditcowboy]

16:20 into it. Jim Drops some truth :its not about the deal, its about the relationship. This one statement is so true. Many people focus on the deal and im not saying that's not important, but if we focus on the BIG picture the relationship and we develop and nurture a good foundation. This one relationship will bare many more deals. Thanks to Sean V Bradley for posting this, and as always thanks to the alpha dawg Jim Ziegler for constantly pushing forward but never forgetting the BASICS. The ABC and 123s will always be the same. Its all about building Good RELATIONSHIPS!

[@alb12345672]

Most people don't make it in car sales. It is a tough field to crack into.

[@claudes.whitacre1241]

Jim Ziegler is a genuine success story. I love listening to his sales training videos. Thanks for posting.

[@vabmorenjapan]

this was awesome i learn a lot watching seasoned salesmen .

[@kunimaro15689]

It's awesome to be a salesman and watch this. He is talking to managers, telling them everywhere their sales guys are messing up. Most managers don't have the guts to tell us this and just complain. Now I am getting insight on everything I need to know about my managers and how to get through the process flawlessly. I am an honest salesperson. And from now on I will always honestly shoot for 100 percent profit. Get them in the F&I office in ten minutes? I never go over five. :) Not all of us are bad sales guys, Jim.

[@dukelogan1]

I agree. everything he is saying makes sense and shows a lot of what is wrong in sales. consumers expect to be ripped off and cheated. sure, there are sales folks out there that do that. but that is not going to build trust and confidence in the process. the main thing is to give your prospect all of the information for them to make the best choice that suits them. nothing else is important.

[@myfunnyvalentine1050]

dukelogan1 Consumers expect to be ripped off because that's how a large portion of sales people are taught how to conduct business. I refuse to work for a company which condones this type of activity. I work for a company which puts a respectable price on their product and allows the sales people to be honest with the customer -no tricks, hidden costs or games. What you see is what you get , and we do quite well.

[@macq1]

He is so right about the emotional impact. It depends on what the purpose of the vehicle is. emotion in the purchase = profit margin.

[@electricfeel007]

Only one sales person I talked to out of 3 at 3 different major dealerships knew any details about the vehicle I was looking for. They all had a good idea of the price because of the decals on the vehicle. I'm an electrician. I could not do my job without knowing details. Sales person don't have a clue about the vehicles. They read the sticker just like you but can't tell you what it means or where the items and options are located on the car. They seem to be just looking for a job.

[@TJim-vd3jn]

Great video. It will save me a bundle when I go buy my next car lol.

[@SacTwnNate]

As a new car salesperson myself, one thing I can't understand is when I do everything I can -- demonstrate the car, do at least one test-drive or even more, etc -- and people leave with a very competitive price, only to not call or email me back. This doesn't happen a lot, but when it does, it sucks. After all that time you don't even give me a chance to earn your business. I don't think this is ethical. Whenever possible, I work from a commitment. This way if you say that you will buy the car if I reach a certain number and then back out, you will have lied.

[@THE_CHOAS_ENGINE]

IF a customer tells you that can't do $300 a month over 60 months... then how can the salesman say back to them OK can you do 62 months at $300 and have the customer say YES???????! 51:57 The customer is objecting to the PAYMENT... not the term... so why would extending the term and keeping the payment the same appeal to the customer... I think i mis spoke the example. I think he must have meant $310 a month over 60 months going down to $300 a month over 62 months.

[@SalesTrainingDenver]

Sales is a great thing. Thanks for sharing!

[@StreamingRich]

A lot of VERY VERY USEFUL information in THIS VIDEO - A must see- recommended to my GM too. I will watchi this again without distraction and plan to make some time strictly for this - GREAT details and a lot of facts.

[@1973TJM]

My how things have changed. I communicated through email with several dealers while on vacation out-of-state. I finalized the price. Upon my return from vacation, they sent me a bill-of-sale for my credit union. I went into the credit union and came out with a check for the car. I went to the dealer with my wife and picked up the car, without previously driving it. I had driven one similar at my local dealership prior to going on vacation.

[@williampowell3378]

Got to be aware of "Robocop's" eyeballs :-) I think he meant The Six Million Dollar Man. Great presentation!

[@1389AD]

From the consumer's point of view, making a big enough down payment can mean never being upside down on the car. So the big down payment, especially on a pre-owned vehicle that has already depreciated, is a win-win.

[@anthonybonino6928]

I attempted to sell cars 15 years ago, while I was in college! I was terrible! I wish that I would of received this time of training! I may of had a chance to survive then! Great Video! Thanks for the information!

[@DavidStanleymusic]

1) if you can't knock the price of a car down 2k$ be respectful but walk away the fleet rate is a given if you know what your doing, as well as the hold over charge which varies between manufacturers . 2) do not buy from the same manufacture for the sake of it . 3) stay away from popular choices 4) the dealer needs you ,you do not need any particular dealership. 5) always go to the dealer at the end of the month you will find one that will reduce the price. I have bought vehicles with 20k$ discounts on them because I followed 1through 5 and kept at until I found a dealer that needed the sale to make his months commitments. cars are predominantly steel and plastic both of which amount to low prices. but manufacturers and dealers have been taking advantage of stupid people . When they are not making money due to slow sales and at the end of the month is the time to hit the dealer up for a further 2000$ rebate above any rebates offered by any manufacturer.

[@Zlacher12]

What if management refuses to speak to the customer until they are planning to leave?

[@shortymike007]

Why does the down payment make such a big difference to the dealer's income?

[@jonathansmoot8781]

Excellent video! Track stars and Tour guides. YEZZIR!

[@tc16169]

At 24:45, it's said that 63% of consumers have a credit score under 600. What's your source on that? I'm almost positive that's not accurate.

[@jazzdude904]

Since customers want to accomplish a certain payment, if you can bump them into a down payment, you can use that money to come down to their payment. And the more money you finance, the higher the rate can get so F&I can make money on the rate

[@MrMkirk23]

Jim, where can I get a copy of this worksheet?

[@drumsleuth]

Visual and emotional when you get in the car and drive it that is when you make the profit.

[@chuckmanning1058]

And this guy is why I hate sales men great info.

[@GeniusComedyTV]

I love the comments of these consumers. Car Salesmen will always get a bad rap. That 10% of dealerships that lie, cheat and steal make it bad for the rest of us.

[@SeanVBradleyTV]

I think this is an AWESOME video and Jim Ziegler is truly a legend in the industry-

[@thevoxdeus]

I realize this is 6 years old and he was selling at a time when a lot of people had their credit dinged by the Great Recession, but only about 25% of consumers have credit scores under 600 in 2018. Either way, there's no reason for a dealership to apologize to a buyer for the buyer's bad credit, but I wouldn't want any one thinking that most consumers right now have bad credit. The majority (58%) of consumers in America today have a 700 or higher FICO score. If some one walks on your lot looking for a car, it's ovewhelmingly likely that they are qualified on score, so income is the only issue when it comes to qualifying.

[@Notrocketscience101]

More skin in the game means less likelihood of the car needing to be repossessed. That makes the loan worth more to the bank.

[@natureguy2486]

You may have the wrong used car salesman 1. When you complain that a car has too many miles, he asks you how many miles you'd like to see on it. 2. When you crank the car and fluid rockets over your left shoulder, he notes, "Oh, that's a standard feature on all of these newer models. 3. Uses the 'Slim Jim' strapped to his belt to open the cars for your inspection. 4. When you ask him where the restroom is, he says, "Tell 'ya what I'm gonna do ...." 5. His bumper sticker reads, "Honk If You've Ever Reamed A Guy For Eight C-notes On A '72 Dodge Dart." 6. Tries to convince you that this car will get better mileage because it is heavier, and you will be able to "coast a lot."

[@williambennett7701]

Car people are the best!

[@chrishuggs22]

i have see jim ziegler about 6 yeras ago. he is great... i was working at quality suzuki.....

[@CarloFromaggio]

@ 19:40 "There is not enough profit in a car deal to cheat anybody." What?!

[@Salesmasterymag]

This video had some great tips. Thank you for sharing.

[@nberr6490]

WHERE CAN I FIND THAT FORM????

[@taekwondotime]

"I blew into town with the mattresses tied to the roof of my car. " "There isn't enough money in a car deal to rip people off." (A few minutes later...) "I became a millionaire in five years." . . . "Everything I talk about today is ethical car sales. You don't need to lie or misdirect customers to make a profit." (15 minutes later....) "Sure we can discuss figures, but we do ask that you drive the car first. We have to get customers from their logical mind into their emotional mind." *This kind of double-talk is the car sales industry in a nutshell* . It's all about steering the customer into making a bad financial decision. Everything he talks about is misdirection. Examples include: - Getting the customer to drive the car first, so they get attached to it and make a bad purchase - Sneaking in extra monthly payments on finance deals - Getting customers to think only about how much the car is on a monthly basis, not its overall cost - Low-balling customers on their trade-in - Sneaking a hefty downpayment into the deal at the very end of negotiations - Fibbing about the rationale behind it ("banks would like to see 20% down") etc... -

[@boovoo66]

I don't care how good you are if your a Mitsubishi dealer or the bottom 5 you can't sell cars if you get can't get people on the lot...

[@TheProlixblyss]

Paying a profit is what fuels an economy.

[@JDC352]

Success is a decision you make. A mindset. If you missed that in the opening then you are going g to have trouble.

[@ablb2007]

Once the manufacturer discounts the $32,000 car with options it's market value is no longer $32,000 but $29,000.

[@trains11111]

When I go used car shopping. I look at the price that is the fair market value. I also have a very good master mechanic look over the car before I buy. He will tell us what a car is worth. I do not get emotional about it. If the car is worth it I will pay the price but when they jack up the price to a point that is twice the book value. I am not buying. I hope auto dealers get the message. I think it is predatory to ask $20000 for a car that is worth $9000. I check the market pricing before I buy. Need less to say that dealer did not make a sale. Ford should retrain their buyers so they will buy at a fair price so they can sell at fair market value. The second dealer got the sale because he was asking the market value.

[@randylitchfield8740]

so if i go into this line of work what can i expect in terms of commission and pay

[@macwalen]

Great training. Thank you very much Jim. I like buying for cash, this is the best policy.

[@imluvinyourmum]

I like to show the dealer the cash when I've made up my mind and decided the price, hasn't failed yet.

[@smooth235]

This is great stuff! Basic advice

[@joemorrow8696]

Hey do you have an one on one coaching program

[@gojohngo106]

Great video!

[@kokorekokorja5293]

Good explanation!

[@Biggun8262]

None of this stuff works anymore. The car business has changed so drastically, with the advent of the internet, that there's no need for a salesman to do anything, other than to get the car ready for pick up by the buyer. My last car I bought was taken care of online, then I flew to the dealer, to pay for and take delivery of it. I'm not going to stand for or go through the whole haggle process, or deal with some guy that can't make a decision without talking to the sales manager. It just ain't the same these days.

[@msmtepesvoyvoda3541]

Try that crap with me old man lol

[@Mistachill]

Because jewelry and furniture stores don't blatantly lie to customers. Even if it's marked up 500% the price advertised is the price you pay at the register at a furniture store. With car dealers, the car will be advertised at $10K in the paper or online, you get to the dealership, you gotta add processing fee, a PDI fee, ADM fee, they try to slip the extended warranty into the deal hoping you're not paying attention. The F&I guy will try to pull shenanigans with the financing. They try to sell you unnecessary rust proofing. $5 fabric protection that they charge $300 for. Car dealers kill me with this indignation about their rep, yet they proceed to confirm it 99.9% of the time. There's a VERY good reason people take hidden cams into car dealerships and service shops and not furniture stores.

[@jurom7]

Great comment

[@mariegardiner7034]

Where can I get that worksheet???

[@SeanVBradleyTV]

[@M-E-G-A]

Can't anyone show up on time to a seminar? I mean people scootching in front of you to find a seat! Gaawd!

[@ereal2]

can some one link me to that work sales sheet in his hand?

[@kolmks3614]

While going to buy a used vehicle the first thing a buyer should go for the vehicle history report. It not only helps the buyer to know the vehicle's past but also helps the buyer to estimate the market price of the used car. To know more about vehicle history report and it's providers, just go through the following blog - buyvehiclehistoryreport.blogspot.com

[@aaronbrown48]

Enjoyed

[@joplinpimp]

U go --thats good stuff!!

[@hippo-potamus]

Lol. That's what I'm talking about, straight ballin

[@6speedsti241]

this is why......................................

[@Joseph-d5x2g]

I like it

[@VLK-73]

This guy pretty much confirms everything that I know about crooked salesmen and their methods...doesn't really matter if he sells Amway, vacuums or cars...the methodology remains the same. This crook has admitted it very nicely in 14:30, when he explains how to get the customer out of the "logical mind" to the "emotional mind". Yes...in order to make the deal, he needs them to suspend their critical thinking in order to be able to scam them....why else would anyone need to suspend someone's logic, while trying to sell them something? What does that tell you about the kind of a deal he's trying to make? When something is logical, it is because it makes sense....when it comes to buying stuff, people RELY on their logic to keep them from making stupid financial decisions....(of course that is evidently not in this crooked assholes best interest). He needs people to think with their ass, rather with their heads. He's actively trying to bypass people's common sense and get them to make an emotional decision instead... This kind of manipulation is wrong and this guy is exactly the reason why the car sales industry is thought to be one of the crookedest ones out there.

[@7550375503]

Smart.

[@jmorris023]

I think it's because the customer is essentially just giving the dealer that money for nothing in return.

[@johnvidak]

there are*

[@redd7188]

He is wrong, the reason why the deal never starts at all the money is because of websites like true car. Even kbb.com will tell you the true value of the car. Sorry but just like the 80's song, video killed the radio star, well, the internet has killed the chance to sell a car at MSRP.

[@sorabvanzemaljac3129]

With this bullish you never going to sell car to me FULL

[@MrUltraworld]

Oh, I forgot. I always pay cash. Always.

[@electromechanical4109]

Give me your best price. If you're $300 next to the dealer five miles away, you've got a sale. Otherwise, fo

[@HermannTheGreat]

Great tips, but he needed to lose the chain.

[@diamondfreedomteam]

At least fix your jacked up collar.

[@7550375503]

...then why are you watching?

[@gspainting11]

Hahaha! New York tough customers.

[@6speedsti241]

do not trust people like him i run

[@macq1]

The idea of value in brought by a dealership is suspect. I have been in sales for almost 20 years and to date I have not bought a car at the first place I have look, ever. There is ALWAYS a better price at the next guy. The salesman shouldn't negotiate but they always do. Then we get to the mgr and get more. Once you get that price go to the next dealership and tell them to beat it by at least %5 and you will give them the cash. Now that we have the internet, we can have the avg price paid for the car and start from their to negotiate down. I think people forget that we can ask for more.

[@MrLeonightis]

If you can always beat the price at the next guys dealership what would prevent you from going to say 25 dealerships that way you know you got the best deal. Heck why even buy the car just keep negotiating at some point they may pay you to take the car.

[@eltatoyo1546]

If he's such a friking genius, why was he driving around broke. with his matreses tied to the roof of his car at 35?

[@trplpwr1038]

When you start talking like a politician your losing the deal.

[@pl833]

no profit....6-8% what!!?? were not cheating people!!!?? the car depreciates up to 20% when you drive away...lol