3 Basic Microskills for ALL Salespeople // Andy Elliott

Summary

Podcast Summary: Andy Elliott's Elite Mindset Motivation and Sales Training
Episode: "3 Basic Microskills for ALL Salespeople"
Release Date: January 31, 2025

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Introduction

In the third episode of Andy Elliott's Elite Mindset Motivation and Sales Training, CEO of The Elliott Group, Andy Elliott delves deep into the fundamental microskills every salesperson must master to excel in the competitive world of sales. Living in Arizona with his wife and three children, Andy brings a wealth of experience and a passion for transforming sales professionals, whether they're newcomers or veterans with over two decades in the field. This episode, titled "3 Basic Microskills for ALL Salespeople," is a treasure trove of insights, motivational drive, and actionable strategies aimed at elevating sales performance and personal growth.

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1. Reclaiming Purpose to Prevent Burnout

Andy opens the discussion by challenging the conventional notion of burnout. He asserts that burnout isn't about exhaustion but stems from losing one's purpose.

Andy Elliott [00:00]: "I told you, people don't burn out, they lose their purpose."

He emphasizes the importance of setting clear, ambitious goals within the workplace, urging sales professionals to aim to become the top earner in their company. This, he believes, reignites passion and sustains motivation.

Andy Elliott [00:00]: "Your purpose from now on is when you're at work, you're going to be the top number one earner in the company."

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2. Overcoming the Myth of Experience

Contrary to the belief that experience and time in the industry inherently lead to success, Andy contends that these factors are secondary to one's mindset and skill set. He encourages listeners to adopt a warrior mentality, where belittling long-held hierarchies is acceptable if it means striving for excellence.

Andy Elliott [01:30]: "Time and experience means nothing. I don't care how long you've been selling, I'll smoke anybody first day doing something."

This perspective fosters a culture of healthy competition and continuous improvement, ensuring that stagnation doesn't set in, regardless of one's tenure.

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3. Developing Confidence Through Microskills

A significant portion of the episode is dedicated to the importance of microskills in building confidence and enhancing sales techniques. Andy outlines the necessity for salespeople to develop their communication and sales abilities meticulously.

Andy Elliott [02:40]: "Everybody write Down Micro skills. This is where we go to develop confidence."

He highlights that these microskills are foundational not just for selling but for overall personal and professional growth. By mastering these small yet critical skills, salespeople can transform their approach and outcomes.

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4. The Power of Posture and Leadership Presence

Andy underscores the impact of physical presence and posture in establishing oneself as a leader. Good posture is not merely about appearance but reflects inner confidence and certainty.

Andy Elliott [03:13]: "Guys, don't be all poopy pants. And put your chest up right. Have good posture. Believe in yourself."

He connects posture to leadership, explaining that standing tall signals focus, certainty, and reliability—qualities essential for anyone aiming to lead and inspire others in the sales arena.

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5. Becoming a Good Person as a Strategic Advantage

Delving into personal development, Andy shares a personal anecdote about his upbringing and the pivotal role his wife played in shaping his character.

Andy Elliott [03:21]: "I wasn't raised a very good kid. I finally found a good leader. It was my wife. She trained me to be a good person."

He challenges the audience to redefine what it means to be successful by prioritizing integrity and kindness. According to Andy, being a good person not only fosters trust but also creates a unique and attractive persona in a market saturated with mediocre professionals.

Andy Elliott [04:13]: "Good people can grow because they're dangerous. What do you think the world wants right now? They want people to take care of them."

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6. Standing Out: Embracing Uniqueness in Sales

Andy passionately advocates for differentiation in the sales industry. He urges salespeople to shed introverted tendencies and shyness to make a memorable impact.

Andy Elliott [04:35]: "I need you to stand out. I need you to be different. I need you to be unique."

He stresses that the current market highly values connections and professionalism. By being distinct and authentic, sales professionals can forge stronger relationships and command greater respect and loyalty from clients.

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7. Mastering the Art of Connection

A recurring theme in the episode is the significance of building genuine connections with clients. Andy posits that knowledge alone isn't sufficient; the ability to connect on a personal level is paramount.

Andy Elliott [04:54]: "You have to be able to make a connection with people. Listen. I don't care how much you know. Do I like you? Do I want to be around you?"

He encourages salespeople to focus on understanding and addressing the true needs of their clients, positioning themselves not just as sellers but as facilitators of their clients' aspirations.

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8. Professionalism in the Automotive Space

Wrapping up his insights, Andy touches upon the automotive industry's current state, labeling it as rife with amateurs who lack professionalism. He sees a pressing demand for seasoned professionals who can elevate the industry's standards.

Andy Elliott [05:46]: "In a world full of amateurs, the automotive space has been dying for professionals."

By embodying professionalism, salespeople can distinguish themselves, earn greater remuneration, and significantly impact their clients' lives positively.

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9. Call to Action: Elevate Your Sales Game

In the concluding segment, Andy extends an invitation to listeners committed to personal and professional growth. He offers one-on-one coaching to those eager to transform their sales techniques and mindset.

Andy Elliott [06:40]: "If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours."

This call to action reinforces his dedication to mentoring and uplifting sales professionals, providing them with the tools and support needed to "kill it" in their careers.

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Conclusion

In "3 Basic Microskills for ALL Salespeople," Andy Elliott delivers a potent mix of motivation, practical advice, and personal anecdotes designed to equip sales professionals with the mindset and skills necessary for exceptional performance. By emphasizing purpose, confidence, integrity, and connection, Andy provides a comprehensive framework for anyone looking to excel in sales. Whether you're just starting or aiming to refine your established career, this episode offers valuable insights to help you stand out, connect deeply, and achieve unparalleled success.

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Notable Quotes:

• Andy Elliott [00:00]: "People don't burn out, they lose their purpose."
• Andy Elliott [01:30]: "I don't care how long you've been selling, I'll smoke anybody first day doing something."
• Andy Elliott [02:40]: "Everybody write Down Micro skills. This is where we go to develop confidence."
• Andy Elliott [03:13]: "Have good posture. Believe in yourself."
• Andy Elliott [04:13]: "Good people can grow because they're dangerous."
• Andy Elliott [04:35]: "I need you to stand out. I need you to be different. I need you to be unique."
• Andy Elliott [04:54]: "Do I like you? Do I want to be around you?"
• Andy Elliott [05:46]: "The automotive space has been dying for professionals."
• Andy Elliott [06:40]: "If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours."

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This comprehensive summary encapsulates the essence of Andy Elliott's message in this episode, providing listeners and non-listeners alike with actionable insights and inspiration to elevate their sales careers.

Transcript

[A]

I told you, people don't burn out, they lose their purpose. Your purpose from now on is when you're at work, you're going to be the top number one earner in the company. Think about this, where do you rank on the board? Top to bottom? Pretty low, just started. Doesn't matter, don't care, you'll never make money. Or if you do on accident, it'll fall through your fingers if you don't become a good person. The key is, is that life is more than just making money. Life is about taking care of people. Life is about being an example. Guys in society Right now everybody listen to me because I know who my leaders are in here. Society's falling apart because we have a bunch of weak ass leaders and we don't have enough of them. If you guys will listen to me now, let me tell you what will happen. Number one, you're going to earn all the money you want and more and money will never be a problem for you again if you listen to me. By the way, you have to own this. Like, dude, I'm sharing this with you. The question is, do you want this to be your life? Who wants this to be your life? Raise your hand. Okay, now watch some people raise their hand because everybody did and some of you really mean it. Okay, you guys, when you change, dude, you guys are going to impact thousands of people's lives. This is cool. See this is living a life of fulfillment. I told you, people don't burn out, they lose their purpose. Your purpose from now on is when you're at work, you're going to be the top number one earner in the company. Think about this, where do you rank on the board? Top to bottom? Pretty low, just started. Doesn't matter, don't care. Did you guys know time and experience means nothing? Did you guys know that time and experience doesn't mean shit? I don't care how long you've been selling, I'll smoke anybody first day doing something. You know why? Because I think I can. I know a couple guys that have started in this company that when they started they said, dude, I'm beating everybody. Who's the number one guy? I'm taking that guy out. Now do they, are they negative people? No, they're positive. They create good competitiveness. Does that make sense? And see, you could be saying, oh, I'm the number one guy or I'm the bottom guy. I haven't been here very long. Doesn't mean nothing. Okay, this is what you need to do. Number one. Everybody write Down Micro skills. This is where we go to develop confidence. This is where we grow to develop the way we speak. This is where we grow to develop the way we sell. This is the way we grow to develop everything. I know what the hell you're thinking. I can tell if you're hold money on me. I can tell if you're afraid. I can tell if you're scared. I can tell if you're a stuck up asshole. I can tell everything by your eyes. Your eyes tell me everything. Some of you in this room, you can look around and look at people's eyes and you can say, that guy's checked out super important.

[B]

Guys.

[C]

If you're watching this video right now and you're like, andy, I'm not built like that.

[A]

Bullshit.

[C]

Yes, you are. You got to train. That's the way it works. Train or complain. It's your choice. Okay? Every day I train the greatest in the world. You know what I mean? Are you ready to kick some ass and build your legacy? Make history? If you are in the description box below on this YouTube video, there's going to be a link. You click on it, enter your phone number, email, full name, and I will personally reach out to you in the next 24 hours. If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy. Let's kill it.

[A]

Another deal. Look, your posture, your posture. Guys, don't be all poopy pants. And put your chest up right. Have good posture. Believe in yourself.

[C]

Yeah.

[A]

Hey, are you the leader? What does the leader's posture look like? Like the leader's posture. That's right. Tall, focused, right? By the way, sure of yourself. Certainty. You got to have certainty. Okay, I need everybody to understand this. I wasn't raised a very good kid. I finally found a good leader. It was my wife. She trained me to be a good person. I love it. I can't believe I freaking wasted so many years not understanding what being a good person was. When I tell people to be a good person, it sounds very unattractive. Oh, be a good person. Come on, man. I want to make some money. You'll never make money. Or if you do on accident, it'll fall through your fingers if you don't become a good person. Now good people can grow because they're dangerous. What do you think the world wants right now? They want people to take care of them. Do people like car salesmen? No. Do people like you?

[B]

Yep.

[A]

They love your ass. You know why? Because you're unlike anything else the world's ever seen. So I need you to write this down. I need you to stand out. This is where you guys are going to have to quit being introverts. And you guys are going to have to quit being shy. And you guys are going to have to get out there and make a name for yourself in this business. Right now. I need you to stand out. I need you to be different.

[B]

Ok?

[A]

Different. I need you to be unique.

[B]

Ok?

[A]

What makes you unique? What is it?

[B]

Okay.

[A]

The world right now is rewarding those that are different.

[B]

Okay?

[A]

What do you think? The market wants? Connections.

[B]

Okay?

[A]

Write this down. You have to be able to make a connection with people. Listen. I don't care how much you know. Do I like you? Do I want to be around you? I don't care how much you know. I don't connect with you. Can I ask everybody a question in here? Can you connect with every single person you run into? Abso freaking lutely. The question is you got to see people for who they are. What do people want? People want them. They want us to help them. So what do we do for a living? And I wrote it right here. What are we actually doing? We're helping people help themselves. Does that make sense?

[B]

Okay.

[A]

Why do you guys sell cars? Why do you sell cars? Quicker. Why do you sell cars? To help people.

[B]

Okay.

[A]

Why do you sell cars?

[B]

To make money and help people. Okay.

[A]

You know, the truth is the transportation space. Everybody needs a car. And in a world full of amateurs.

[B]

Okay.

[A]

In a world full of amateurs, the automotive space has been dying for professionals. And that's why I sell cars. I sell cars because the world is thirsty for professionals. And that's me. Is that you? That's what you need to be. You're going to tell people that you're different and you are going to be different. And they're going to see it and they're going to love you for it.

[B]

Okay?

[A]

Hey. I'm not talking smack on anybody. They already know the world's full of amateurs. In the automotive space. When you show up like a pro, you get paid.

[C]

Hey guys.

[A]

Looks like you made it to the.

[C]

End of the video. You're the true 0001 percenters. Look, I know 1 percenters that can make it halfway through the video. But making it all the way through. You guys are the best. Now here's what I'd like to do.

[A]

Number one.

[C]

I want to get closer to you. The fact that you made it all the way through the video. You're like, man, dude, I want to roll with this guy. Okay? So I need to connect with you. Down below. There's a description box on this YouTube video.

[A]

There's a link.

[C]

It says, coach with me, one on one. Okay? If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours. You can tell me what you need, help with, what your goals are, and we will crush it together. I would love to help you guys go to the next level in life. You can tell I'm changing my life really fast, and I know that you guys want the same thing. I'd love to go with you on that journey. So right now, if you'd like to partner with me, team with me, if you want me to help coach you and push you, Everybody needs a coach, a higher level of accountability to go to the next level. Go to the description box below. Click on the link, fill out your information. I'll talk to you in the next 24 hours.

[A]

Let's kill it.