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 awesome session of the dealer playbook podcast, because we value you so much as a listener, we have a free gift just for you. Head on over to the dealer playbookcom lead and get instant access to your copy of the secret dealership lead generation blueprint. This is going to help you discover the six simple steps that will help you get more high quality car buyers, all on autopilot, and it's completely free. Head on over to the dealer playbookcom lead and get yours now. Now back to business. This is the dealer playbook. Hey, thanks for clicking that download button and checking out the dealer playbook podcast. This is session number sixty six. I am Robert Wiseman and hey guys, my main man Michael Sorillo. He cannot be here with me today, so I do apologize. You have just me and our killer guests today on the dealer playbook, where every week we sit down with you know, authors, experts, consultantens in and out of the automotive industry to just, you know, drop value and give you actionable, you know, tactics, tips and strategies to help you kill it and crush it in today's automotive industry. Again. I'm Robert Wiseman. Michael Cerrillo really wishes he was here today for this session, but again he was a little tied up on some other things. So today's guest has been called by The Wall Street Journal a Marketing Guru. This guy is, all 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. It's called book yourself solid and then his new book that getting ready to release, which we talked about the concept to that in today's session. Or guest is Michael Port. If you're not familiar with Michael, definitely check out Michael portcom. But this guy is one of the most sought after speakers out there in today's speaker circuit. He's worked with some big, you know, company, small companies and again written some great books, the ones I listed in his new one, which she talked about the concept in this session today. It's called steal 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 this session with Michael we really dive into. What does that mean to you and for you as automotive sales professional? He gives a lot of his insight about the automotive industry, his experiences with it, and so much more about how you can steal the show and get a standing oh. So, listen, it's just me. I don't have much to say. Where we're going to hop into this killer session with Michael Port. Check it out, all...

...right, and we are joined with Mr Michael Port. Michael, thank you so much for taking the time today. Man, you're welcome. I really appreciate it. So, you know, to start this conversation, I know you have your new book out. Your your preview. This was probably your your previous best seller. Was the the book yourself solid correct. It was one of him. Yeah, this is the sixth steel the show at the third was on the near times best seller list. So number of them have done quite well and couple of them not as well, but that's the you know, that's the way the world is. When you're trying to produce things. You just don't know what's going to be a hit. You know, if Hollywood knew what was going to be a hit, they only make its thanks at hell sure's you're always going to make it. They don't. You know, Samey thing car manufacturers. If they knew was going to make it, it it only produce it as across the board. Definitely. Yeah. So the new one is titled Steal The show. From speeches to job interviews to deal closing pitches, how to guarantee a standing ovation for all the performances in your life. Killer title. So I just wanted to start it there. Dived to a like tell it, you know, tell the person listening in you know what that means to them. kind of like a breakdown of the steps of that and just your whole your whole angle on that. Sure. So it is a Torto force on public speaking, for sure, and public speaking means that any time you are speaking you are in public. That's public speaking. It's not just in front of a group of people. Anytime you're speaking, you're speaking in public. So it is a TORTO force on public speaking techniques from the stage, but it's also focused on all the high stake situations in your life, because a job interview, a negotiation, a sales pitch, even meeting your future inlaws for the first time is a type of performance. Now, ideally they're authentic, because the best performances in the world are the 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 the world, but they're not going to buy from you. So what I focus on in steal the show is techniques that I learned when I was in the graduate acting program at Nyu and then what I mastered when I was a professional actor before I went into business 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 of what I learned as a performer. And so now I'VE RE engineered those techniques for non actors. So I've created a modern method, algy modern methodology for non actors to use so that they can shine when the spotlights on them and any time the pressures on you've got to perform. Yeah, no doubt about it, and I like that and it's it's so you're saying that okay for it to be authentic, but is...

...there a difference between it being authentic and 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 the latest model, you know, somebody that comes in. They're taking them around that. So you're saying with that performance, because it certainly is, and I think everybody agree with that. Is it, you know, is being authentic and it being real? Does it mean it's like you are acting the same way you are, let acting in a sense, but you're behaving the same way you would when you're at home with the wife and kids? Or can it be an extent thereof or turned up a few notches? Yeah, it's an expens it's it's often an extension of now we play lots of different roles in our life. In chapter three and steal the show is specifically 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 playing another role, but each role should be authentic and it should be an expression of part of your personality. And there's certain parts of your personality that you just shouldn't bring into work. They just are not necessary and they don't have a place. And same thing, there's certain parts of your personality that may not be approprietor, you know, for your work as a father. Frankly, yes. And so what we're doing is we're increasing our social intelligence and great performances of very, very socially aware so that we know what parts of our personality to amplify in any given situation and based on the people with whom we're working. So you're going to interact with different personalities in different ways. Your Voice will change depending on the person you are speaking with. You'll sound the same, meaning your tone of voice will be the same. You're not going to talk like this all of a sudden. You're going to sound like yourself, but your patterns will change. So if I'm down at the docks with a bunch of my friends, and you know it's a rough crowd. You know you you're going to hear some rougher language, some rougher talk, you're going to hear shorter sentences, you're going to hear a lot of buddies, lot of hey Yo, what you know? It's going to get a little more choppy and intense and and Staccato. But if I am at a meeting with publishers in the book industry, you might hear different patterns in my speech and they are all equally authentic because they are just parts of me. And one of the things that happens is we get constrained by an idea of who we are and who we are not. But we are much more than we think. There is so much more to our personality than we think and the most effective people, especially in sales, are the ones who have different styles of behavior, different ways...

...of being, and those styles of behavior can change depending on the person that they are speaking with. Now that's authentic. Think about it. Take a chameleon, for example. That's what I was just going to go into. Where does that fall when people say that is that the right analogy? Well, you know, usually it can't tell. Saying that someone's a chameleon is a negative. That's a put down some way. But why? A Chameleon is as authentic as one can be. When a chameleons on a green leaf, it's great. Chameleons on a red leaf, it's red. It's not pretending to be green, it's not pretending to be read. It is actually red and green there. Yeah, fair enough, so it's true. Now the difference is this. If you are playing at a role which is false and you are saying things that are not true, that are not in line with your beliefs, or you're just lying. That's in authentic. So sometimes people when when when they ask about performance and or they ask about sales, they'll say, listen, you know, I don't I don't want to. When I perform, I don't want to be fake, I don't want to be phony, or when I sell, I don't want to be sleezy. You know, I don't want to be seen as sleazy and pushy. So of course I'll ask, well, are you phony? Are You sleazy? And of course they say well, no, no, of course not. What are you talking about? I say well, then you have no problem because if you are not phony, you will not come off as funny, if you are not sleezy, you will not be sleezy. If you have integrity and you are authentic, then you will be authentic and half integrity. Okay, very good, Yep, I agree with that and I think I get yeah, let me, let me do let me give you one more example. Is there was a there was a card dealership that had asked for my advice. They said, we want to come up with something really clever. That would be a great promotional tool, something that would surprise people. I said, Oh, okay, I've got an idea. Why don't you do something? We're for a number of days. You bring in lie detectors and lie detector expert. My Lord, that is breath that's so good. Yes, okay, you look all the all the sales people up to these lie detectors and all day long they 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 and you make it, you do it live. 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, there you are. So that's you know, they're disingenuous. They can't do that, but another, you know, company that is actually honest could do that. So that's what I mean. You know, you're either honest or you're not, on a series, or genuine or not genuine. This is this to me is not an issue that anybody has to worry about, unless they are disingenuous. Yeah, and so you know, for advice, what's the best way to kind of figure out that right I don't know, if not necessarily formula, but that right amount of like, you know,...

...if how to shift yourself from you know, to give that that stellar performance and still be yourself. Like, is there any kind of like formula or anything that you look into or like? I mean, how how does one go about finding that right voice for them? So there are two different considerations. One is finding your true voice and then the other is adapting your voice two different sales situations or your custom to or your target audience. Yeah, exactly right. Yeah, that's there. An you each individuals going to be different because people have different buying patterns, different personalities. Some people want to come in and do backslapping with you and others want you to be very quiet and it's a much at all. Is it true you can accustom to everybody? Should you look at it like that? Should you? Should you feel a certain way if you're not able to connect with that person by, you know, and doing the same, same actions it would if you can't, can you hope to connect with everybody or that's not Paul. Don't think so. I think you can do your best, but I just don't think it's possible in the first chapter and Book Yourself. Solid is called the red velvet rope policy, and the red velvet rope policy is a filtration system and then allows in only ideal customers. You know, people that energize you, they inspire you, but most importantly, are they allow you to do your best work. Now, this is difficult if your organization to set up so that you're on a round robin. If you got ups, you just have whoever's coming in the door. And the way that we set up our sales process is not by round robin but by who we think is the best match for that particular personality. It's like we have intelligent lead distribution exactly, and we find it works a heck of a lot better and we also have happier people working for us. Well, just you know it and you know that makes great sense in it and it you know what it makes me think about, and I know a lot of the the auto dealers out there. They don't like to hear that this company's name, but believe me, they're not doing anything harming these dealers in any way. But Tesla does a great example of that. When you go into a Tesla show room location, 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. Yeah, the mall and use are not. But you go in and there's like one of each car. They're set up, but in front of each car is one person that's at each car. They have an IPAD and it's kind of like you're talking directly with the tea model, but 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 experts for each of those particular models. Yeah, it. The car industry is so interesting to me because I buy expensive cars and I what are you driving right now? Just for right, I'm driving the escalade, the SV, the Big One, Mac Daddy. I have now have three children. I'm getting married,...

...so I went from one hundred twenty three back, Daddy. Yeah, so you know, you gotta have the big the big beast we call it. We call her the beast. What color? Black or white? No, it's that graphite Ilka. Yeah, good, I'm not a white car guy. Easy to keep clean. Yeah, well, that's right exactly. But but this one I love it. I absolutely love this car. This is one of my favorite cars that I've ever had and I can't tell you how difficult it was to buy. Sometimes I really wasn't bat. Not to interrupt you, I just for context. It wasn't from the dealer that you purchased your previous vehicle from, I tell you, it wasn't. The previous vehicle was a BMW okay, Oh, yeah, and I was. I was keeping that one. Yeah, and then I was going to get this new one because we had more people. So I said we you know, for we're going to take long trips. Weren't? These kids will kill each other if they're in this PM. Are Enough. Continue. So I went to first I went to look at the suburban and I drove it and I liked it, but I don't know, I didn't hidden fall in love with it. And and they, the guy who was selling it to me, was very excited about the suburban and I said, well, I'm going to look at the Cadillac because I don't think you're gonna like the Catala. I said, let me ask you a question, just be straight up with me. Do you make less money if you sell a cadillac? Then you do a suburban their own by the same people, the right next to each other and they can show any cars from either place. He said no, exactly the same. So why are you not? Why do you give me the opportunity to select the car that I want? I couldn't, I couldn't understand it. Generally, I feel it's difficult to spend my money at these car dealerships. They they don't call you back, even when they've got you, you know, waiting on the line like they you know you're there, they're fishing your biteing their bait and and they're not on it. So I've always found it really quite remarkable, and this is just the general experience that I've had. But but you know, part of the reason I mentioned this is because part of the buying experience should be just that, in experience. And what is a what is it? What is a night at the theater all about? In experience? So, for example, why in this was this? In the old days it was CDs. Now we would be an ipod. Why doesn't every guy and every Gal who sells cars, why don't they have an IPAD, I mean an Ipod, or there, you know, iphone or whatever? Just stacked with every genre of music you could possibly imagine. So when you want a test drive with somebody, you plug it an he say what's your favorite music? So I might say Dave Matthews and they go great, Dave coming up right now, yeah, boom, or Dava, yeah, because you can even just search youtube, for that matter too, and play it through there if you don't have it, or just ask them to install here, I have the hook up, everything's right here. Even have the cable and they're ready and let them hook up their unit exactly. They can play. Okay, keep going, I like. So these are simple things, but they're theatrical and so when definitely taking ownership, to...

...when you start playing your own music in the car and music, absolutely, yeah, it's it, you know. So that's it. Those kinds of things make the difference the the way, the experience that we're creating for the people that we are trying to sell cars to is, in large part, the you know, going to be the going to be the deciding factor between whether or not they buy. And I can go almost anywhere to buy the car. It's not hard. Today, I could just, you know, go over to Princeton and buy the CATILLAC over there instead of over in Doylestown. It's not hard. And I ultimately bought this because I knew somebody who knew that. knew the manager of the entire Fred Beans Company, and when he found out that I was having trouble buying the car that I wanted to buy, he came in, took over and I was treated like king and I didn't even when he told me the price of it. I didn't even really, you know, had the with them. Nego Shas there. Whatever. You okay, let's just get this done. Let's move on right. So you know, the experience was so dramatically different. And this guy, he was a brilliant salesperson, the guy who manage the whole I didn't buy a used car, but he came and helped me nonetheless. He managed the whole used car division and I was so amazed by him because 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 customers, when they talked to him, feel like they're talking to somebody just like them. And he's playing roles 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 a particularly complicated process. But I think that we need to work on our self awareness if we want to be better performers, because people think about performance of self expression. That's that's only part of the equation. Self understanding is what allows us to connect with other people and be in the moment, an Improv in such a way that they enjoyed it, connects with them. So do we know how we are perceived by others? Yeah, do we know how people perceive the way we look? Do we know how people perceive US based on the way we walk? So everything we say, everything we wear, everything we do says something about who we are and people make very quick snap judgments about others. MMM. So everybody wants to say that can't judge a book by its cover, but yet everybody does exactly. And looking at in your carng yeah, absolutely. In the car industry it's worse because you're already going in there with a negative association. You are going in there with your defenses up because your finger out, they're going to try to stiff me on the car. So even if you're going to a dealership...

...that has the best reputation out there and they do business like the way that this this used car gut manager helped you with your escalate, 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 that perception, you know, that negative perception, no matter what. Yeah, that's right. So exactly. Okay. So getting close to wrapping this up. What is the like? So how does somebody practice this? How do they practice that? Is there a is there a rehearsal? Is there do you practice on live customers or like? How do you get this down? Yes, he rehearsals, huge rehearsals, a big deal. So if you're going to give a presentation of any kind, and any time a customer walks in, that's a sales presentation. Get to give a presentation of any kind, you need to rehearse and the only way that you can improve well is if you're well prepared, and we wanted to as much rehearsal as we possibly can. So we do rehearsal with people that are not our customers, because why waste you know, I mean why waste by weight? Why screw up on our customers? Why not start earlier and do and try new things and take risks with people that are not our customers? Then get feedback? Absolutely, because it costs money to get people in the door in the automotive game, certainly every person that comes in one to see a car like that. They cost you money absolutely. So think about so this is what we do normally in sales. One is told to have a goal and then do what it takes to achieve that goal. Makes Sense? Yes, fair, that's fair. Then the same thing is true for performance. A performer has an objective and the performers goal is to achieve that objective no matter what, and the performer will try every tactic in the world to achieve that objective. Now here's the thing. Are we trying tactics based on a bag of tactics that we have and we just pull out the tactics based on how we always pull them out, or, you know, we were told to pull them out, or do we make our choices deliberately based on the person next to us? Yeah, okay, okay, so you kind of you feed off of their energy, their profile, there their attitude. So okay, so let me ask you that. And and I want you to go back to this. But to break into that like big, a big thing, that that that's talked about a lot in the automotive industry is the sales process. Now, if something and you must demo Ed, you must take this person for a test drive. That's what I'm talking about. If I come in and I don't want to see the car, I'm a buyer. Yeah, listen, man, I've drove this thing a hundred times. I know more about this car than you, because there's people like that. They're like, I don't want to drive it. I know I want it. Let's get down to business. There's still management out there today is like no, we request that you dress, select and drive a car. Yeah, like, what do you feel about that? I...

...think it's insane. I think it's absolutely insane from a customers perspective. You know, I feel like I want the people who are listening to listen to me 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 they don't want to be in. I cannot the math on that. Makes no sense to me. Yeah, well, net neet of asking somebody to do something they don't want to do when they're already ready to buy. You're starting at a negative right there, right you're already hitting it, hitting an obstacle. So that was one of the things that happened often to me in the last couple car buying processes. They trying to force me into driving the car quait quickly and I often don't need that process. I agree, because I may have been to another dealer or already driven the car, or I'm not. It's not even that big a deal to me. I know that if I'm buying, if I'm sped a seventy or eighty large, I know it's going to drive well exactly. And Yeah, I'd like to drive it, but I want to know, I want to do some deals, I don't do some terms before I get in that thing, because otherwise it's just a waste of time. Okay, so a lot what they say is I understand. So a lot of what they recommend that I've heard is then okay, so every step of the sale is kind of a close, you're basically selling that and closing on each step of the sale to control the process, not necessarily the prospect, but the process. So even if it's so, even if I turn around and sell them, then the value of driving it or me showing it to them? Do you even recommend that? That's something that somebody do like turn around be like well, sir, you know that blank, blank, blank, but blank blank, I guarantee I'll show you something that you haven't seen previously, like or do you recommend trying the sell that aspect of it or just like kind of accommodate them? I don't because if you're trying to control the sales process, you are trying to control the person. You See. Let me think about this. If if the person doesn't want to particular step in that sales process, but you're trying to control the sales process, then you're trying to control that individual. So this flexibility that is required in the modern age of selling is so incredibly important. Now one of the reasons that I don't think management wants to allow too much flexibility is because they don't trust their sales people and probably they are showed them the right way either. Too in the end, exact a whole other conversation. But yeah, exactly, exactly right. I mean, look, I get fired up about this stuff because I think that it's actually a lot easier than we make it out to be. There are little things that make the difference in the experience. So when I walk into the dealer, if I don't see a whole bunch of people jump out of their chairs and come over to me quickly, I think they don't want my money. HMM, you know, if I'm looking around waiting for someone to and so there are there's some things...

...that we do in business that that just screw up sales left and right that are so easy to fix it sometimes it's mind bogging and it's not even necessarily intentional on their end because in the end, of course they want your money, but they're not react the people there. They haven't shown they haven't got drilled it into their team and that those guys there to make that that clear. Course they're going to take your money, but it's that, yeah, still, that perception of that, that's the cover of that book. Still, that's a sort of the performance, right. Yeah, you know, the four guys are sitting down. They look up that I walk and they look back down, it's because, well, I'm not up right now, so this guy doesn't mean anything. Yep, or 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 like just prequel. That's like, yeah, that is the the pre qualifying there is dangerous because you know, someone like me, I have a you know, have a have a fair amount of capital, and you know, I might go in there ring flipflops, jeans and an old tshirt. You're off, you're don't if they said exactly so, like I get it. Look, we get fired up about this because, you know, we know what's possible for the people who are in the industry. We know what they could be doing if they had some more freedom and if they, you know, took the initiative and took some of this into their hands to create a better experience based on performance for the people that are walking through the door, if they were continue to study themselves and understand how others perceive them as performers, because that's one of the things that I address in the book. When you're a performer, you can see yourself as you are performing. So, for example, if I'm on stage giving a speech, I can actually watch myself while I perform. It sounds kind of crazy and I'm not crazy. I do that. You step outside if you're around M or certain extent. Yeah, you know, it's, it's, it's it's like athletes when they get into the zone. Everything slows down and they can see what's happening second by second and it feels like it's minute by minute. Yeah, so when I walk off stage, I know exactly what I said. There's I never come off stage go oh, wait, what did I do? And of and usually an amateur comes off stage go I have no idea what I said, what did I do? You know, they forget because they don't see themselves while they're doing it. And that's one of the things that we need to develop, as you know, as performers of all stripes, is to see ourselves with the person that is sitting in the car with us or across the desk ourselves and try to figure out how the other person sees us, because the way they see us will influence whether or not they want to do business with us, and then we can adjust our way of being our style of behavior, the things were doing and saying, the way we're speaking. For example, this same guy that I was trying to buy the Cadillac from, when we would go look at a car, he would walk very quickly to the car and the big parking lot and he's he was about six four and he...

...had very long legs and I'm five ten and he would walk ahead of me, walk faster than I would normally walk and you know, it was kind of rude. I said to him, after about and better forty five minutes of interacting with him, I said, you know, you walk really fast because, yeah, always work really fast. Yeah, that's a that's where people tell me. I said, do you know that when you leave someone behind, when you're walking with them, it's a dismissive act. You're turning your back on them, straight up, straight up, and you can't have a conversation with 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 said. Yet people told me that but I never realized it was a problem. So he he knew 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 then ask ourselves, how does that influence other people? Yeah, absolutely. And and going back to that like the a big thing they talked about in the industry is skip in those steps and making sure you take them on the test drive. Well, I mean honestly, if somebody comes in and they don't want to test drive the car, they've driven it. They know exactly what they want. Their educated, they're ready to sit down and hammer it out. Well, listen, whether a test drive them or not, they're still going to work, they're still going to go down in negotiations and it's going to be a tough deal. So it's like, if you're going to make it, you know, a mini deal or smaller deal, you know, you might as well make it fast. Yeah, right, exactly, in and out right, exactly deal. And also sometimes people, you know, we're just using this test drive as one example, but there may be people who don't really care that much about the test drive, don't know that much about the car, don't know much about the you know, the their decision is base fully off a price. It's based off price or they just looked at it and it looks cool or didn't really care that much about cars. It's just transportation for them. I didn't like it. That's what I you know, it boggles my mind because it's like, you don't want to take what if, just what if this person that doesn't want to test drive it doesn't know anything, but it's ready to sit down and see figures? What if they are a and I'm doing the air quotes. You can't see me a lay down. Yes, exactly, that just they're going to ank right up. I mean, if they are, like wouldn't it be a shame to take over through everything? You know, a lot of times there a lot of time inecessarily used. Awesome, awesome. Well, listen, Michael Port. Thank you so much, man, for taking the time for us today. I'm so excited to dive into this new book. So you have the another one I strongly recommend that I loved is is book yourself solid and that's still available. We're we're to get we'll talk about your new one a second,...

...but where do you recommend they go for it to get more information off that? That one. That was powerful to me. That's why I commer yeah, book yourself SOLIDCOM's great place to go for all things book yourself solid. You can buy book yourself solid anywhere books are sold. The addition that I'd recommend people get is the book yourself solid illustrated addition. It's a couple more books, but it's all illustrated, so you read it faster because you can see the concepts rather than just read about the concepts like a comic book. You're telling me it's. It's not comic. It's not comic goal, although one, I tell you, but yes, it is, doesn't it doesn't look like a comic book, but there are illustrations, hand drawn illustrations that are really, really cool, equivalent to like a graphic novel made exact. Yeah, closer to that. Close to really think that that's the few that's going to get bigger and bigger. At my opinion. You know it in business in in an educational type of format to not just storytelling. Yep, steal the show, and you can go to steal the showcom and there's a ton of free bonuses that were giving away right now because the book is just released, and we do that around the release of the book and of course, anywhere books are sold, but I also recently dropped a podcast called steal the show with Michael Port. So goes, look that up in Itunes, go subscribe, rate it, review it. I think you'll love it. And if that's it, man will link to all that in the show notes. Mr Port, thanks a million for being here, man, and you know we'll talk to you soon. My pleasure. Thanks for having me, sir. There you have it. That was again the author of the book hitting shelves, Steal The show, which you can check out at steal the SHOWCOM. That was Mr Michael Port. I had a great time with that one. I thought Michael brought some great information and insights, some new angles and then also just some more like, you know, solidifying some things that pass guests said. So I mean it's like how many more, you know, hard hitters got to come up here and, you know, give us this kind of information before we start executing? So remember check out his previous book. If you haven't, book yourself solid. That is perfect for anybody in automotive sales. He mentioned book yourself Solidcom or anywhere where it's sold, Amazon, wherever. I'll have web links to everything in the show notes. Check out Michael portcom. Also steal the show DOCOM and while you're out there, head on over to the dealer playbookcom sixty six. Check out all the links and everything that have to do with this episode and, to me a solid man, hop on over to itunes and, if you haven't left us a review on itunes or Stitcher, wherever you're listening to podcast, throw the dealer playbook a review and we would appreciate the love. So, until next time, crush it out there and have a great month.

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