Andy Overcomes Moving Objection LIVE // Andy Elliott

Summary

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

Episode: Andy Overcomes Moving Objection LIVE // Andy Elliott
Release Date: February 13, 2025
Host: Andy Elliott

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Andy Elliott, CEO of The Elliott Group, delivers an insightful episode focused on overcoming objections in the sales process, specifically within the moving industry. This episode, titled "Andy Overcomes Moving Objection LIVE," showcases Andy’s dynamic approach to training sales professionals to maximize their potential and close deals effectively.

1. Introduction to the Sales Scenario

The episode kicks off with a live simulation between Andy Elliott (Speaker A) and Jay Leach (Speaker B), a sales representative from Central Coast Moving. Andy sets the stage by engaging Jay in a realistic sales dialogue, highlighting common challenges faced in the moving industry.

Notable Quote:

"Andy, I'm not built like that. Bullshit. Yes, you are. Gotta train."
— Andy Elliott [02:54]

2. Understanding the Sales Process in the Moving Industry

Andy delves into the specifics of sales within the moving sector. He outlines the process starting from initial estimates to securing deposits and setting move dates. Andy emphasizes the importance of both phone and face-to-face interactions, adapting the approach based on the size and complexity of the move.

Key Points:

• Initial Contact: Handling inquiries and providing estimates.
• Booking the Move: Transitioning from estimates to securing commitments.
• Personal Interaction: Balancing phone sales with in-person assessments for larger jobs.

3. Role-Playing to Demonstrate Effective Sales Techniques

Through role-playing, Andy demonstrates effective ways to handle potential clients who express hesitation or intend to seek multiple estimates. He models how to maintain control of the conversation while addressing the client's concerns.

Notable Quotes:

"Are you ready to kick some ass and build your legacy and make history?"
— Andy Elliott [02:54]

"The way you frame it could determine whether they say yes or no."
— Andy Elliott [02:54]

4. Overcoming Common Objections

A significant portion of the episode focuses on strategies to overcome objections, particularly when clients mention they are seeking additional estimates. Andy illustrates how to pivot the conversation to highlight the value and reliability of his service over competitors.

Sales Techniques Highlighted:

• Trial Closes: Gauging the client’s readiness to commit.
• Value Proposition: Emphasizing the quality and professionalism of the service.
• Pain Points: Addressing potential issues with cheaper alternatives, such as unvetted movers and the risk of property damage.

Notable Quote:

"At the end of the day, you work hard for your money and obviously to do it twice would be more expensive than doing it right one time."
— Andy Elliott [08:47]

5. Framing and Painting the Bigger Picture

Andy stresses the importance of framing the conversation to focus on the client's goals and the long-term benefits of choosing a reputable moving service. He encourages salespeople to paint a vivid picture of the consequences of opting for cheaper, less reliable alternatives.

Notable Quotes:

"Which, by the way, moving can be a headache. Or number two, we do it right."
— Andy Elliott [05:52]

"People don't like cheap stuff, right. We don't want to talk about cheap stuff. What we don't talk about is what gets the job done."
— Andy Elliott [07:54]

6. Building Trust and Rapport

Andy emphasizes building trust with clients by showcasing professionalism and attention to detail. He underscores the necessity of going beyond just providing estimates by offering comprehensive solutions and personalized care for each move.

Notable Quote:

"Your biggest goal is to assure them and there's a connection made, that you're the best."
— Andy Elliott [07:29]

7. Closing Strategies and Final Thoughts

In concluding the role-play, Andy highlights effective closing strategies that ensure commitment without being pushy. He reiterates the importance of understanding and addressing the client's needs, thereby fostering a positive sales experience that leads to successful closures.

Call to Action: Towards the end of the episode, Andy shifts focus to his audience, urging listeners to take action by seeking personalized coaching to enhance their sales skills. He provides a direct invitation to connect via a link in the video description, emphasizing the value of mentorship and accountability in achieving sales excellence.

Notable Quote:

"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."
— Andy Elliott [02:54]

8. Conclusion and Encouragement

Andy wraps up the episode by encouraging sales professionals to commit to continuous training and improvement. He reassures listeners that with the right mindset and strategies, they can overcome any objection and achieve outstanding results in their sales careers.

Final Remarks:

"Everyone needs a coach, a higher level of accountability to go to the next level. Let's kill it."
— Andy Elliott [07:45]

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Insights and Takeaways:

• Value Over Price: Emphasizing quality and reliability can effectively counter price objections.
• Customer-Centric Approach: Keeping the client's goals at the forefront fosters trust and facilitates decision-making.
• Professionalism Matters: Demonstrating expertise and attention to detail differentiates top salespeople from the competition.
• Effective Communication: Framing questions and painting scenarios help guide clients towards favorable decisions.
• Continuous Improvement: Ongoing training and mentorship are crucial for sustained sales success.

Andy Elliott's episode provides a masterclass in handling objections within the moving industry, blending practical role-playing with motivational insights. Sales professionals can glean valuable strategies to enhance their techniques, build stronger client relationships, and ultimately drive sales performance to new heights.

Transcript

[A]

Hey, number one, I appreciate the estimate. Thank you so much. I'm gonna get two more estimates before I make a final decision.

[B]

Perfect. I love that.

[A]

Alright, so here we go. So I love sales. Let's start out with a little bit. What industries do we got? Hold on. H vac, hold on. What industry? Moving. Come here, son. Let's go. All right. We're gonna have fun. There you go, buddy.

[B]

Thank you.

[A]

Okay. All right. Tell everybody for 10 seconds. What do you do?

[B]

My name is Jay Leach. I work for Central Coast Moving.

[A]

Awesome. What do you do?

[B]

Sales.

[A]

Okay, and what does that mean? People request information.

[B]

Yes.

[A]

About getting you to move their stuff. And you guys get on a call and then you, you, you. Your whole goal is to book. Right. With the deposit for the move and create a date for the move. Date.

[B]

Yeah, usually I'm in person. I do a lot of our outside stuff.

[A]

Okay. So like if you got a small little dinky deal, we can do that on the phone. It's pretty simple. Right? But like if it's something that's a bigger home. Right, right. Like we need to go out, we need to check it out. Does that make sense? And then. So it's a little bit on the phone, but it's a lot of face to face. Do you guys feel me? Okay, you guys ready? Who's ready to change? Are you? Some of you guys asleep? Are you guys ready? All right. All right, here we go. You ready? All right, here we go. So, hey, number one, you know, hey, I really appreciate. Just gave me an estimate. We're face to face. All right. So I'm going to look at them like we're face to face. Hey, number one, I appreciate the estimate. Thank you so much. I'm going to get two more estimates before I make a final decision.

[B]

Perfect. I love that. I would do the exact same thing. What I'd recommend is we can hop on the phone right now and call both of those companies, see when they can get out. I know you got to be out of your home in the next 20 days. So their timelines may not line up. So in the meantime, what we can do, we can go ahead and get the deposit taken care of that gets your date reserved and get all the additional information you want. In the meantime, I'll make sure we stay connected. I help you for the rest of the process.

[A]

Cool. Yeah. I'll just get your card and then once I get those quotes I'll loop back around.

[B]

Yeah, absolutely. So you can get those quotes. I'll give you my card and you know what? You can go and give me your card. We can take Amex, Visa, MasterCard and get your date securities.

[A]

Well, it's not gonna close me, you know, but go ahead.

[B]

Oh, go ahead. So you're gonna give me your card?

[A]

No.

[B]

Okay. Well, then how can we make a deal here?

[A]

Well, I'm gonna give some estimates. Perfect.

[B]

I agree with that. Okay, so what else are you looking for?

[A]

Nothing, just.

[B]

Just more.

[A]

You've given me your estimate, right?

[B]

Absolutely. I come with the estimate, though, so I'm going to give you everything. We have not just given you an estimate.

[A]

Look, Jay, I know you're doing your job, okay? I'm going to get two more estimates and I'm going to reach back around to you.

[B]

Well, you have five estimates in total then, because I've already given you three estimates. I give all my clients three estimates.

[A]

Well, I appreciate everything you've given me. Thank you. I'm just going to see how this compares to the marketplace. Yeah. And then I'm going to reach back to you. Perfect.

[B]

So let's hop on the phone, let's get those comparisons.

[A]

Yeah. I'm not going to do it with you here, buddy. I appreciate it.

[B]

Excellent.

[A]

This is life. Am I right?

[B]

Yeah.

[A]

Okay, 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. 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 gonna 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. The way you frame it. The way you frame it could determine whether they say yes or no. Does that make sense? Okay, so listen. So number one, remember, our goals are to keep what the client's goals at the center of the decision. Would I want to say something early on that goes like this? It's Jay. No, it's like, Jay, let me ask you a question. Obviously, I'm going to come out to your house. If I measure the house, we can get it all dialed in and everything makes sense with me and you. Is this something we want to put on the schedule and get done?

[B]

Yes.

[A]

Okay. Trial close. Number one. Did you guys feel it? Was I face to face or I was on the phone? Okay. Hey, Jay, Andy, Elliott. How you doing? Listen, my goal today, I'm going to walk you through A to Z. Number one, I'm going to go through your property. I'm going to check everything out. I'm going to make sure that all the stuff that's important to you and your family, I'm going to make sure it goes from A here to B to where it's going undamaged and perfect. I'm going to see how many trucks we need. I'm going to see what we need to protect it. I'm going to see how many people we need and then I want to decide how fast we want to get it there. Would you rather use more people and get it moved faster or use less people and have it be a little slower? What would you prefer?

[B]

I would rather keep it short and sweet.

[A]

Okay, cool. So short and sweet, right? I'm asking him some questions. Maybe that's not even a question we would ask. I want him to engage with me. Does that make sense? Okay, show me around the house, if you would. Not only do I want to measure the property, but I want you to show me the valuable things. I need to really identify what we're going to be heavily protecting. Right?

[B]

Right.

[A]

Okay, let's go. And I want him to show me. Oh, this is super important. Okay, cool. Is there any other valuable stuff? Like there's things that we move, but then there's things that, like, are super important to you. What am I doing? You see the dramatic super important. Why? Because I wanted to show me that. Because I'm going to use that in the clothes. Okay, listen, you know Aunt Becky's piano when she died, right? The one that we said like if something ever happened to that there would be hell. I'm going to make sure I bring my two greatest movers to take care of that. It'll be their flawless. Will be nothing that you need to worry about. It's going to be perfect. We're going to wrap it like this and that and this. We're going to do this. We're going to put the special blanket on it that normally don't use except for VIP customers. So we're going to make sure that that's done. So I'm going to take care of that. Once I get done, I'm going to ask him a simple question. What's more important to you? Okay. To go With a company that literally doesn't vet people, hires people for half the labor, they're going to come in here and do the work and then hope that everything works out. Right. Which, by the way, moving can be a headache.

[B]

Absolutely.

[A]

Which is why you're using a moving company. Or number two, we do it right. You pay a little more, use vetted people. We use the professional equipment and wrapping stuff that we need to do it right. And you spend a little more to guarantee that we execute this move perfectly with zero problems.

[B]

Sounds great.

[A]

Would you pay a little more for that?

[B]

Absolutely.

[A]

Okay. Did I ask him? What? Did I tell them what the estimate is yet? You got to frame people a little bit, right? It's like. Listen, let me ask you a question. Hey, your training programs too much. Okay, let me ask you a question. Somebody would teach you whatever they taught you or whatever they would teach you for half the money. But then the results didn't. Didn't get you where you want to be. Would it be worth anything? No. And then so, like. So, like, you guys got to. And I haven't even presented anything. I would ask some pre framing questions. Okay. Another important question. Let me ask you this. Why did you reach out to us?

[B]

And honestly, last time I moved myself.

[A]

Yeah.

[B]

Sore back.

[A]

People get hurt, Right? Okay, so listen, the biggest thing about people get hurt. Number two, things get broken. Number three, I don't know if you've ever moved and you've been with your family. It's pure. There's nothing that's more stressful on a family.

[B]

Death and divorce.

[A]

Okay, I'm just telling you. It's that serious. Like, moving sucks. No one wants to do it. Look, we don't even want to do it. I'm just going to be honest with you. It is a nightmare on everybody. But we are the greatest at handling nightmare land. Okay? And that's why I'm here. Look, your biggest goal is to assure them and there's a connection made, that you're the best. But if I say I've got a couple more estimates, I assure you. And by the way, if I'm standing with you like this, I'm gonna ask you a question. Whenever we present, right? Whenever you go over your deal, is it like you have it on a clipboard and you're standing up? What does that look like?

[B]

We're sitting down at the kitchen table. I sit my clients down before the estimate at the end. So we sit down, identify what they're looking for, we go through the home, any valuable pieces. I'm actually not just assuring them we'll take care of them. We're gonna take photos so they're uploaded to the crews to have so that crew knows what to expect when they get there.

[A]

Number one objection you get as well.

[B]

I don't have a date or price. Yeah, yeah, yeah.

[A]

So basically if. And by the way, I want everybody to understand this. When somebody says something's too expensive, you always got to remember a couple things. People don't like cheap stuff, right? You guys like cheap stuff, okay? So we don't want to talk about cheap stuff. What we don't talk about is what gets the job done, which it gets it done, right? Because there are people that do have cheap services around town. Okay, I've seen it all. I've seen cheap windows being installed, right? And then they leak water. I've seen cheap decks being made that last a year where one you could have spent a little bit more and had one that last 15 years. I see cheap stuff all over. Okay? A lot of people, there's a lot of fly by night companies that do stuff like that. Okay, we're not cheap, but we do do our job right. At the end of the day, you work hard for your money and obviously to do it twice would be more expensive than doing it right one time. So when you hear about money, understand another deal. What if somebody says that I want to. I'm gonna look for a little bit better price.

[B]

Oh, absolutely. Well, are you looking for the cheapest quote or is.

[A]

Yeah, so we use that one. So let's go another one. Another one.

[B]

Besides looking for the cheapest quote, you're looking for a better price.

[A]

Well, I got.

[B]

You've got three prices right here with me, so we are the best price.

[A]

Yeah, I'm gonna look for something, okay? I'm gonna look for something a little less. At the end of the day. Listen, at the end of the day, how much is it worth to take the stress off you, your family, right? The time that you don't have to worry about that being done, how much is that worth to you? If it's not worth more than the estimate that I gave you, then do it yourself or go find someone that will do it wrong. Listen, I'm going to tell you what happens, okay? Now what am I about to do? Paint a picture? Look, let me tell you what happens. People call us when they're already halfway through with another moving company. They've broken things. People don't show up. They've messed in your property, they've left a Mess with your property. And then we get the call. They've already ran your credit card. They've already billed you. They've got your furniture locked up in a truck. I've seen it all, guys. Listen, you want it done right, you want it done once. You want a professional to do it, you can decide, amateur or professional. Okay? Nightmare land. I've heard horror stories. 99% of movers, right, People that get hired for moving companies to move are people that just got out of prison. And the only place that they can work is for a moving company. Hey, I'm not mad at you. I'm not mad at these people. They need a job. But at the end of the day, they're not professional movers. They need a job. And I'm glad someone gives them a job. The question is, do you want them moving your nice furniture? Do you want them in your house, around your kids? Do you want them around your prized possessions? See, I'm going to create a little pain. And by the way, am I right? I know the market okay. By the way, I'm not bad. I'm just saying that's where they get hired. Normally coming on is they have to get a job. And where do they get a job doing landscape or a moving company? You know what I'm saying? It's always labor intensive. Does that make sense? And so. And do these people, do you think they enjoyed, you know, moving your furniture? No, we love moving your furniture. We like that. And so I just want to tell you, whatever it is that you do, understand this. Every industry is different, okay? The one thing about what he does is that when he gets an estimate, he's never taken all the money, right? Then he's taking a deposit of a hundred to a couple hundred dollars. That's going to be two months out or a month out or maybe next week in some rare cases. Am I right? So it's not like an on the spot close. Who in here is with the business? That's an on the spot close. Okay, good. Let's go to that. Love you. Let's move to the next. Okay. Hey, guys. Looks like you made it to the end of the video. You're the true00011 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. 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. Ok? 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.