How To Persuade People to Buy

Summary

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

Episode: How To Persuade People to Buy
Release Date: February 25, 2025
Host: Andy Elliott, CEO of The Elliott Group

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Introduction

In the episode titled "How To Persuade People to Buy," Andy Elliott delves deep into effective sales strategies, particularly focusing on door-to-door sales techniques within the solar industry. As the CEO of The Elliott Group, Andy shares his wealth of knowledge aimed at transforming both novice and seasoned salespeople into high-performing professionals capable of significantly enhancing their sales skills overnight.

Key Topics Discussed

1. Effective Door-to-Door Sales Techniques
2. The Importance of Clear and Simple Communication
3. Role of Setters and Closers in Sales Teams
4. Scalability and Consistency in Sales Approaches
5. Push-Through Closing Techniques
6. Personal Development and Coaching for Sales Success

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1. Effective Door-to-Door Sales Techniques

Andy and Brandon engage in a role-playing exercise to demonstrate the dynamics of a successful door-to-door sales pitch. Andy critiques Brandon’s approach, emphasizing the importance of swiftly engaging the customer and setting appointments effectively.

Key Points:

• Initial Engagement: Andy highlights the necessity of capturing the homeowner's attention within the first 30 seconds.
• Setting Appointments: The focus should be on securing an appointment rather than overwhelming the customer with information on the first visit.

Notable Quote:

"I need to have a conversation with people when they open the door that is less than 30 seconds that says, hey, I'm going to get you some information. And then in the end, it's your decision if you want more, because I've got to keep moving. Is that fair?"
— Andy Elliott [07:00]

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2. The Importance of Clear and Simple Communication

Andy stresses the necessity of using language that is easily understandable to the average homeowner. He advocates for simplifying complex concepts to ensure effective communication and prevent information overload.

Key Points:

• Simplify the Message: Use straightforward language that even a two-year-old can understand.
• Avoid Jargon: Steer clear of industry-specific terms that may confuse the customer.

Notable Quotes:

"You must learn how to speak and talk as if a two year old can understand it."
— Andy Elliott [04:50]

"Rule 1 in speaking, make sure that you use language that everyone can understand."
— Andy Elliott [05:00]

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3. Role of Setters and Closers in Sales Teams

Andy differentiates between the roles of setters and closers within a sales team. He emphasizes the importance of having specialized roles to enhance efficiency and effectiveness in the sales process.

Key Points:

• Setters: Responsible for initiating contact and setting up appointments.
• Closers: Focused on converting these appointments into sales.
• Separation of Duties: Ensures that each team member can concentrate on their strengths, leading to higher overall performance.

Notable Quote:

"When the pitch is delivered correctly, the setters set the closers up for success."
— Andy Elliott [09:50]

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4. Scalability and Consistency in Sales Approaches

Andy underscores the importance of having a scalable and consistent sales strategy. He argues that uniformity in sales techniques across the team ensures that each member can replicate success, regardless of individual differences.

Key Points:

• Scalable Systems: Develop sales processes that can be easily expanded as the team grows.
• Consistency: Ensure that all team members follow the same playbook to maintain quality and efficiency.

Notable Quote:

"The Elliott army says the same thing every time. They're all different humans, but they run the same freaking play."
— Andy Elliott [10:30]

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5. Push-Through Closing Techniques

Andy introduces the concept of "push-through" closing, a strategy that involves persistent and strategic follow-ups to convert leads into sales.

Key Points:

• Persistent Follow-Up: Do not give up after the initial contact; continue to engage the customer until a decision is made.
• Strategic Closing: Use tailored approaches based on the customer's responses and needs.

Notable Quote:

"It's a push through close. Sometimes you got to push through."
— Andy Elliott [14:00]

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6. Personal Development and Coaching for Sales Success

Throughout the episode, Andy emphasizes the importance of personal growth and the role of coaching in achieving sales excellence. He invites listeners to engage in one-on-one coaching to elevate their sales skills to the next level.

Key Points:

• Continuous Training: Regular training is essential to stay ahead in the sales game.
• Accountability: Having a coach provides the necessary accountability to achieve sales goals.
• Legacy Building: Aim to build a lasting legacy by consistently improving and adapting sales techniques.

Notable Quote:

"Train or complain. It's your choice, okay? Every day I train the greatest in the world. You know what I mean?"
— Andy Elliott [04:02]

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Conclusion and Key Takeaways

In "How To Persuade People to Buy," Andy Elliott provides an insightful exploration of effective sales strategies, particularly within the context of door-to-door sales in the solar industry. Key takeaways include the necessity of clear and simple communication, the importance of specialized roles within sales teams, and the value of scalable and consistent sales approaches. Andy also highlights the significance of personal development and coaching in achieving and maintaining sales excellence.

Listeners are encouraged to adopt a structured and persistent approach to sales, focusing on clarity, consistency, and continuous improvement. By implementing Andy's strategies and techniques, sales professionals can enhance their ability to persuade and convert leads, ultimately driving greater success in their sales endeavors.

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Final Thoughts:

Andy Elliott's episode serves as a comprehensive guide for sales professionals aiming to refine their persuasive skills and elevate their sales performance. Whether you're new to sales or a seasoned veteran, the insights shared in this episode offer valuable strategies to help you achieve your full potential and drive meaningful results in your sales career.

Transcript

[A]

Hi, my name is Andy with ABC Solar. My company's been allocated to this area because research shows is in the next 12 to 18 months, utility bills are going to double or triple. I got two quick questions and then I'll be on my way. Unless you'd like some additional information. Is that fair? Okay, hold on. I'm going to hit him quick here. I'm going to take him. Come here real quick. I'm going to move quick. Hey, now listen, we're going to move quick. I won't talk a lot. We're just going to battle test. Are you ready? All right. What business?

[B]

Solar door to door.

[A]

Okay. All right. Solar door to door. And how long you been doing it in sales?

[B]

Two years installing right around six.

[A]

But you sell? Yeah. Okay, cool. What's your name?

[B]

Brandon.

[A]

Brandon, are you ready?

[B]

Yep.

[A]

All right, so I'm gonna run. So by the way, I'm gonna run like battle test quickly. Is that cool? Okay, you. You go to door to door, right? Okay, cool. So Brandon's gonna go door to door. These are your customers, not me. I want him to look at you and do his presentation about how he goes to the door. And I want you guys to rate him 1 to 10 or. Hey, no flunker pass that. Cool. All right, Brandon, hit him with the door. Hey.

[B]

Hello.

[A]

Hello.

[B]

How's it going, sir? How you doing? Perfect. My name is Brandon Martinez. I'm supposed to leave a report here to the still the Elliot residents.

[A]

Yep.

[B]

Perfect. So the reason I'm stopping by is just to leave a blueprint. So the real realistically, I'm sure you guys are already aware the rates are going up. It's mainly because of the power lines. So we're switching all those wood poles to metal. That's what we refer to as grid hardening. So you should have got this notice right here. So right here, this came in your paper bill. Do you guys still get the paper bill or do you guys do the. The digital paper? Perfect. So right here. See, we invested a couple billion into the infrastructure. You know, the power company is not really the big bad guy. It's just our infrastructure we need to update. So with that being said, that that accrued a cost to me. I have to pay for the power lines. You have to. Everyone's bill went up $40 ulta that if you flip the back here. Let me ask you this. Are you guys on the budget billing or do you guys do the basic plan where it fluctuates? Okay.

[A]

Yeah.

[B]

What a lot of. Well, what a lot of Families are actually finding out is that that's the most economical plan. So that's good. With that being said, so right here, it's going up again this January, about 12%. What's typically the highest bill that you and your family see here in the summer? Around 350. That's two months or one. That's a high bill. So I have some good news. Basically. Again, infrastructure, we're updating all of that. So what we're doing is they have a couple suggestions for us. You know, 14,000, depending on which city you're in. There's more families in the city. Right. Would you agree that Arizona is growing like crazy? Perfect. So with that being said, there's a lot more demand on our infrastructure and our grid. In turn, our bills are going up again, 12%. So the power company has two suggestions for us. The first one being, yeah, just use less power. But I can't do that. That's hard as hell when it's 130 out. Right. The next one right here in fine print is distributed generation. You know what that is? So this neighbor to your right, right here, he produces his own power. He was not affected when the rates went up. I'm sure you know why, right? Yeah, why his rates were not affected. He produces his own power because he has solar. So the power company is actually helping us fund families to switch to the renewables. So then your family would not be affected by the rate increase. Where I come in is I just provide the blueprint. I just show you two things. So it's a blueprint. So I show you how much panels your family would need if the home were to qualify. Second thing is how we get your current bill reduced down. We get them to pay you. Would it be better for me to leave this report later today or like tomorrow? Like 11? Too early for me to leave it to you.

[A]

Okay, cool. No, that's good. I want to just hear his pitch. Number one, give it up for him. Give up. Okay. Yeah. Like, listen, here's what I ask, okay? I want to explain something to all of you. Are you ready? 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. 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 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 difference between salespeople is the way they deliver information. Just always remember that. May the greatest deliverer win. You guys get it? Okay? You must, you must learn how to speak and talk as if a two year old can understand it. Okay, I want you guys to understand something for me real quick. Rule 1 in speaking, make sure that you use language that everyone can understand. I'm going to be honest with you. A lot of people don't understand solar. Would you agree?

[B]

I would agree a lot.

[A]

A lot of people don't understand energy.

[B]

That and then kind of like the industry at the beginning, bad taste in solar's mouth, like for people, for customers. Now it's a little bit different. So it's, it's always developing though.

[A]

Yeah, yeah. But watch this, watch this doc. When I show up at your door, you're going to be very clear about what I'm telling you. Make sure, though. And by the way, he showed him everything. He said, basically, I'm here to drop off a report. Does that make sense? I love it. It's cool. So I come out here saying, hey, I'm here to drop off a report. And then his goal is to get a utility bill to actually create something. But they don't really understand. Here's. I want to say something really fast. Who sell solar in here? I want to say something. I love you. Are you closing your own deals?

[B]

Yeah.

[A]

Okay, see if I came in, does anybody know what smoke is? Smoke's a dead appointment. If he went and said, I'm dropping off a report, am I right? And then I come in and go, hey, what's going on? It's Andy. How you doing? Hey, you guys talked to Brandon and he said I was going to come by about you guys upgrading your system to solar. Oh, no, no, he says he's dropping off a report. Yeah, no, but there's, there's this opportunity, so. Yeah, no, no, no, we're not buying anything. And I'm like, Brandon, bro, did you not even talk to him about buying something? Bro, like, you didn't even talk to him about it?

[B]

Oh, that's the thing, Andy. They're not buying it. We're.

[A]

No, no, no, no. But the point is, is that if what I'M saying is that if he's going in and he's setting his own deals and he's closing his own deals, he, he's cleaning up his own mess. Does that make sense? Do you guys feel me? But if there was a big system and you were to train me to do this, I would just watch. I'm a setter. Are you ready? Hey, man. Guys, we're just going to drop off some reports to you guys on how you can save money in the area. Would that be okay? Yeah, cool. We're just going to drop it off. Would it be okay later today or tomorrow? Hey, Brandon, I got this guy interested in solar. He wants to see you tomorrow. 6. Hey, what's going on? Hey, we're just going to drop off reports. We're just going to drop off reports. We're going to drop. Hey, I set 38 appointments today, bro. I'd be like, guys, what's going on? You talked to Brandon? Yeah. You got, you got the report? Yeah, I got, I got to see. So Brandon knows how to start a fire and then put it out on his own, Am I right?

[B]

Yeah.

[A]

It won't work company wide because if there's a setter closer system, the center who sets off reports can't do that. Okay, ready? I'm going to go for a minute. Is that cool? Okay. I knock at your door, hey, what's going on? How you doing, sir? My name is Andy Elliott with ABC Solar. My company has been allocated to this area because research shows in the next 12 to 18 months utility bills are going to double or triple. I got two quick questions now. What am I going to do? I'm going to ask him some questions. How. Hi, my name is Andy with ABC Solar. My company has been allocated to this area because research shows. Or what we've learned is in the next 12 to 18 months, utility bills are going to double or triple. I got two quick questions and then I'll be on my way. Unless you'd like some additional information. Is that fair? Yeah. Okay, cool. Question number one. Do you believe you use energy all the days of your life? We always use power. You'll probably never run your house off candles. Would you agree? Cool. Okay. Number two, do you believe inflation is real? Do you think things are costing more money? Yeah.

[B]

Cool.

[A]

So my third question is, is that the energy bill did double or triple. Whatever you're paying right now, I don't care, you would have to pay it or they turn your power off. Would you agree? So my question to you, if there was A secondary energy option in which you could qualify for that would allow you to be inflation proof and save money. Would you want to know about it? Yeah. Cool. My name is Andy Elliott. My job to get the information from the people who have it, which is us, a solar company, to the homeowners that need it, which is you. And in the end, it's your decision. Is that fair? Cool. All I need to do is get a copy of your utility bill, and then we're going to have one of our engineers do some research on it and drop by the house later this afternoon or tomorrow, and then they'll give you some details how to upgrade if you're interested. Is that fair? Okay. Now, Brandon's like, okay, he's got these guys kind of hooked. And now, Brandon, watch. He comes in, he's like, hey, what's going on? It's Brandon.

[B]

Nice to meet you.

[A]

How you doing? I heard you're interested in some secondary energy options that could save you money and. And be inflation proof. Is that correct? Yeah. Okay, that's me. Do you guys see that? To the handoff you got. Listen, I'm going to tell you rule number one, okay? By the way, Brandon, you're a good sales guy. I just listened to the whole deal. And I know that you can get in the dirt and pull yourself out.

[B]

Thank you.

[A]

But the more money. Do you own it? No, you own the company. Okay. When you own the company, watch. I know a lot of guys that can go in and close the crazy, but the problem is they're really good at sales, so they. And they can't teach someone else to do what they can do. You never know. I'm not saying this about Brandon. This is no disrespect to you, but I could not promote Brandon. If that was the pitch he was going to teach, I couldn't promote him because the reason why it's not teachable, it's not going to be bulletproof. It's not going to get. It's not going to get us to where we want to go. What do I need? Number one, I need to have a conversation with people when they open the door that is less than 30 seconds that says, hey, I'm going to get you some information. And then in the end, it's your decision if you want more, because I've got to keep moving. Is that fair? Okay, cool. Boom, boom, boom, I got to hit houses. Boom, boom, boom, I got to hit houses. And I need my guys not to say some like this, like, hey, what's going on? It's Andy. Hey. You probably know your neighbor Betty, three houses down. It's like, rude. They don't even. I don't even know her name. There's no one three houses down. You're full of sh. T. And they've already heard that from 19 other solar people that came that talked about. They know everybody else in the neighborhood don't sound like everyone else. Do you feel me? And so. And so one of the reasons why the Elliott Group's really successful and why we help companies grow is that I say your company has to be scalable. It has to be scalable. The Elliott army says the same thing every time. All the time. They're all different humans. They all have different. They're all different characters, right? But they run the same freaking play. And so the first thing in any company, and especially if you're going to build a team, because I know you got a team already, but you're going to build a big team, is that you say, listen to me, the setters set the closer up. And no smoke either. They're interested in a secondary energy option, which that's why we're closers are showing up for, or we're not showing up. You get it? We need our closers in houses that they're going to close deals. Because, Brandon, if I went to one of these deals and they're like, the report, the report, the report. And I'm like, no, no, no, no, no, no. We're upgrading. We're gonna save you money. We're changing out the system. We're gonna do something else. You guys said you wanted to save. I didn't say. I want to say. You kept saying one, drop off a report. He insisted that I take this report. And then I'm like, brandon, bro, you pulling smoke on my ass? Because the last 14 people. But see, Brandon, when Brandon shows back up. Brandon met him. Brandon was the one who said report. Brandon shows back up. But Brandon can explain the magic of reports. Am I right? Yeah. Cool. So I like to say a couple things. My company's been allocated to this area. Like, we've been brought in to this zip code. Research shows what we've learned. Right? Those are two important words. I think all of you should integrate. Research shows. Okay. Hey, I want to lose weight. Well, listen, research shows there's two ways to do it. What we've learned there's two ways to do it. Look, we built this program here because we've been allocated to help people lose weight. That's why we've been brought Here it's like, sound important, sound significant, you know, Listen, I got two quick questions and then you can let me know if those things are important to you. Is that fair? The word is that fair is a very dangerous thing, you know, I'm saying? And really, at the end of the day, solar sales people aren't selling anything. They're just educating people. And so you got to make it really easy. But I've learned when I go into companies, literally call up 10, 15 people and all 15 of them are saying something different. I'm like, that's the reason why we can't win. Nobody's saying the same thing. You feel me? Brandon, did you take a couple gold nuggets out of there?

[B]

Hell yeah, bro. We're not done. I need some pencil nuggets, man.

[A]

Well, it's easy.

[B]

And we got time.

[A]

This is 30 seconds. Okay, so let's say Brandon. Let's say, let's say Brandon's like, okay, cool. This is the numbers. What do you think? Are we ready to go? Hey, I appreciate it, Brandon, but it's not saving me any money, so I'm gonna pass now.

[B]

I hear you, andy. And truthfully, I 100 understand you. Sorry. I 100 understand you, Andy. See, the families aren't going sore to, you know, some. Realistically, they're not going so hard to save 15, 20 to go to run to Applebee's for a chicken tender plate. In most cases, families are paying more because what we're implementing is that new technology, that Tesla battery, to keep you inflation proof for the next, you know, foreseeable future. 25 years.

[A]

Yeah, but we're moving in three and we're going to move here in one year.

[B]

Really? That's exactly why I would do this. So for the time being, you guys would be cutting your operational costs, as I call it. And that way you can have more in your pocketbook. And then when you move.

[A]

What do you mean come operational costs? It doesn't save me any money.

[B]

The utility bill. So then that way utility bill is.

[A]

Not going to get any cheaper. We already ran the numbers correct.

[B]

So it's going to be fixed. So then the next couple of months that.

[A]

Yeah, that's nothing, bro. I'm not going to spend a 70 grand system or a 30 grand system because I'm moving in a year. You understand?

[B]

You're right. In a year, when you do move, these systems are going to add right around 8% value to the home. So when you do sell, you sell them a home for more money. But what we're going to do is. You're in good hands, Andy.

[A]

Okay. Don't stop. Okay, Listen, by the way, listen, I would tell you what he should immediately do is say, hey, number one, when you do sell, you probably want your home to sell for as fast as possible. Would you agree? Right. Totally understand, Mr. Customer. When you do sell, you probably want to sell your home as fast as possible when you're ready, Would you agree? And then number two, when you sell it, you probably want to get premium top dollar. Would you agree? Okay, well, everybody's going green and everybody's going solar right? Now. We've learned that homes sell 88% faster in this area with solar on them. So with that being said, if you want to sell fast and you want to sell for more money, whatever you invest into this not as only a tax write off, but also when you go to sell it, it's a going to bring that much value to a home. So you're not really spending any more money and you're going to allow your home to sell faster. Plus you get the tax write off immediately. Doesn't that sound good? It's a win and win bigger. I love Luke Ward always says it's a win and win bigger situation. Nobody loses. It's win, win bigger. That's it. Watch. I use this close and you guys need to understand it. It's a push through close. Okay. It's a push through. Sometimes you got to push through. Does that make sense? Okay, you got to push through. And by the way, I want to say some things hypothetically on this stage up here, we just talk about things that we might do in certain situations. And then when you're at someone's door or someone's at your showroom floor or you're on the phone, you're able to think about different things. Does that make sense? Okay, let's keep rolling. Let's go. Good job. Good job, Brandon. All right, give it up for Brandon. 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, 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.