3 Things EVERY SALESPERSON Needs to Do // Andy Elliott - Andy Elliott's Elite Mindset Motivation and Sales Training

Summary5 min read

Podcast Summary: Andy Elliott's Elite Mindset Motivation and Sales Training

Episode: 3 Things EVERY SALESPERSON Needs to Do
Host: Andy Elliott
Release Date: December 3, 2024

Andy Elliott, the CEO of The Elliott Group, is renowned for his relentless dedication to training salespeople worldwide, transforming novices into expert closers overnight. In this insightful episode, Andy delves deep into the fundamental actions every salesperson must undertake to achieve success and financial prosperity. The discussion is rich with actionable strategies, motivational insights, and compelling anecdotes designed to empower listeners to elevate their sales game.

1. Embracing a Delusional Belief in Selling

Core Concept:
Andy emphasizes the importance of adopting a "delusional belief" that every interaction with a customer is an opportunity to sell. This mindset shift is crucial for consistent success in sales.

Key Points:

Mindset Over Identity: Andy challenges the notion of self-worth based on physical appearance or past judgments. He asserts, “It’s not about who you are. It’s about who you’re becoming that matters” ([00:00]).
Transformative Experience: Listeners are encouraged to leave the session as "a completely different person than when you walked in" ([00:00]).
Resilience Against Criticism: Andy shares personal experiences of being labeled an idiot, reinforcing the need to persevere despite negative feedback.
Selling Simplified: By removing the term "selling," Andy reframes it as an essential skill—"These are the three things that will make you rich. Selling" ([00:00]).

Notable Quote:
“Who decides what you're worth? Can I decide what you're worth? No.” ([00:00])

2. Developing a Great Attitude

Core Concept:
A positive and proactive attitude is pivotal in sales. Andy highlights that attitude influences every customer interaction and ultimately determines success.

Key Points:

First Impressions: The moment a salesperson extends a hand to shake, they’ve already made a judgment. Andy states, “I’m already judging you when you’re walking up to me” ([00:00]).
Consistent Positivity: Maintaining the “best attitude in the world” is non-negotiable when engaging with customers ([00:00]).
Image Matters: Andy draws parallels between personal fitness and professional success, illustrating that how one presents themselves affects credibility and trustworthiness. “If you walked into a bank to go invest a million dollars and the person you walked in to invest your money with didn’t look worthy... you probably turn around and walk out” ([00:00]).
Public Speaking: Effective communication is essential. Andy emphasizes the importance of “tonality, language, belief, passion” in making sales ([00:00]).

Notable Quote:
“If you walk across the showroom floor and you're in a service department and you look at me, you're buying something” ([00:00]).

3. Proactive Sales Activities (“Making the Dials”)

Core Concept:
Consistently seeking out opportunities through proactive outreach is critical. Andy underscores the necessity of making numerous attempts to connect with potential clients.

Key Points:

Volume of Effort: Success in sales is a numbers game. Andy explains, “If you want to talk to five people, you’ve got to call 100 people” ([00:00]).
Non-Negotiables: High achievers set uncompromising standards for their daily activities, such as making a certain number of dials or sales ([00:00]).
Persistence Pays Off: With only about 1 in 20 calls resulting in a connection, perseverance is essential. “You may get lucky here and there, but that’s the numbers” ([00:00]).
Ownership and Responsibility: Whether you're an employee or a business owner, taking full responsibility for your sales efforts is paramount. Andy posits, “This is your business” ([00:00]).

Notable Quote:
“Delusional belief, great attitude, and making the dials” ([00:00]).

4. The Importance of Training and Continuous Improvement

Core Concept:
Ongoing training and skill enhancement are indispensable for staying ahead in sales. Andy advocates for treating every day as a learning opportunity, regardless of experience level.

Key Points:

Never Stop Learning: Andy compares mature salespeople to married individuals who no longer approach relationships with the same fervor as new ones, stressing the need to maintain a "new mind" ([00:00]).
Coaching and Accountability: Having multiple coaches can accelerate growth and provide necessary accountability. “Everybody needs three coaches, I believe” ([00:00]).
Skill Stacking: Building a diverse skill set ensures adaptability and proficiency in various sales scenarios ([00:00]).
Ethical Selling: Andy reassures that aggressive sales tactics can be employed ethically, focusing on “money justification” ([00:00]).

Notable Quote:
“If you treat something like it's a beginning, there'll never be an end” ([00:00]).

5. Building Rapport and Trust Before the Close

Core Concept:
Successful sales hinge on the ability to build genuine relationships with clients before attempting to close. Andy delineates the two primary phases of sales: relationship building and the closing process.

Key Points:

Pre-Presentation Efforts: Andy insists that 90% of sales success occurs before the actual presentation, through building rapport and trust ([00:00]).
Effective Closing: By excelling in the initial phases, the final 10% of the process becomes significantly easier. “The last 10% of the time, you can go inside and collect the hundred percent of the money right there” ([00:00]).
Common Misconceptions: Contrary to popular belief, sales is not just about closing deals but also about the foundational work leading up to it ([00:00]).

Notable Quote:
“Sales is everything that happens before the presentation” ([00:00]).

6. Leveraging Personal Development for Professional Success

Core Concept:
Personal growth directly influences professional achievements. Andy intertwines concepts of physical fitness, self-discipline, and continual self-improvement with sales success.

Key Points:

Self-Discipline: Maintaining physical fitness and a disciplined lifestyle enhances self-perception and how others perceive you ([00:00]).
Becoming vs. Being: Focus on who you are becoming rather than who you currently are; this evolution is key to unlocking potential ([00:00]).
Legacy Building: Andy encourages listeners to build their legacy through consistent effort and dedication to personal and professional growth ([00:00]).

Notable Quote:
“Who you're becoming, who you become, who you're becoming” ([00:00]).

Conclusion: Partnering for Success

Andy wraps up the episode by inviting listeners to take actionable steps toward their sales mastery. He emphasizes the importance of partnering with a coach to achieve higher levels of accountability and success.

Call to Action:

Personal Coaching: Andy offers one-on-one coaching sessions for those serious about transforming their sales careers. “If you want to partner with me, team with me... click on the link, fill out your information” ([00:00]).
Commitment to Growth: By engaging with Andy’s coaching, salespeople can expect to “crush it together” and reach new heights in both their personal and professional lives ([00:00]).

Closing Insight:
Andy’s fervent message centers on unwavering belief in one’s abilities, relentless effort, and continuous self-improvement as the pillars of success in sales. His dynamic approach is designed to inspire and equip sales professionals to exceed their own expectations and achieve extraordinary results.

Final Thoughts:
In this episode, Andy Elliott systematically breaks down the essential components that every salesperson must master to thrive in a competitive environment. From cultivating a resilient mindset and maintaining a positive attitude to the relentless pursuit of sales opportunities and ongoing personal development, Andy provides a comprehensive roadmap to achieving sales excellence and financial success. His candid delivery, reinforced by real-world examples and motivational quotes, makes this episode a valuable resource for both novice and seasoned sales professionals aiming to elevate their performance.

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Yeah, like a 500 pound nurse can't come tell you to get in good shape? Or a, you better eat clean. You're like, what? Dude, if you walk across the showroom floor and you're in a service department and you look at me, you're buying something. It's not about who you are. It's about who you're becoming that matters. Who you're becoming, who you become, who you're becoming. Right now in this room, as you're listening to me, you guys are in here. When you leave today, you should walk back out a completely different person than when you walked in. Who decides what you're worth? Can I decide what you're worth? No. Let me ask you. What if I walk up to you and I go, dude, you suck, man, your legs are skinny. You're not going to make it. You got a tattoo. You're not professional, dude, you're not going to do well. Does that matter? Dude, when you hear that, that's life. Do you understand? Everybody told me I was an idiot. By the way, I'm going to ask you a question. When you go to go to bigger levels, will you look like an idiot? Yes or no? Damn right. Listen, I'm going to show you how easy it is to sell. You want to make a million a year? You want to make a million under the next 365 days, I'm going to show you. Today, we're going to study on a lot of different things. Number one, putting down this word selling something. Now I'm going to tell you this. These are the three things that will make you rich. Selling. Number one, you're selling something. Number two, you're looking for something to sell. Okay, I'm going to show you how to get rich. Number three, training to get better. I'm going to tell you why these three things will make you rich. I want everybody paying attention right now. Listen right here. Number one, when you interact with a customer and I go to shake your hand, can you guys close 10 for 10? Alcatraz, no one escapes. Can you close 10 people if 10 of them come and shake your hand? Yes. Yes. Every one of you in this room right now, write down delusional belief. Listen to me. See this? We're going to skill stack today. Today what we're going to learn is that we are going to have a delusional belief that means everybody can buy, came to buy, will buy. As long as you do your job. Ready? Right here. On the road to the cell. Everybody write down. Ready? Step one. You ready? Delusional belief. This should be the road to your cell. If somebody says it's meet and greet, they're a liar. You can't walk up and shake somebody's hand unless you've already made the decision. What's going to happen when that hand gets shaken? Dude, if you walk across the showroom floor and you're in a service department and you look at me, you're buying something. That's the way this goes. Like, that's how this game plays. You guys get it? Do you guys call your own shots? Yes or no? You know. You know what I love about sales and closing, by the way? Everybody says I'm a closer. Let me explain how this works. So here's sales. Sales is everything that happens before the presentation. Does that make sense? Some of you guys need to understand this. Anybody that says they're a closer, closers come out the first 90% of the time. What are you doing outside showing the vehicle, making the customer fall in love with you? Building rapport. A lot of it. Building trust. A lot of it. People say, well, I built rapport. Not enough, dumbass. Well, I built trust. Not enough. If you'd have built enough, they'd have done it. There wasn't enough. You got to do more. Amateurs say, I built trust. I built rapport. Pros say, I got to build enough trust. I got to build enough rapport. I got to make them like me a lot. I got to do this stuff. When do we do it? Right here. First. 90% of the time, we're outside on the lot, making them fall in love with it. Does money exchange hands on the lot? No. So you do all this stuff really, really, really good. The best anyone's ever seen in their life. So the last 10% of the time, you can go inside and collect the hundred percent of the money right there. Does that make sense? Nobody teaches that. No more super important, guys. If you're watching this video right now and you're like, andy, I'm not built like that. Bullshit. Yes, you are. You gotta 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 and 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, dude. Delusional belief, number one. Number two, great attitude. Rose to the cell. Ought to be delusional belief, great attitude. And then three, y'all go shake their hand. But, dude, if you don't, haven't made your mind up that you're gonna have the best attitude in the world if you come and shake my hand and you don't have the best attitude I've ever seen in my life. Number one, I'm already judging you when you're walking up to me. You know what I've learned. And today we're going back to the basics. Should you know how to shake somebody's hand? How many people don't? I'll bet today I grabbed somebody who's been selling for five years. I'll say, come shake my hand, guys. Repetition is the mother of skill. That's number three here. You want to make a million dollars in the next 365 days? I do not care. Your pay plan, your structure. Don't care about any of it. Save all that crap. You can make it. You got to be able to do three things. Number one, you got to be able to sell someone when they're in front of you face to face. You have to be able to sell them. Selling. Is this closing? Is that today? We're going to work on the first 90%, and then on the work, we're also going to work on the last 10%. Is that cool? I will show you how to close today and be very good at it and do it ethically. I can bump somebody 1,000 bucks a month. It ain't no big deal. I'll do it ethically. I'll show you guys how to do it. It's called money justification. It's very easy. By the way, some of you in here, you don't have a lot of money. It's just the truth, and it's totally cool. But you need to learn how to talk about money. You need to explain money. You need to look like everybody. Say image. Should you have an image that looks like you understand money? Dude, if you walked into a bank to go invest a million dollars and the person you walked in to invest your money with didn't look worthy of investing your money, you probably turn around and walk out. Am I right? What if they were the smartest person in the world? Doesn't matter. You didn't even get a chance to get there. Everybody needs three coaches, I believe. Okay? I Talk about fitness. A lot, a lot of people don't like it. They're like, oh, I can't believe that. Guys like, when people see you, they're judging you. Do you think people want to look at you and be like, oh, this person's disciplined. They take care of themselves. They could probably take care of me. Yeah, like a 500 pound nurse can't come tell you to get in good shape or a, you better eat clean. You're like, what, like not fat, shaming anybody. I'm trying to tell you image is super important. Image number two, speaking. You guys speak for a living. You're a professional public speaker. You are. Whether he speaks to 10,000 people or one, he speaks for a living. The way he talks, his tonality, his language, his belief, his passion, his word tracks, his wordplay, it all matters, okay? Also his sales skill. You got to have speaking image and sales skill, all three of those. Okay, now listen to me. This one right here is just selling something. Alcatraz. No one escapes. Number two, looking for something to sell. Okay, you know what this is called making the dials. You got to call, you got to. You got to send text messages, you got to send videos, you got to make calls. Listen, I had a non negotiable when I sold. This is something that doesn't exist anymore. It still exists for me and it probably exists for a couple of you, okay? The most highest elite earners and pros have what are called non negotiables. You know what non negotiable means? Something you want, it's not going to negotiate. Do you guys negotiate your values? Like if I don't steal, but someone goes, man, but there's a billion dollars, I don't steal, it doesn't matter. I'm not going to go steal because that's not what I do. Does that make sense? Yeah, but she's so hot, man. But you don't cheat. Doesn't matter. How bad do you want to be successful? Listen, some of you in here, you don't have your drive high enough. Has anybody ever thought you weren't going to make it? Have you ever thought you weren't going to make it? I'm here to tell you this universe will give you whatever the hell you want. It's not about who you are. It's about who you're becoming that matters. Who you're becoming, who you become, who you're becoming. Right now, in this room, as you're listening to me, you guys are in here. When you leave today, you should walk Back out a completely different person than when you walked in the phone making the dials. This is something that salespeople don't do anymore. It's a foreign language. It's like speaking Chinese. So I'm going to tell you a non negotiable. When I sold it and I was young, it was a hundred dials a day or one car sold. What does that mean? I don't leave work unless I made 100 dials or I sold one. Then I moved to 200 dials a day or two cars sold. You guys get it? And then it was 300 dials a day. You say, well, who are you going to call? How big is your database? We got more people to call than we know what to do with. Am I right? We got more people to call than we know what to do with. By the way, you know who picks up the phone? One out of every 20. Does that make sense? So if you want to talk to five people, you got to call 100 people. That's the way it works. You may get lucky here and there, but that's the numbers. Okay? By the way, is this y'all's business? Are you guys employees or you guys business owners? Business owners, that's right. Those are your cars. That's your store. That's your building. That's your lot. This is your place. Okay, guys, this is your business. I can't believe. How much did it cost you to start this business? You're telling me you can make a million a year? It's your business and it didn't cost you nothing. Can I ask you a question? Does time and experience mean anything in sales? Or can you get up to speed like that? If you train and learn just like that. I'm going to tell you a secret. What? I honestly think if I had a veteran here for 10 years, no disrespect, I've been selling for 25 years, but I'm eight up. You guys know I'm like a freak of nature when it comes to training. So should you be. And I'm gonna tell you why on number three here in a minute. But if I take a guy who's been selling 10 years here, and I take a guy that's brand new. Remember I told you if you treat something like it's a beginning, there'll never be an end, right? Who's married? Remember when you first met your girl? You would do anything to get her to go to dinner with you, man, to hang out, have a good time. You were trying, man. You Wanted it so bad. Then you got married, man. You don't go to dinner with her that same way anymore. No, no. But most people don't. Am I right? That's the deal. These people the other day, they go, hey, we're going to marriage counseling. Why? I can fix your problem right now. Just treat each other like you did when you first met. You'll be good. That's why I love new salespeople. New salespeople have a new mind. They ain't seen anything. They didn't get tainted by these guys. They didn't get brainwashed by that. I can tell them, listen to me. All you got to do is believe in yourself. You'll never out earn your own self worth. Have a great attitude. Can you have a good attitude? You see these people that pull in, they could be anywhere in the world but they're with us right now. They could have pulled in any store, but they came here. There's a reason, man. They wouldn't be here if they didn't want to buy. People don't go through the McDonald's drive through without going through the other side with some food. The lady at the cash window, she didn't. She could screw it up. Like, this is on you, dude. Like, they're here. They want to buy. They can buy. They came to buy. They will buy. As long as you do your job, okay? When you don't have a customer in front of you, most salespeople sit on their ass like a fisherman waiting for something to bite. You guys got to become lions and hunt. Hey, guys. Looks like you made it to the 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 like to do. Number one, 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. There's a link. 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. Let's kill it.