The Dealer Playbook
The Dealer Playbook

Episode · 6 years ago

Michael Port: Stealing The Show

ABOUT THIS EPISODE

Team DPB is back in episode 66 with another powerful session with an amazing guest to help you take your career in the automotive sales industry to the next level.

In this session team DPB is sitting down with NY Times Best Selling Author Mr. Michael Port.

Michael Port is the author of 5 best selling books including “Book Yourself Solid” “The Think Big Manifesto” and his newest book about to drop titled “Steal The Show”.

The Wall Street Journal has dubbed Michael Port a “marketing guru” and is one of the most sought out public speakers out there. Michael has been featured on virtually every television network sharing his expertise and is also a former professional actor.

Michael was nice enough to sit down with “The Dealer Playbook” to talk about his new book and share how “Stealing The Show” will help you do circles around anyone else in your market.

Quick Preview Of This Session

Should You Be A Chameleon?

Everyone has heard the comparison of being a good sales person to a chameleon but is that really the approach you should be taking? Michael goes into this topic and settles this debate once and for all for automotive salespeople.

Adapting Your Voice To The Individual

It is very important to find your voice and how to learn how you adapt your voice so it will appeal to the individual you are in front of without faking the funk.

Michael will break down some awesome tips and exercises on how you can easily find your voice and how you adapt it to the individual.

The Buying Experience Needs To Be Just That… An Experience

The experience we create for the buyer is going to be a huge factor of whether or not they are going to buy from you. It is important to make your buyers experience theatrical. That is what sells.

Michael delivers some really cool ways you can knock your buyers socks off and steal the show!

All of that plus much more in this session of “The Dealer Playbook” Podcast.

Get More From Michael Port

Michael Port’s Facebook

Michael Port’s Twitter

Michael Port’s Website

Steal The Show Book

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

Get Michael's book here.

Connect With Team DPB

Connect with The Dealer Playbook on Twitter here.

Check out Michael Cirillo's blog here.

Check out Robert Wiesman's blog here.

Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here. 

Hey before we jump into this awesomesession of the dealer, playbook podcast, because we value you so much as alistener, we have a free gift. Just for you, head on over to the dealer,playbookcom lead and get instant access to yourcopy of the secret dealership, Lee generation blueprint. This is going tohelp. You discover the six simple steps that will help you get more highquality car buyers, all on auto pilot and it's completely free head on overto the dealer. PLAYBOOKCOM SA lead and get yours now now back to business. This is the dealer playbook hey thanks for clicking that downlowbutton and checking out the dealor plable podcast. This is session numbersixty six. I am Robert Weisman and hey guys my Ma Mam, Michael Serillo. Hecannot be here with me today, so I do apologize. You have just me and ourkiller guests today on the dealer playbook, where every week we sit downwith you, know, authors experts, consultanans in and out of theautomotive industry to just you know, drop value and give you actionable. Youknow, tactics, tips and strategies to help. You kill it and crush it intoday's automotive industry. Again, I'm Robert Weisman, Michael Sarilla, reallywishes. He was here today for this session, but again he was a little tiedup on some other things, so today's guest has been called by The WallStreet Journal a marketing Goubro. This guy is, you know, written five books, one of them New York Times best seller.The think big manifesto, also the author of one of my favorites, itscalled Book Yourself, solid and then his new book. That's getting ready torelease which we talk about the concept to that in today's session or guest isa Michel Port if you're not familiar with Michael definitely check outMichael Portcom, but this guy is one of the most sought after speakers outthere in today's speaker, circuit he's worked with some big. You know: Company,small companies and again written some great books. The ones at listed in this new. One Will Sheu talk about the concept in this session today. It'scalled steel, the show from speeches to job interviews to deal closing pitches,how to guarantee a standing ovation for all the performances in your life. Now,in the session with Michael, we really dive into what does that mean to youand for you, as automotive sales professional gives a lot of his insightabout the automotive industry, his experiences with it and so much moreabout how you can steal the show and get a standing? Oh so listen! It's justme. I don't have much to say where we're going to hop into this killersession, with Michael Por check it out...

...right and we are joined with Mr MichaelPort. Michael, thank you so much for taking the time today, man you'rewelcome. I really appreciate it, so you know to start this conversation. I knowyou have your new book out your previous. This was probably your yourprevious best seller was the the book yourself solid, correct. It was one ofthem yeah. This is the sixth stell. The show the the third was on the nearertimes best seller list, so nomeber of them have done quite well and a coupleof them not as well, but that's the you know, that's the way the world is whenyou're trying to produce things. You just don't know. What's going to be ahit, you know, probblywood knew what was going to be hit. They don'tly makekits x, Helleshers youawas going to make hit. They don't you know samething. Car Manufactures if they knew Wi was going to make a hit. It onlyproduce it as across the board. Definitely yeah. So the new one istitled Steal The show from speeches to job interviews to deal closing pitches,how to guarantee a standing ovation for all the performances in your lifekiller title. So I just wanted to start it there dive into like tell it. Youknow, tell the person listening and you know what that means to them kind oflike a breakdown of the steps of that and just your whole. Your whole angleon that sure, so it os a tortof force on public speaking for sure and publicspeaking means that anytime, you are speaking. You are in public, that'spublic speaking Ye. It's not just in front of a group of people anytime, youare speaking. You are speaking in public, so it is a torteforce on publicspeaking techniques from the stage, but it's also focused on all the high stakesituations in your life, because a job interview, a negotiation, a sales pitcheven beating your future inlaws for the first time, is a type of performanceand ideally their authentic, because the best performances in the world arethe most authentic performances in the world, because if people do not buy you,if they do not believe in you, then you can be the slickest performer in theworld, but they're not going to buy from you. So what I focus on in steel, the showis techniques that I learned when I was in the graduate acting program at Nyuand then what I mastered when I was a professional actor before I went intobusiness and then became an entrepreneur and because I look back-and I realized a lot of the success I've had over the years was because ofwhat I learned as a performer and so now, I've reengineered those techniquesfor non actors so have created a modern, mythodology, modern methodology for nonactors to use so that they can shine when the spotlights on them. At anytime. The pressures on you've got to perform yeah no doubtabout it, and I like that, and it's so you're saying that okay for itto be authentic, but is there a...

...difference between it being authenticand being really you being yourself like? Let's say when an individual is,you know to build context with our audience they're showing somebody thelatest model. You know somebody that comes in they're, taking them aroundthat so you're saying with that performance, because it certainly is-and I think everybodyl agree with that is it- you know it's being authentic and itbeing real. Does it mean it's like you are acting the same way. You are lotacting in a sense, but you're behaving the same way. You would when you're athome, with the wife and kids, or can it be an extent thereof or turned up a fewnotches. Yeah, it's an ex it's it's oven, an extension of now we play lots of different roles inour life, ind chapter three and steal. The showsspecifically focused on this playing the right role in every situation,because when you are at home with the kids you're playing one role when you are at work, you're playinganother role, but each role should be authentic and it should be anexpression of part of your personality and there'. Certain parts of yourpersonality that you just shouldn't bring into work. They just are notnecessary and they don't have a place and same thing. There's certain parth oo personality that may not be appropriateor. You know for your workas a father, frankly yeah, and so what we're doing is we're increasing oursocial intelligence and great performers, ave very, very sociallyaware, so that we know what parts of our personality to amplify in any givensituation and based on the people with whom were working so you're going tointeract with different personalities in different ways. Your Voice willchange depending on the person you are speaking with you'll sound, the samemeaning your tone. A voice will be the same you're not going to talk like thisall of a sudden you're going to sound like yourself, but your patterns willchange. So if I'm down at the docks with a bunch of my friends- and youknow it's a rough crowd, you know you you're going to hear some rougherlanguage. Some rougher talk you're going to hear shorter sentences. Youcan hear a lot of buddies lot of hey Yo, what you know it's going to get alittle more choppy and intense and and Stacato, but if I am at a meeting withpublishers in the book industry, you might hear different patterns in myspeech and they are all equally authentic because they are just partsof me and one of the things that happens. is we get constrained by anidea of who we are and who we are not, but we are much more than we think there is so much more to ourpersonality than we think and the most effective people, especially in sales,are the ones who have different...

...styles of behavior, different ways ofbeing, and those styles of behavior can change, depending on the person thatthey are speaking with now, that's authentic think about it. Take achameleon, for example. That's I was just going to go into. Where does thatfall when people say that? Is that the right analogy? Well, you know, usuallyI can'tyou n w tll saying that somebody's a chameleon is a negative.That's a put down some way, but why a chameleon is as authentic as one can be:Wenr Camilleans on a green leaf. It's great, he cameles on a REDL. F, it'sred is not pretending to be creen, it's not pretending to be read, it isactually red and green. Fir there yeah fair enough. So it's true now thedifference is this: If you are playing at a role which is false- and you aresaying things that are not true- that are not in line with your beliefs or you're,just lying, that's inauthentic, so sometimes people when they ask about performance or theyask about sales, they'll, say: listen, you know I don't I don't want to. WhenI perform. I don't want to be fake. I don't want to be phoney or when I sell,I don't want to be sleezy. You know I don't want to be seen, is sleezing andpushy. So of course I'll ask well, are you phony? Are you sleezy and of coursethey say Wello? No, no, of course not. What are you talking about, I say? Well,then you have no problem, because if you are not fhoney, you will not comeoff as funny. If you are not sleezy, you will not be sleezy. If you haveintegrity and you are authentic, then you will be authentic and halfintegrity. Okay, very good yeah. I agree with that and I thouk I ges yeah.Let Me Loet me, give you one more example: Het was a. There was a carddealership that had asked for my advice. They said we want to come up withsomething really clever. That would be a great promotional tool, somethingthat would surprise people. I said: Oh okay, I've got an idea. Why don't youdo something where, for a number of days you bring in lie, detectors andlie detector expermy Lord? That is bred. That's so good! Yes, Teguy! You fook,all the all. The salespeople up to these lie detectors and all day longthey wear them when they're having conversations with the customers and,of course, you document that as well yeah. Well, you bring the press there,I'm going to make it you do it alive. Yeah he says no, no. We can't do that.I said why can't you do that? He goes because we lie well. Okay, then there you are sothat's you know they're disingenuous. They can't do that, but another youknow company. That is actually honest. Could do that. So that's what I meanyou know you're, either honest or youre, not on Te, Serie, the'R, genuine or notgentumine. This isn, this to me is not an issue that anybody has to worryabout unless they are disingenuous yeah, and so you know for advice. What's thebest way to kind of figure out that right, I don't know not necessarily formulabut that right amount of like you know...

...if how to shift yourself from you know, to give that that stellar performanceand still be yourself like, is there any kind of like formula or anythingthat you look into or like I mean how? How does one go about finding thatright voice for them? So there are two differentconsiderations: one is finding your true voice and then the other is adapting your voice, two differentsales situations or your custom or your target audience yeah exactly right.Yeah, that's ee annual each individals gin be diferent, because people havedifferent buying patterns, different personalities. Some people want to comein and do backslapping with you and others want you to be very quiet andnot it sa much at all. Is it true, you can', accustome toeverybody. Should you look at it like that? Should you should you feel acertain way if you're not able to connect with that person by you knowand doing these same same actions? I would, if you can't, can you hope toconnect with everybody or that O Notpoi? Don't think so I think you can do yourbest, but I just don't think it's possible in the first chapter and bookyourself, solid is called the red velvet rope policy in the redover rolpolicy is a filtration system and then allows in onl the ideal customers. Youknow people that energize you they inpire you, but, most importantly, theyallow you to do your best work now. This is difficult if your organizationis set up so that you're on around Robin, if yougot ups, you just have whoever's coming in the door and the way that we set upour sales process is not by round robin, but by WHO, we think is the best matchfor that particular personality. It's like E, intelligent, lead, distributionexactly and we find it works a heck of a lot better. An we also have happierpeople working for US Lek. Just you know, and you know that makes greatsense, and you know what it makes me think about, and I know a lot of theauto dealers out there. They don't like to hear tha this company's name butbelieve me, they're not doing anything harming these dealers in any way. ButTESSLA does a great example of that when you go into a TESSLA showroomlocation when you walk up to especially like the mall based ones- I don't know,I know most of them are shopping mall base, but I don't know if they have oyeah the moenews or not, but you go in and there's like one of each car thereset up but in front of each car is a one person. That's at each car. Theyhave an iped and it's kind of like you're, talking directly with the TAmodel, t the model t guy you're, talking right with this guy like it's,not somebody that, like they have their experts, they present them as expertsfor each of those particular models yeah. I the car industry so interestingto me because I buy expensive cars and I what are youdriving right now, just for right, I'm driving the escalade theesf, the bigone, macdaddy ihave. Now a three...

...children I'm getting married. So I wentfrom one to three ACK, daddy yeah, so you know you gotta have the big the bigbeast. We call I we call her the beast. Well, callher, black or white: No, it'sthat grapite, Ograka yeah good, come Ot. A white car got easy to keep clean yeah.Well, that's right exactly, but but this one I love it. I absolutely lovethis car. This is one of my favorite cars that I've ever had and I can'ttell you how difficult it was to buy. Sometimes I hea wasn't ba not tointerrupt you just for context. It wasn't from the dealer that youpurchased your previous vehicle from I el it wasn't. The previous V vegle wasa BMW, okay, Oh yeah, and I was I was keeping that one yeah and then I wasgoing to get this new one because we had more people. So I said we, you knowwe're going to take long trips. These kids will kill each other if they're inthis pnor enough continue. So I went to first, I went to look at the suburban and I drove it and I liked it, but Idon't know I didn't. I didn't fall in love with it and and the the guy who was selling it to me was very excited about the suburb and,I said well, I want to look at the Cadillac because I don't think you'regonnt, like the catle, like I said. Let me ask you question just be straight upwith me: Do you make less money? If you sell e Cadillac, then you do a suburbanthey're ownl by the same people the're right next to each other and they canshow any cars from either place. He said no exactly the same. So so. Whyare you not? Why do you give me the opportunity to select the car that Iwant? I couldn't I couldn't understand it generally. I feel it's difficult tospend my money at these car dealerships. They they don't call you back. Even when they've got you, you knowwaiting on the line like they. You know you're they're, fishing, you're bitingtheir bait and and they're not on it. So I've always found it really quiteremarkable, and this is just the general experience that I've had, butbut you know part of the reason I mentioned this is because part of thebuying experience should be just that an experience and what is a? What is it?What is a night at the theater all about in experience, so, for example, why an this was this Wain, the old daysit was CDs? Now it would be an ipot. Why doesn't every guy and every GAL whosells cars? Why don't they have an e pad? I mean an Ipot or theyre, you knowiphon or whatever just stacked with every genre of music. You couldpossibly imagine so when you want to test drive with somebody you plug it. Ande say: What's yourfavorite music, so I might say Dave mattews and they go great Dave comingup right now, yeah or David Yeah, because you can even just searchyoutube for that matter to and play through there. If you don't have it orjust ask them to install here. I have the hook up. Everything's right hereeven have the cable in there ready and let them hook up their unit exact. Theycan play okay, keep going, I like e, so these are simple things but they'retheatrical, and so when definitely...

...taking ownership to when you startplaying your own music in the car music, absolute yeah, it's you know, so that'sthat those kinds of things make the difference. The the way the experience that werecreating for the people that we are trying to sell cars to is, in largepart the you know going to be the going to be the deciding factor betweenwhether or not they buy, and I can go almost anywhere to buy thecar. It's not hard. Today, I could just you know, go over to Princeton and buythe CADALLAC over there instead of over in Dorlestown, it's not hard An. Iultimately bought this because I knew somebody who knew that knew the managerof the entire Fred Beans Company and when he found out that I was havingtrouble buying the car that I wanted to buy. He came in took over and I wastreated like a king and I didn't even when he told me the price of it. Ididn't even really know had the WISOM negosion is or whatever, okay. Let'sjust get this done. Let's move on right, so you know the experience was sodramatically different and this guy he was a brilliant salesperson, the guywho managed the whole notdidnt by use car, but he came and helped me one, theless. He managed the whole use card division and I was so amazed by himbecause when I talked to him I felt like I was talking to someone like me, but he and I are completely different and I imagine most of the customerswhen they talk to him, feel like they're talking to somebody just likethem and he's playing rolls all the time,but he's still an authentic guy. He was straight up with me about everything.How much you know he's going to give me for the car that I was trading into him.You know it was. It was all very straight up, so I don't think it's aparticularly complicated process, but I think that we need to work on ourselfawareness if we want to be better performers, because people think aboutperformac a selfexpression. That's that's only part of the equation.SELFUNDERSTANDING is what allows us to connect with other people and be in themoment and improve in such a way that they enjoy. He connects with them. So do we know how we are perceived byothers, O yeah. Do we know how people perceivethe way we look? Do we know how people perceive US based on the way we walk so everything we say everything we weareverything we do says something about who we are, and people make very quick snapjudgments about others. So everybody wants to say that can't judge a book byits cover, but yet everybody does exactly and he' looking at yeah, absolutely in the Carinstree,it's worse, because you're already going in there with a NaativeAssociation, Youare going in there with your defenses up, because you're fingira right they're going to try to stiff me on the car. So, even if you're goingto a dealership that has the best...

...reputation out there and they dobusiness like the way that this this use car got manager, helped you withyour escalade, even if they have the reputation to doing business like that,if you've never done business with them, you're walking. In still with thatperception, you know that negative perception, no matter what yeah that'sright, so lackly, okay, so getting close to wrapping this up. What is thelike? So how does somebody practice this? How do they practice? That isthere a? Is there a rehearsal? Is there do you practice on live customers orlike? Do you get this down? Yes, see: Rehearsals huge Rehearsalis, a big deal.So, if you're going to give a presentation of any kind and anytime acustomer walks in that', a sales presentation can to give a presnationany time you need to rehearse, and the only way that you can improve well isif you're well prepared, and we want to do as much rehearsal aswe possibly can. So we do rehearsal with people that are not our customers,because why waste you know mea, why waste by Wai? Why screw up on ourcustomers won not start earlier and do and try new things and take risks withpeople that are not our customers? Hand get feedback absolutely because itcosts money to get people in the door in the automotive game. Certainly everyperson that comes in want to see a car like that they cost you moneyabsolutely so think about. So this is what we do normally in sales, one is told to havea goal and then do what it takes to achieve. That goal. Make Sense yes, fair, it's fair, thenthe same thing is true for performance. A performer has an objective and the performer's goals to achievethat objective. No matter what and the performer will try every tactic in theworld to achieve that objective. Now here's the thing are we trying tactics based on a bag of tactics that we haveand we just pull out the tactics based on how we always pulled them out or youknow we were told to pull them out or do we make our choices deliberatelybased on the person next to us? Okay, okay, so you kind ofyou feed off of of their energy, their profile, their attitude. Okay. So letme ask you- and I want you to go back to this, but to break into that likebig, a big thing that that that's talked about a lot in the automotiveindustry is the sale process now ifson and you must demo, you must take thisperson for a test drive, that's what I'm talking about. If I come in and Idon't want to see the car I'm Aboutyeah lossom man, I've drove this thing ahundred times. I know more about this car than you because there's peoplelike that they're, like I don't want to drive it. I know I want it. Let's getdown to business, there's still management out there. Today's like no.We request that you, Dr Select and drive a car yeah like how do you feelabout that? I think it's insane. I...

...think it's absolutely insane from acustomers perspective. You know, I feel like a lot of the people, whoarelistening to listen to be as a customer, not just as an author but as a customer.I think it is absolutely insane to force people into a process that theydon't want to be in. I cannot the math on that makes nosense to me, yeah well net net of asking somebody to do something. Theydon't want to do when they're already ready to buy Youre, starting at anegative right there right, you', already, hitting it hitting an obstacle.So that was one of the things that happened often to me in the last couple:carbying processes Hav. They trying to force me into driving the car quitequickly, and I often don't need that process. I agree because I may havebeen to another dealer and already driven the car or I'm not it's not eventhat big adeal to me. I know that if I'm buying, if I'm Spentat, seventy oreighty large, I know it's going to drive well exactly and yeah I'd like todrive it, but I want to know I want to do some deals. Don't do some termsbefore I get in that thing, because otherwise it's just a waste of time.Okay, so lot. What they say is, I understand so a lot of what theyrecommend that I've heard is then okay, so every step of the sale is kind of aclose you're, basically selling that and closing on each step of the sale tocontrol the process, not necessarily the prospect but the process. So even if it's, even if I turn around andsell them, then the value of driving it or me showing it to them. Do Y ou evenrecommend that that's something that somebody do like turn around be like.Well, sir. You know that blank blank black but bike blank. I guarantee I'll,show you something that you haven't seen previously like. Or do yourecommend trying to sell that aspect of it or just like kind of accommendantthem? I don't because you're trying to control the sales process, you aretrying to control the person. Bs Le Me Think about this. If, if theperson doesn't want to particular step in that sales process, but you'retrying to control the sales process, then you're trying to control thatindividual. So this flexibility that is required in the modern age ofselling is so incredibly important at one ofthe reasons that I don't think management wants to allow too much. Flexibility is because theydon't trust their sales. People and probably Theyar, showed them theright way, either to and yeah eact a whole other conversation, but yeahexactly exactly right. I mean look. I get fired up about this stuff because Ithink that it's actually a lot easier than we make it out to be. There are little things that make thedifference in the experience. So when I walk into the dealer, if I don't see awhole bunch of people jump out of their chairs and come over to me quickly, Ithink they don't want my money. You know if I'm looking around waiting forsomeone to, and so there's there's some things that we do in business, thatthet just screw up sales left and right...

...that are so easy to fix that sometimesit's mindbox and it's not even partisarily intentional on their end,because in the end of course they want your money, but they're not react topeople there. They haven't shown they haven't drilled it into their team andthose guys there to make that that clear, of course, they're going to takeyour money, but it's that desiol that perception of that. That's the cover ofthat book. Still that's in part of the performance right yeah! You know thefour guys are sitting down, they look up, there walk and they look back downit's because well, I'm not up right now, so this guy doesn't mean anything yepor like I just sold one. I got somebody over there. Oh man look at this guy man.He doesn't look like he's buying this and that he likes just prequel. That'sI yeah that is t the prequalifying. There is dangerous because you knowsomeone like me. I have a you know. I Have A, I have a fair amount of ofcapital and you know I might go in there and flip laps jeans in an oldtshirt you're off you're, doing your thixa exactly so lik. I get look. Weget fired up about this because you know we know what's possible for thepeople who are in the industry. We know what they could be doing if they had some more freedom and ifthey, you know, took the initiative and took some of listen to their hands, tocreate a better experience based on performance for the people that arewalking through the door if they were continue to study themselves andunderstand how others perceive them as performercs, because that's one of thethings that I addressd in the book when you're a performer, you can seeyourself as you are performing so, for example, if I'm on stage giving youspeech, I can actually watch myself while I perform hot sounds kind ofcrazy and I'm not crazy Ol. How D I do that you step outside if your realm orwhat certain extent yeah you know it's. It's like athletes when they get intothe zone. Everything slows down and they can see what's happening second bysecond, and it feels like it's minute by minute yeah. So when I walk offstage,I know exactly what I said. There's I never come on. staiges go, Oh wait.What did I do and of and usually an amateur comes off stage go? I have noidea what I said. What did I do? You know they forget, because they don'tsee themselves while they're doing it and that's one of the things that weneed to develop. As you know, as performers of all stripesis to see ourselves with the person that is sitting in the car with us oracross the desk ourselves, and try to figure out how the other personsees us, because the way they see us willinfluence whether or not they want to do business with us, and then we can adjust our way of beingour style of behavior. The things were doing and saying the way, we'respeaking, for example, this same guy that I was trying to buythe CADALAC from when we would go. Look at a car, he would walk very quickly tothe car and the big Parin, the big...

...parking lot and he's he was about sixfour and he had very long legs and I'm five o ten and he would walk ahead ofme walk faster than I would normally walk, and you know it was kind of rude. I said to h m after about a betterforty five minutes of interacting with Hem. I said you know you walk really fast. ECAUS, yeah yeah,always work really fast, yeah! That's that's what people tell me I said: Do you know that when you leavesomeone behind when you're walking with them? It's a dismissive act, you Turniyour back on them straight up straight up and you can't have a conversationwith them yeah and then they need to feel like they're keeping up with you,but your job should be to keep up with them. Not the other way around. He saidYeah people told me that, but I never realized it was a problem, so he heknew that he did that, but wasn't able to recognize how it affected others. So,even if we know we are a certain way, we need to thet ask ourselves: How doesthat influence other people yeah? Absolutely and and going back to that, like the a bigthing they talk about the industry, skipping those staps and making sureyou take them on the test drive. Well, I mean honestly, if somebody comes inand they don't want to test drive the car they've driven it. They knowexactly what they want. Their educate, they're ready to sit down and hammer itout. Well, listen whether out test drive or not they're still going towork, they're still going to go down ind negotiations and it's going to be atough deal. So it's like, if you're going to make it you know a minideal or a smaller deal. You knowyou might as well make it fast yeah right exactly in and out right exactlydeal and also sometimes people. You know, th were just using this testdrive as one example, but ther may be people who don't really care that muchabout the test drive, don't know that much about the car. Don't know muchabout the you know. The wonther decision isbased fully off a price: it's based off Priceword, they just looked at it andit looks cool or they don't really care that much about cars, it's justtransportation for them. I don't know like I that's what I youknow. It boggles my mind because it's like you don't want to take what, ifjust what, if this person that doesn't want to test drive, it doesn't knowanything butread to sit down and see figures what if they are a and I'mdoing the air quotes. You can't see me a laydown yeah, just exacting that justthey're going to ink right up, I mean if they are like, wouldn't it be ashame to take hem through everything you knowea lot of time its ar a lot oftime unnecessarily used. AWESOME AWESOME! Well, listen, Michael Port!Thank you! So much man for taking the time for us today, I'm so excited todive into this new book. So you have the the another one. I stronglyrecommend that I loved is book yourself solid and that still available e. Whatto get well talk about your new one, a...

...second, but where do you recommend theygo r to get more information off that that one that was powerful to me?That's why I recommer Yeah Book Yourself, SOLIDCOM's great place to gofor all things. Bout Yourself, solid! You can by book yourself, solidanywhere books are sold. The addition that I'd recommend people get is tobook yourself solid, illustrated addition. It's a couple more bucks, butit's all illustrated. So you read it faster because you can see the conceptsrather than just read about the CONSOS like Omic book you're telling me it'snot comic. It's not comic goal, although one IK L O yes, it is. Doesn'tit doesn't look like a comic book, but there are illustrations hand drawnillustrations that are really really cool quuivalent to like a graphicnovelma, exactly yeah closer to that. Coso, really think that that's the feutthat's going to get bigger and bigger. In my opinion, Yo it in business ineducational type of format, to not just storyteller yep steal the show, and youcan go to steel, the SHOWCOM and there's a ton of free bonuses that weregiving away right now, because the book is just release and we do that aroundthe release of the book and, of course, anywor books are sold, but I alsorecently dropped a podcast called steal. The show with Michael Port, so Goo,look that up in itunes go subscribe rate. It review it. I think you'll loveit and that's it. Mad will link to all that inthe show notes. Mr Port, thanks a milion for being here. Man- and you know we'll talk to you soon, mypleasure. Thanks for having this, sir, there you have it. That was again theauthor of the Book Hitting Shelves Steal The show which you can check outat steal the SHOWCOM that was Mr Michael Port. I had a great time withthat one. I thought Michael brought some great information and insights,some new angles and then also just some more like you know, solidifying somethings that past guest said so I mean it's like how many more you know hardhitters got to come up here and you know give us this kind of informationbefore we start executing so remember check out his previous book. If youhaven't booke yourself solid, that is perfect for anybody in automotive saleshe mentioned book yourself, Solacom or anywhere, where it's sold Amazonwherever I have wevelinks to everything in the show notes, check out. MichaelPortcom also steal the SHOWCOM and while you're out there headon over tothe dealer, playbookcom sixty six check out all the links and everything thathave to do with this episode and do me a solid man hop on over the itunes andif you haven't left us a review on itunes or stitch or wherever you'relistening to podcast for the deal of playbook Er review, and we wouldappreciate the love so until next time, prush it out there and have a greatmonth.

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