How To Convince ANYONE To Buy From You // Andy Elliott

Summary

Podcast Summary: Andy Elliott's Elite Mindset Motivation and Sales Training
Episode: How To Convince ANYONE To Buy From You
Release Date: November 20, 2024

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Introduction

In the episode titled "How To Convince ANYONE To Buy From You," Andy Elliott, CEO of The Elliott Group, delves deep into the art of salesmanship. With his extensive experience in training salespeople globally, Elliott shares actionable strategies and motivational insights aimed at transforming both novice and seasoned sales professionals. This episode is a treasure trove for anyone looking to enhance their persuasive skills and elevate their sales performance.

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1. Overcoming Sales Objections

Understanding and Handling Rejections

Elliott kicks off the session by demonstrating real-life sales scenarios, emphasizing the importance of handling objections smoothly. He presents a mock interaction where a salesperson faces common objections such as "I have to talk to my wife" or "It's too much money."

• Quote:
  "When you walk in the house, have to frame people from the very beginning. If you couldn't lock down every mother on a zero membership, you can't do that one."
  (00:55)

Techniques for Immediate Response

Elliott teaches the technique of responding to objections without hesitation. He illustrates this by quickly offering solutions when faced with price-related concerns, showcasing the importance of being prepared with alternative options.

• Quote:
  "A lot of other customers felt the same way. But what they found out is by getting it done today would actually be a lot cheaper than you waiting long term and actually getting a lot worse."
  (01:35)

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2. Building Rapport and Making Connections

First Impressions Matter

Elliott emphasizes the significance of the initial interaction. He advises salespeople to always present themselves as different from the stereotypical image customers might have, aiming to build instant rapport.

• Quote:
  "Are you the carpet cleaning crew that is the weirdo, whacked out people, or are you the cool, kick-ass carpet cleaning crew that's like the new family?"
  (02:20)

Personal Connection Techniques

He recommends personalized greetings, such as knowing the client's name and inquiring about their household, to make the interaction more engaging and less transactional.

• Quote:
  "How are you doing? Andy Elliot. So nice to meet you. What's your name?"
  (02:45)

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3. Mastering Communication Skills

Beyond Words: The Power of Non-Verbal Communication

Elliott underscores that communication isn't just about what is said but also how it's conveyed. He breaks down the components of effective communication:

• Body Language

• Posture

• Tonality

• Quote:
  "His tonality is probably 60% of what I'll do."
  (04:15)

Training for Effective Communication

He dispels the myth that some individuals aren't "built" for sales, advocating that with proper training, anyone can master the necessary communication skills.

• Quote:
  "If you're watching this video right now and you're like, Andy, I'm not built like that. Bullshit. Yes, you are. You got to train."
  (05:00)

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4. The Importance of Professional Image

First Impressions Through Appearance

Elliott highlights the role of personal appearance in sales. He points out that salespeople should always dress sharply to ensure that the person selling doesn't look out of place compared to other service providers.

• Quote:
  "Wouldn't it be weird if the guy doing the cleaning looked better than the one doing the selling?"
  (06:00)

Adaptability and Presentation

He encourages salespeople to make quick, positive changes to their appearance, such as fixing their hair or dressing more professionally, to enhance their overall image.

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5. Selling with Passion and Purpose

Understanding the 'Why' Behind Sales

Elliott challenges his team to introspect on their motivations for being in the sales industry. He pushes them to articulate genuine reasons beyond surface-level statements.

• Quote:
  "Tell me why. Why are you in the carpet cleaning business?"
  (07:00)

Passion as a Driving Force

He connects passion with success, arguing that those who are genuinely passionate about their services will naturally excel in selling them.

• Quote:
  "When you're helping people, you're not hard selling people. It's common sense selling."
  (08:30)

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6. The Power of Transformation

Creating Value Through Service

Elliott shares personal anecdotes about the transformative impact of carpet cleaning, emphasizing how their services improve clients' lives by saving time and enhancing their living spaces.

• Quote:
  "I love transformation. Anything that could go from this, you know, from A to Z, I like seeing the full process go."
  (08:00)

Emotional Connection with Clients

He explains that the satisfaction clients feel from a clean home translates to trust and loyalty, which are crucial for repeat business and referrals.

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7. Call to Action: Personal Coaching and Growth

Encouraging Continuous Improvement

Towards the end of the episode, Elliott transitions into a motivational pitch, urging listeners to take proactive steps in their personal and professional development.

• Quote:
  "If you're serious about kicking some ass, going to the new level, recreating the next version of yourself, I'm your guy. Let's kill it."
  (09:50)

Offering Personalized Support

He invites listeners to engage in one-on-one coaching sessions, promising tailored guidance to help them achieve their sales and life goals.

• Quote:
  "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."
  (10:20)

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Conclusion

In this enlightening episode, Andy Elliott masterfully blends practical sales techniques with motivational insights. From handling objections and building rapport to mastering communication and maintaining a professional image, Elliott provides a comprehensive guide for salespeople aiming to excel. His emphasis on passion, transformation, and continuous personal growth serves as a powerful reminder that successful selling is as much about mindset as it is about strategy. For those committed to elevating their sales game, this episode is an invaluable resource.

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Notable Quotes with Timestamps:

• "When you walk in the house, have to frame people from the very beginning." — Andy Elliott (00:55)
• "A lot of other customers felt the same way. By getting it done today would actually be a lot cheaper." — Andy Elliott (01:35)
• "Are you the cool, kick-ass carpet cleaning crew that's like the new family?" — Andy Elliott (02:20)
• "His tonality is probably 60% of what I'll do." — Andy Elliott (04:15)
• "If you're watching this video and you're like, Andy, I'm not built like that. Bullshit. Yes, you are." — Andy Elliott (05:00)
• "Wouldn't it be weird if the guy doing the cleaning looked better than the one doing the selling?" — Andy Elliott (06:00)
• "Tell me why. Why are you in the carpet cleaning business?" — Andy Elliott (07:00)
• "When you're helping people, you're not hard selling people. It's common sense selling." — Andy Elliott (08:30)
• "If you're serious about kicking some ass, going to the new level, I'm your guy. Let's kill it." — Andy Elliott (09:50)
• "Go to the description box below. Click on the link, fill out your information. I'll talk to you in the next 24 hours." — Andy Elliott (10:20)

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About Andy Elliott

Andy Elliott, the CEO of The Elliott Group, resides in Arizona with his wife and three children. His passion lies in training salespeople worldwide, helping them unlock their full potential regardless of their experience level. Through his Elite Mindset Motivation and Sales Training podcast, Elliott shares invaluable insights aimed at transforming ordinary sales approaches into extraordinary success stories.

Transcript

[A]

Come here. Come here. Dude, this is the most awkward motherf cker I've been around. Look how big he is. Listen. No, no, no. I got it. But like, we know each other, okay? You know how you want to build the best sales team in the world? You guys want to make more money than you ever made? Here's what we do. Ready? We're going to get in a circle right here. Watch. Come here. Let's get in a circle right here. You ready? Cool. All of us together. All right. So can we do this at work? Can we do this at work? Okay, I'm going to hand the mic. I'm going to hit them rapid fire with objections. Ready? I gotta talk to my wife. Nope.

[B]

Oh, okay. Gotcha. Are you the one that booked the cleaning today?

[A]

She did, she did.

[B]

Okay, cool. Well, what I would think is. Let's just do. Yep. You know I pulled it right there.

[A]

Yep. Okay. Hey, hey, hold on. Watch, but watch, but watch this. This is what we're gonna do from now on. It's too much money.

[B]

No, I completely understand. Is it just because of the value that I didn't bring to you or is it just. Just what is it?

[A]

Yeah, it's just more than I want to pay.

[B]

No, absolutely. So what I'll do is normal cost is about $250. We're already here. We're already planning on getting it done. Right. So let me go ahead and bring the price down to 200. Sound fair to you?

[A]

Okay. Hey, I don't want to pay the price. See, I don't like so the way. Yeah, I mean, but do people always. Hey, I don't. I would never. I would never direct, like go after that. Hold on, hold on, hold on. You know what objections we get. Right? Come here. Come right here. Okay, give me one.

[B]

I mean, need to talk to spouse or you say didn't want to pay the price.

[A]

Yeah, yeah, I don't want to pay the price.

[B]

What's wrong with the price?

[A]

Just more than I want to pay right now.

[B]

Completely understand. A lot of other customers felt the same way. But what they found out is by getting it done today would actually be a lot cheaper than you waiting long term and actually getting a lot worse.

[A]

Yeah, I just didn't plan on doing it right now.

[B]

Okay, well, let me go ahead and get you set up on our coconut club. That's what we're gonna come out every quarter and take care of this. And it's gonna be 50% off.

[A]

Okay, good. So he found another way and he went a Different avenue. I'm just. All I'm doing is I'm watching you guys work. Does that make sense, by the way? Do you sell? Yes. You sell. Do you sell? You sell. You sell. You sell. You sell. Do you sell? Do you sell? You sell, sell, sell, sell. And do you sell? No. But you sell, right? No, not anymore. But you do sell. Okay, all right, listen, guys, everybody understand this here's our number one goal. We got to have a way that we frame people from the very beginning. We walk in the house, would everybody agree if we're going to hit people at the end, there's going to be a good chance they're going to shut us down. Am I right? Now why would we want to change and grow right now? You see that 1497, that 29.97? That's why we want to change in this room, okay? Because the selling that you've been doing up to this point, if you couldn't lock down every mother on a zero membership on a zero to get in and then the 99, you damn sure can't do that one. Am I right? So what are we going to do when we walk in? Step one, we walk in, it's going to be this. How are you doing? Andy Elliot. So nice to meet you. What's your name?

[B]

Sheldon.

[A]

Sheldon, nice. Now, are you guys renting the property or is this your home? You guys own it?

[B]

We're renting.

[A]

Nice. Okay, cool. Awesome. And then is there anybody else here at the house? I just like to meet everybody that we're for around. I can say hello to everybody. Any kids around? What are you guys going to do? You guys are going to let people know you care? You're going to show up like you're different. Everybody show up like you're different. Are you the carpet cleaning crew that is the weirdo, whacked out people, or are you the cool, kick ass carpet cleaning crew that's like the new family? Am I right? Hey, hey. You guys decide, you know what I'm saying? So we got to make that decision. So when I come out, like, you got to be different right out the gate. Okay? Now once you walk into the house, what are you going to do? You're immediately going to say, all right, so this is what I have. I have an order in here to do X, Y and Z, right? Does that sound right? Okay, beautiful. If you wouldn't mind, could you take me to the area on your way, what are you going to be doing? You're going to be having conversation with them some of you guys, you go in to do your job. Let me explain this to you. You could accidentally forget that your job in life is to paint pictures, tell stories, influence, persuade, and close. That's your job. How are you going to do it all? Through communication. 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 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 and make history? If you are in the description box below on this YouTube video, there's going to be 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. How do people communicate with their eyes, with their hands, with their body language, with their posture, with their tonality. Right. Like, did you communicate with these people through all this? By the way, I'm explaining this to you. His words probably matter 15%. If I was to rate him, I would tell you his tonality is probably 60% of what I'll do. His tonality is probably 60%. Okay, can I ask you a question? Is your image important? When you go in people's homes, some of you guys go in, you don't look sharp. You look like, seriously, like, you just got done cleaning somebody's car out. Like, I know you. Like, we've been cleaning. Are both parties cleaning or just one? Just one. So somebody's cleaning and you guys are doing the selling. Am I right? Wouldn't it be weird if the guy doing the cleaning looked better than the one doing the selling? That'd be kind of weird, right? So what do we need to do? We need to dress sharp. Would you agree? Okay, that's super important. Now here's my point. Can you change a lot of the stuff in your body? Yes or no? Yeah. Can you change? Can you fix your hair? Yeah. Can you look sharp when you walk in? Yes. Guys, I'm going to explain some stuff to you. I don't know about you, but a lot of people that come into my home, they feel like strangers when they get there. So I treat them like strangers. Does that make sense? Does that make sense? Yeah. Like, you feel like a stranger, man, you know what? I'm saying like, dude, like, do we know each other? Why do you keep looking at me like we don't know each other? Do we know each other? Yeah, well, look at me like we know each other. Give me. We know each other. Look, come here, come here. Dude, this is the most awkward mother I've been around. Look how big he is. Listen. No, no, no, I got it. But like, we know each other. Yeah. Yes. That's my boy. Listen to me. Hey, but no, because he's a big dude. So when he don't smile, he looks like he's aggravated. Does that make sense? Am I right? Dude, could you imagine him walking around your house? You'd be like, sh, man, I got that weird ass carpet cleaner, dude. You know what I'm saying? She's like, babe, come home. Just, motherfucker, don't smile. You know what I'm saying? Hey, you gotta be loving, man. You feel me? Come on, man. Hey, guys. Love, love, love. Hey, and by the way, can I ask you a question? Let's go into the golden rule, okay? Let's paint a picture. Can we decide to paint? You want to be the best salesman that ever lived in the history of time, why do you guys. Why are you in the carpet cleaning business?

[B]

To help people.

[A]

How?

[B]

By cleaning their stuff and saving.

[A]

Bullshit. Why are you. No, no, no, Because I want somebody to tell me why I should buy into you. Does that make sense? Guys? Should I choose you to be my person to take care of my house for life? Okay, because look, if I don't choose you, I'm not going to do that with you, okay? I just really love cleaning carpets. No, no, no, you don't love cleaning carpets. What you love doing is taking care of people that you know, that they're too busy to take care of their things. You're the person that wants to be in charge of the things that they don't want to take care of. And you know that they're too busy to take care of. Look, when you've got time off, the last thing you want to be doing is shampooing your carpet. And you're damn sure you're not going to go buy some new carpet. Am I right? Okay, so we got to clean it. Well, who wants to clean it? Who wants to clean the grout? Who wants on their day off to go down and scrub the grout all day long? Nobody. Dude, if a wife goes down and cleans the grout all day long, she's going to be pissed off for her husband all day. He Ain't going to want her to do that. Listen, I can ensure, sir, and guarantee that your wife ain't going to get pissed off by doing one simple thing. Let me clean the grout and the tile so she don't have to. How about that? Okay. By the way, if she's important to you, she's the one who's eventually going to do it. And that day she's going to be pissed because it's hell to clean. The machines I've got in the car are $30,000 machines. See that truck sitting outside? That's a hundred dollar grout tile cleaning truck. And I'm going to come in here and do it. You think your wife can take care of that? It's going to take me a few hours and literally it would take her freaking three weeks. Do you feel me? 400 bucks. Let me handle it. Come on, guys. It's like, this is how we sell. Guys, I want everybody to understand this. When you're helping people, you're not hard selling people. It's common sense selling. Okay, okay. Why did if I. I'm gonna ask you, okay, because this could get weird, right? But why are you in the carpet cleaning business? Why are you in the air to cleaning business? Why are you in the tile cleaning business? Tell me why.

[B]

I genuinely like getting something really dirty to super clean, so I enjoy the boom.

[A]

I love it. You know what he said? He goes, dude, I'm addicted to transformation. I'm going to be honest with you, my whole life, anything that I could see that could go from this, you know, from A to Z, I like seeing the full process go. I've never in my life. And even the first day that I came in this industry, I literally had my boss walk me over. He took me to a dirty couch. And I remember the look on this lady's face when he said, let me spot test this. And he showed her the original color and the way it was supposed to be. And I remember looking at this lady and she goes, oh my God. And I remember when my boss cleaned that couch, which we had a $100,000 truck outside with all this equipment and all these things to come in here and clean this really fast for her. This lady was never going to get a brand new couch unless she threw this thing out in the yard and went and bought another three, $4,000 couch. And for $200, he cleaned that couch, that lady, and it was brand new. And I remember the look on her face when she goes, oh my God. It's like brand New day one again. I said, dude, this is the coolest thing, man. You know, we do things that people don't want to do, and we do things that people don't have time to do. And we do things that even if people went and did, by the time they were done because they don't have the chemicals, the machine and all the stuff that we have and the personnel, they would be in the worst mood in the history of time doing this stuff. You know what I'm saying? So we decided to come up with a product. We decided to come up with a solution that could solve people's problems very inexpensively. And the home that they leave in, that they live in, make it look brand new. That's my goal. Transformation. That's what we want to do. But also, what do you love doing? You love seeing the way that people feel when they live in a clean house, Dude, Listen, I don't know about you guys. When I wake up in the morning, I make my bed. It feels good to make my bed. I feel weird going home and getting in a dirty bed at the end of the night with the sheets all freaking all over the place. Like, I like a clean bed. I like pulling the stuff back. It feels good, dude. When you clean your house, it feels good. When you have a clean car and you go to work, it feels good. Clean stuff feels good. Clean air breathes good. This is what we do. Guys. The question if we're going to make more money, who's going to be the most passionate in the game? That's what I want to know. Does that make sense? I mean, like, does everybody understand that? Okay, do you get that? 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.