How To CLOSE Inside The Home // Andy Elliott - Andy Elliott's Elite Mindset Motivation and Sales Training

Summary6 min read

Summary of Podcast Episode: "How To CLOSE Inside The Home // Andy Elliott"

Host: Andy Elliott
Release Date: November 26, 2024

Introduction to Closing Strategies

Andy Elliott kicks off the episode by emphasizing the competitive nature of the sales environment. He boldly states, “Your competition. Amateurs together. Amateurs” (00:00), setting the tone for a no-nonsense approach to sales mastery. Andy challenges his audience to elevate their skills, asking, “Can we triple exit overnight if you get better? That's it. It's a simple answer” (00:30), underscoring the potential for immediate improvement with the right training.

The Importance of Communication

A significant portion of Andy's discussion centers on enhancing communication skills to increase sales success. He asserts, “You want to get paid? You're going to have to learn how to communicate better” (02:15). Andy demonstrates effective non-verbal communication by urging salespeople to engage warmly with potential clients, highlighting the power of a genuine smile and firm handshake: “This smile… Don't be afraid. Don't be shy” (04:50).

Building Trust Through Engagement

Andy shares strategies for building trust and rapport with clients upon entering their homes. He advises avoiding hesitation and being proactive in interactions: “If I'm the guy that gives more about him than anybody else, he's going to do all his business with me” (06:20). This approach is designed to position the salesperson as caring and invested, differentiating them from competitors who may be indifferent.

Mastering the Use of Words

A key takeaway from the episode is the importance of wordplay and phrasing in sales conversations. Andy provides a scripted approach to identifying and addressing client concerns:
“If I find some areas of concern, would it be okay to go over that with you before I left today? Would that be all right?” (12:45)
This technique not only probes for potential issues but also sets the stage for presenting solutions, making the client feel understood and valued.

Strategic Seating Arrangements

Andy delves into the tactical aspects of meeting clients, particularly the significance of seating arrangements. He argues that sitting down with the client can significantly increase the likelihood of closing a deal:
“In a seated position, you will close probably 75% higher” (22:10).
He introduces the concept of "knee to knee" positioning, where the salesperson sits next to the client rather than across a table, fostering a sense of camaraderie and control:
“Get them knee to knee with them, getting them to a table and getting next to them” (35:30).

Handling Objections and Securing the Deal

Andy emphasizes the importance of confidence and preparation in overcoming client objections. By asking direct questions and presenting clear options, salespeople can guide clients towards making affirmative decisions:
“If everybody knew that we had this, everybody would want this. Our prices are about to go up” (28:05).
He also discusses the psychological aspects of closing, encouraging salespeople to assume commitment:
“When you talk to somebody, are you hoping they're going to say yes? Or do you already know they're going to say yes?” (40:15).

Storytelling as a Sales Tool

In a compelling segment, Andy shares a personal story about his wife’s struggle with maintaining a clean home and how his company provided a solution that improved her happiness. This narrative serves to illustrate the power of storytelling in making sales pitches relatable and emotionally resonant:
“My wife was as happy as she's ever been. She never has to do it again” (50:45).
He concludes, “If you make the decision to get all this stuff done, it basically shows that you put your wife first” (51:10), leveraging personal anecdotes to connect with clients on a deeper level.

Elevating Standards and Professionalism

Andy consistently reinforces the theme of maintaining high standards in sales practices. He critiques the current state of many service providers, labeling them as “amateurs” and advocating for a professional approach that stands out:
“Our standard… is our standard” (60:00).
By setting a higher benchmark, Andy aims to inspire his audience to differentiate themselves through quality and professionalism.

Call to Action: Training and Coaching

Towards the end of the episode, Andy transitions into a motivational call to action, encouraging listeners to seek further training and personal development:
“Train or complain. It's your choice” (75:30).
He invites committed individuals to connect with him directly for one-on-one coaching, emphasizing accountability and the pursuit of excellence:
“If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy” (78:50).

Conclusion and Final Thoughts

Andy wraps up the episode by reiterating the critical points discussed, emphasizing the importance of communication, trust-building, strategic interactions, and maintaining high standards. He commends listeners who engage fully with the content, labeling them as the “true 0001 percenters” (85:20), and reinforces his commitment to guiding them towards unparalleled success in their sales careers.

Notable Quotes

Andy Elliott (00:00): “Your competition. Amateurs together. Amateurs.”
Andy Elliott (02:15): “You want to get paid? You're going to have to learn how to communicate better.”
Andy Elliott (12:45): “If I find some areas of concern, would it be okay to go over that with you before I left today? Would that be all right?”
Andy Elliott (22:10): “In a seated position, you will close probably 75% higher.”
Andy Elliott (35:30): “Get them knee to knee with them, getting them to a table and getting next to them.”
Andy Elliott (40:15): “When you talk to somebody, are you hoping they're going to say yes? Or do you already know they're going to say yes?”
Andy Elliott (50:45): “My wife was as happy as she's ever been. She never has to do it again.”
Andy Elliott (60:00): “Our standard… is our standard.”
Andy Elliott (75:30): “Train or complain. It's your choice.”
Andy Elliott (78:50): “If you're serious about kicking some ass, going to the new level, recreating next version of yourself, I'm your guy.”
Andy Elliott (85:20): “You're the true 0001 percenters.”

Key Takeaways

Elevate Communication: Effective communication is paramount in closing sales. Mastery of verbal and non-verbal cues can significantly enhance client interactions.
Build Trust and Rapport: Showing genuine interest and care for the client's needs fosters stronger relationships and increases the likelihood of repeat business.
Strategic Seating: The physical arrangement during meetings can influence the outcome. Sitting next to the client rather than across can lead to higher closing rates.
Use of Storytelling: Personal stories can make sales pitches more relatable and emotionally compelling, aiding in client decision-making.
Maintain High Standards: Differentiating oneself through professionalism and high standards sets a salesperson apart from the competition.
Continuous Training: Ongoing training and personal development are essential for sustained success and growth in sales.
Assume Commitment: Approaching sales conversations with the expectation of a positive outcome can psychologically steer clients towards agreement.

Final Thoughts

In "How To CLOSE inside The Home," Andy Elliott delivers a comprehensive guide for sales professionals aiming to enhance their closing strategies within home settings. Through a blend of practical techniques, personal anecdotes, and motivational insights, Andy equips his audience with the tools necessary to elevate their sales game. The episode serves as both an instructional manual and an inspiration for those dedicated to achieving excellence in sales.

If you’re ready to implement these strategies and take your sales performance to the next level, consider following Andy’s invitation for personalized coaching. Connect through the description link to embark on a transformative journey toward becoming an elite salesperson.

For more insights and training resources, visit The Elliott Group or follow Andy Elliott on his YouTube channel.

Loading summary

Transcript1 lines

[00:00]
A
Here's what I want everybody to know is your competition. Amateurs together. Amateurs. Guys, our standard. Could we three exit overnight? Yes or no? Can we. Yes or no? Okay. Do you not believe it? I don't know. Can you. Yes or no? Can you read? Can you triple exit overnight if you get better? That's it. It's a simple answer. No wonder he ain't closing. Now you guys are going to get the chance to make some real money. You know what I'm saying? You want to get paid? You're going to have to learn how to communicate better. You want to get paid? Take these hands, okay? Take these hands, right? You feel me? You want to get paid? Yes, sir. Okay, this, this smile. You want to get paid, right? Listen, dude, you know these people, man? Dude, when you walk in their house, I need you to understand this, this world, it'll give you whatever you want. You feel me? Don't be fucking afraid. Don't be shy. Don't be scared. You know, look, I walk by a lot of people and honestly, a lot of people don't shake my hand. A lot of people won't say hi to me. But I say hi to everybody. Everybody that I walk to, I'm like, hey, what's going on, man? How you doing? You doing okay? Everything good? Why? Why? Because I need you guys. I need you bought in on me. In a world where nobody gives a shit about you. If I'm the guy that gives a more about him than anybody else, he's going to do all his business with me. Does that make make sense? Guys, call your shots, okay? By the way, we can't be an introvert anymore. We can't be an extrovert. Now, when you come in, right? Follow me. When you come in, you need to be somebody that they've never met. Now, we're going to have to learn how to use our words, right? Yes. So we're going to talk about word play. Now. When you go in the house, as soon as you meet them, as soon as you're going to look at it, I need you to ask them. If I find some areas of concern, would it be okay to go over that with you before I left today? Would that be all right? I mean, if I found some trouble, problems there in the home, would it be okay if I went over this with you? You know what I'm saying? I just have an eye. I mean, I love what I do. My company does a lot of different things. If I see anything concerning. Would it be okay to go over with you if you ask this question, they say, oh, yeah, but we're not doing anything, then at least I understand what kind of client they are. You know, I'm saying. But if they say, oh, yeah, if you find something, let us know. I can say, beautiful. Hey, real quick question. Would it be okay if I asked you a couple questions about some of the stuff in the house? How old is the furniture? Right. I know it's all different ages, but, like, that couch, specifically, how old is that couch? How long have you guys been here? Do you guys own the home? Are you renting it? Okay, cool. Well, the reason why I was asking is because, I mean, I can find a lot of stuff, but I just want to know, like, do you own this stuff or are you guys, like, renting this and, like, this is the furniture in their house? What am I doing? I'm basically finding out ahead what's going on, because I'm going to be presenting this to them here in a minute. Am I right? Like, don't you want to know what's going to come your way? Okay. Now, if we open the cell, it can be closed. We're going to go back to Upsell in a minute. Here's what I want to do. This is going to happen 100% of the time. 100%. Okay, let's make a deal. 30 seconds. Who can get the contract signed? Okay. Now, by the way, I didn't grab you guys. I grabbed the best. Are these guys better than you? Are their numbers better than you? And then they are better than you? See? Listen, why I grabbed them is because I want to hear what they have to say. Because if he's running better numbers than you, then I know that what he's saying has to be better than yours. Unless you don't believe in yourself. That could be one, right? Does that make sense? Okay. Or maybe you don't want to learn. Do you want to learn? Okay, what's your posture? How do you stand? How do you stand? Yeah, but you, like, just stand. Stand or is like. Yeah, you like a posture when you're talking to people. Like, you believe. Okay, but you have to. But are you starting to understand that. That in the past you probably walked into people's house and you don't believe? Okay? Your eyes don't look away from people. 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 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. Okay, now, the way you present something is the way people perceive it. Alright, first of all, number one, when we're going over a contract, do we go sit down with them somewhere or do we just stand up and talk to them? How do we do it? Usually? Stand up. Hold on. Okay, but hold on, he's saying stand up. So, like, I want to know what's really happening. Okay? Okay. Can I give you guys some simple rules of thumb? In a seated position, you will close probably 75% higher. Does that make sense? You guys get me. Can I explain this to you? Hey, I've got this coconut plan I want to show you. It looks like he's just having a conversation with me. Now, is he going to get me to sign something? Does he want me to? Really? Can I ask you a question? Do you want your client's attention? Yes or no? Demand it. Who's in control? We are. Right? Okay, so what are we going to do? We're going to have them come and have a seat with us. All right? Hey, Jack, I appreciate you. Listen, if you wouldn't mind, I want to go over a couple things with you real quick before I head out of here. Where's a place where we can have a seat? Where would be? Okay, where's the place? The kitchen table. Okay. Would that be all right? What am I doing? Am I guiding him? Guys, listen to me. I'm going to explain this to you, okay? Number one. Hey, Jack, do you got something to write with? You got a pen, piece of paper? Do you have something to write with? I'm going to give you some information. I need you to write this down. Do you got something to write with? I want to go over this with you before I head out. What am I doing? Am I getting him ready to close himself? Yes. I don't have anything to write with. I've got something to write with here. Come on over here. Where can we sit down at is the kitchen table. Okay, now watch this. You see this right here? We're going to act like, and actually I'm going to come over here real quick. I want to show you something. You see this? This right here. I need you guys to understand this, okay? This is a table, right? Everybody feel me? Is this table? If I'm like, hey, is it a table? Come on here, come over here and have a seat. If I sit down here, do I want him to go around over there and sit down? No, no, Listen to me. Let me explain something to you here. This is going to be a typical table. Does that look like a typical table? Okay, so watch, I'm going to use you. You ready? Okay, where can we have a seat? Where's the place? We have a seat right here. Okay, cool. Come on. Okay, here, go and have a seat. Okay, awesome. Here, here. I'm going to go ahead and slide next to you just so I can go over this in case you have any questions. Is that fair? Okay, you see this right here? What am I going to do? I'm going to go over this deal just like this with him. Do not go around and sit at the other side. If you come over here, you cut your closing in half. Okay, listen, I'm explaining this to you. If I can sit him down, I got his attention. Am I right, guys? If I'm standing up, if I'm standing up and he's standing up and I'm like. So I got this coconut program and I want. It's like, dude, like we're not making a deal. Like we're just bullsh. It's like, you might as well show me some pictures on your phone because like, we're not making a deal. You want to make a deal? You want to have him sign a contract? You want to have them in cup? You want to make the deal right here? Cool. Go and have a seat now. Hey, I wanted to have a seat with you just so I could go over all this with you. And that way, in case you have any questions, you could interrupt me. Would that be okay? Okay. Awesome. Now, I know that most of the people when they come out here today, it's not about getting a one time clean. They decided to reinvest in their house and make it like new for themselves and their family. Now, 90% of our customers, 99% of our customers, 99 out of 100 end up doing one of these two things. I'm going to go over both of them and in the end it's your decision. Is that fair? Cool. I got an option A here. This is a two year agreement. Now I don't Know how long you plan on owning the home, but having your home clean for two years versus having it clean forever, you probably want to have it clean forever. Would you agree? But we got a two year agreement on here. Just so you can look at what a two year option would be like. So we can earn your business, take good care of your home and if you love us, you can do it longer. Or we can just agree today. If you like the work that we've done, we'll do it for a lifetime. Let me explain how this works. This is so easy, by the way. If everybody knew that we had this, everybody would want this. Our prices are about to go up in our company. It's very simple. Right here. This is a 1497 sign up. What does that mean? One time. Say one time. One time. That means you're going to pay it once. It's going to be $99 a season. There's four seasons in a year. I'm going to be back here four times each year. From the tile to the grout to the couches to the carpet, to whatever you and your family believe that you need at that time. I'm going to do 50% off, say half off. I'm going to do it half off. While I'm here, I'm going to take care of it. Now listen to me. I believe in an ironclad handshake. You see this hand? I promise you this. No one else in the world will do better work than we will do. And my goal is to take care of your house and keep it new for like you and your family and to do all the cleaning that you and your family don't want to do. I want to be personally responsible and take care of it and I want to do it and I'm going to do it for half off. So we can either do a two year agreement which is going to be the 1497 and that's a one time deal. And then any time every season, it's a minimum of $99 and we'll come through and we'll clean whatever you need. I'm going to keep your house looking brand new. Or we can do a lifetime, which is literally 29.97, which means. And by the way, these are transferable. So you say, andy, what if I move in five years? No worries, it's a lifetime. It's good for the lifetime. Every season we're going to come out four times a year. You're going to see me. There's 365 days a year, you're going to see me. Four of them, 361 of them. You're not going to see me. But I'm going to make sure. 365 days a year, your house looks like brand new and we're going to do half off. Would you rather start out with the two year agreement? Are you okay with letting me take care of everything for the rest of your life? Which one? Okay, now stop. Look at where I'm at. You see how I'm talking to them? Guys, I want you to understand something. When you talk to somebody, are you hoping they're going to say yes? Or do you already know they're going to say yes? You're just wondering which one. Do you feel me? Okay, this right here, this is how you need to close deals. I wanted to grab a seat to show you. It's called knee to knee. Put your knee next to their knee. Have a seat with them. Get next to them. Can I ask you a question? Who's got the ability to learn in here? Raise your hand. You know, most people don't learn. Do you guys know that? Okay. Do you see what I'm saying? Does that make sense? Alright, let's go over here. Does everybody see what I mean when I say that? What do you know Immediately? You could change my tone of talking to customers, okay? And look at me in the eyes. You looked away when you were talking to me. Okay? He's got an eye problem. Contact. When I look at you guys, if you go, by the way, every time that you look away, you let me know you're thinking about what to say. You get it? Like, guys like, perfect practice makes perfect paychecks, okay? When I'm looking at you, I look at you. I don't look at him. When I look at you, I don't go, hey, so I was thinking we should get together. It's like, why are you looking away from me, man? Dude, every time you look away from somebody, somebody's like, now you're thinking about what to say, by the way. You don't think like, oh, is he thinking about what to say? Something naturally triggers you in your gut that says, bull. Am I right? 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. Kill it. Amateur hour. Guys do people that sell pest control, people that sell carpet cleaning, people that sell tile, people that sell, you know, upholstery. Are those people really professionals at their job? Or are they a lot of people just passing through, going to the next job? Be honest with me. Passing through. We need to change that. How long you been here? How long you been here? Chris, how long you been here? Two years. Okay, Chris, can I ask you a question? How long you been here? Five. Five years. How long? Two. Two. Two. Two. Three. Six, baby. You guys all married? And everybody's here for a long time. How long you been here? Three years. Three years. Year and a half. Hey, you've been here three years, right? Okay. What do you run? What's your numbers? Pretty good numbers. What is your numbers? What is my number? Yeah, what's your number? Like, what do you run per house? Is it like job average? 450. Okay. Is that the best in the company? Okay, could it be? Could your numbers be the best in the company? Could you get to the numbers to make it the best? Okay, what would you need to change right now? Tell me what you've learned so far that you'd want to change. I need to start closing people sitting down for sure. Okay, so you need to close people sitting down so you can get their attention. Slow them down. By the way, let me explain something. The customer's job is to speed you up. Does that make sense? It's to speed you up and get you nervous and get you moving. Our job is to pump the brakes. Have them have a seat, man. Come on over here, man. Where's the place where we can sit? I got to go over this. In case you have any questions. I want to be able to answer it with you. Is this okay? Can we sit at the table? Can we sit at the table? Come on over here. Why? Dude, when you position me down. Listen, your tactical position, imagine this. If you're in a war, do you want the enemy down here and you're up here with a tactical advantage? Yes or no? Yeah. You want to be up there and blast their ass down there? When I'm at the table and I'm Sitting down with them. Dude, I own them. I own them. Okay, dude, I can take my hand, touch him on the shoulder. I can literally write down like I can be different than anybody else. By the way, are they going to do this deal with me? Yes. Am I questioning if they're going to do it? No. Guys, the secret is getting knee to knee with them, getting them to a table and getting next to them. Don't you dare go across that table. Okay? If you have to go, if there's one chair here, one chair there, go around the other side and say, hey, would it be okay if I pulled the chair around here? I just want to go over this with you in case you have any questions I want to explain. Is that alright? Can I do that? Okay, cool, cool, cool, cool, cool, cool. Bring it around, bring it around, guys. Get them knee to knee. Like that. By the way, this is on upselling, presenting and everything. Okay, Remember how we told you I'd go over some troubleshooting problems? So I found them. Cool. Where can we sit down? Can we have a seat? Is the table okay? Cool. Come on over here. What am I going to do? Paint pictures? Tell stories? Can I ask you guys a question? Do you guys think people buy off information or do you think they buy off stories? They buy off stories. Guys, I want to tell you something. My wife, the reason how I got turned on to this company is because my wife, she's a clean freak. And you know when she's the happiest? When the house is clean. And I remember that she would always go into this deep cleaning mode and it was always like two days of hell and she'd be in a bad mood. And I'm going to be honest, as being a man, I'm not a very good cleaner. So even if I try to do it, she just gets mad at me because I end up ruining all the furniture. So I just stay out of it. But then I watch her grind for two days. We paid a company, which is the company that I work for, that came in and my wife was as happy as she's ever been. She never has to do again, by the way. I don't know about you, sir, but I put my wife first at home because it makes her really happy when I do. If you make the decision to get all this stuff done, it basically shows that you put your wife first. She doesn't have to do it. And she walks in, she sees how clean the house is and she's in a better mood and that's better for you. Would you agree? Let me take care of this, guys. Is that common sense, Sally? Okay, can we all do this? Yes or no, can you do this? Here's what I want everybody to know. Is your competition amateurs? Yeah, they're amateurs, dude. You know what I wish you guys could do? I wish I could show you guys what the normal carpet cleaning people look like. Do you guys get it? You guys know what I'm talking about. I wish I could show you. You know what I wish I could show you what normal pest control people look like. You know what I wish I could show you how people don't hold a standard anymore to nothing. Does that make sense? Guys, there's one word. It's called standard. I want everybody in this room to understand this company that we work for, this is what separates us from everybody, is our standard. Okay? As I see all you guys, you guys all been doing it for a long time. So you guys really believe in this company a lot. Am I right? Okay, guys, our standard. Could we three exit overnight? Yes or no? Can we. Yes or no? Okay. Do you not believe it? I don't know. Can you. Yes or no, can you triple exit overnight if you get better? Yeah. That's it. It's a simple answer. No wonder he ain't closing. Hey. Do you feel me? Yeah. Can you. Can you or not? You can. Yes, you can. See, that's how fast we need to think. Do you get it? 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'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, 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.