If you want to get into Sales // Andy Elliott

Summary

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

Episode: If You Want to Get into Sales
Release Date: February 3, 2025
Host: Andy Elliott, CEO of The Elliott Group

In this insightful episode, Andy Elliott delves deep into the foundational principles of sales, mindset, and personal development. Tailored for both newcomers and seasoned sales professionals, Elliott shares his wealth of experience and actionable strategies to elevate one's sales game and personal standards.

1. Reactivating Your Drive

Andy kicks off the episode by emphasizing the critical role of drive in determining success. He starkly contrasts winners and losers, asserting that "winners have drive, losers don't have drive" ([00:34]). Drawing from his personal experiences, Elliott highlights how relentless drive, coupled with a burning passion, can propel individuals beyond their perceived limitations. He encourages listeners to introspect on their motivations, urging them to "create and make any standard for yourself" ([03:26]), thereby fostering a proactive mindset towards growth and achievement.

2. The Importance of Body Language in Sales

Elliott underscores the significance of non-verbal communication in sales. He meticulously breaks down essential elements such as hand gestures, eye contact, and posture. "Should you show your teeth when you're talking to someone? Yes," he asserts ([00:50]), highlighting that a genuine smile can bridge gaps and build rapport instantly. He further elaborates on the impact of posture, stating, "Can they tell if you've got a stance of authority... or if you're a slouch?" ([01:20]). By mastering body language, salespeople can cultivate an aura of confidence and credibility, making a lasting impression within the crucial first two seconds of interaction.

3. Mastering Sales and Communication

Transitioning into the art of sales, Elliott emphasizes that selling isn't a sporadic activity but a relentless endeavor—"25/7, 365" ([08:30]). He delineates the qualities that distinguish master communicators from amateurs. According to Elliott, "Master communicators make it easy to say yes" ([08:45]), while amateurs inadvertently make it challenging. He advocates for a strategic approach to communication, where every word is purposeful and directed towards guiding the prospect towards a favorable decision. "Their words flow like water... moving you in a direction," he explains, illustrating the finesse required to seamlessly lead conversations towards closing deals.

4. Making It the Client's Idea

A pivotal strategy Elliott introduces is the concept of making the sale the client's idea. "Make it the client's idea," he reiterates multiple times ([09:03]). By aligning the sale with the client's needs and motivations, sales professionals can foster a sense of ownership and commitment. Elliott draws an analogy to leadership, stating, "If your boss told you to do something and it wasn't your idea, you probably wouldn't do it," ([09:20]). This approach not only enhances the likelihood of a successful sale but also builds long-term trust and rapport with clients.

5. Personal Standards and Continuous Improvement

Elliott reflects on his journey from a novice salesperson to a top earner, attributing his success to unwavering personal standards and continuous self-investment. "My standard is 100k... What is your standard?" ([04:00]) he challenges listeners to evaluate their benchmarks for success. He candidly shares his early struggles and the pivotal decision to invest a significant portion of his earnings into training and self-improvement—"I was spending way more than everyone else... 30%" ([07:15]). This dedication to personal growth not only amplified his sales prowess but also underscored the importance of setting and maintaining high standards to achieve extraordinary results.

6. Conclusion and Final Thoughts

Wrapping up the episode, Elliott reinforces the essence of mastering sales as an art form and the necessity of embodying the skills consistently. He passionately declares, "Don't give me that flip the switch on and off sh*t anymore. We're on all the time" ([08:25]), stressing the importance of dedication. Elliott's closing remarks serve as a motivational call to action, urging listeners to elevate their communication skills, maintain high personal standards, and relentlessly pursue excellence in their sales endeavors.

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Notable Quotes:

• "Winners have drive, losers don't have drive." ([00:34]) – Andy Elliott
• "Should you show your teeth when you're talking to someone? Yes." ([00:50]) – Andy Elliott
• "Master communicators make it easy to say yes." ([08:45]) – Andy Elliott
• "Make it the client's idea." ([09:03]) – Andy Elliott
• "My standard is 100k... What is your standard?" ([04:00]) – Andy Elliott

Key Takeaways:

• Drive and Passion: Fundamental to achieving success in sales; cultivate and sustain your inner motivation.
• Body Language Mastery: Non-verbal cues significantly influence first impressions and sales outcomes.
• Strategic Communication: Purposeful and methodical communication can sway clients towards positive decisions.
• Client-Centric Sales: Empower clients to feel ownership over their purchasing decisions enhances trust and closure rates.
• Continuous Self-Improvement: Investing in personal development and maintaining high standards are crucial for sustained success.

Andy Elliott's episode serves as a comprehensive guide for anyone aspiring to excel in sales. Through a blend of personal anecdotes, strategic advice, and motivational insights, Elliott equips listeners with the tools necessary to transform their sales approach and achieve unparalleled success.

Transcript

[A]

I got a long ways to go. Hey, so. But you know what I hear. I hear.

[B]

I know. But my boss doesn't. He doesn't like it when we wear ties. My boss doesn't like it when we dress ties.

[A]

Your boss, okay. Does he pay your bills? Does he write your check? Is he you? So my manager convinced me that if I got so good at these things that I'm about to go over with you, that literally, I could create and make any standard for myself. Notice I said for me. So, clarity. Why are we here? Number one, I'm here for two things before lunch. Number one, to reactivate your drive. Why do people win and why do people lose? Well, winners have drive, losers don't have drive. I know people that are more talented than me that I dust their freaking ass every single day. You guys know I run pissed off. I run fired up. I run stirred up. I got a chip on my shoulder. I run from a state of madness at all times. And I wish some of you guys could just get a piece of that. If you could take that and you could be who you are, you'd be a complete different breed of person. So, number one, why are you here? Why are you here? Let's get some clarity, number one. You're here because you want to learn how to sell. Okay? All right. Hey, can we get a. Is this good? Sure, we're good here. Okay, I got you right here. Everybody, look. Art of cells. Is cells an art? Yes or no? Okay, when I'm talking to somebody, see these? What are these Hands? Hands. What are these Eyes? Eyes. What are these Teeth? Teeth. Should you show your teeth when you're talking to someone? Yes. Most people can't show their teeth when they talk. They don't smile. Okay, so you got a mouth, you smile. Okay? Can people see your posture? Can they tell if you got a stance of authority and you know what you're doing and you believe in your product? Well, where can they tell if your soldier is a slouch and you're all poopy pants and sh. T?

[B]

Okay?

[A]

So I'm trying to change that. I'm trying to shift some of these patterns in you. I need you to understand this. The patterns of the elite, this is science, okay? People can look at you, and in two seconds, you're like, I want to be around this guy, or I don't want to be around her, or, I don't want to be around him. They make the decision very fast, okay? And, dude, what if I told you that if you guys got so Good at this stuff that I'm about to show you. So good at the body language stuff that people would make their mind up that they're already going to make a decision before you open your mouth. Listen to me. People judge people in this world right now very, very fast. Would everybody agree? Cool. So how are you getting judged? Hey, are you guys businessmen and women? Yes or no? Yes. Okay. If you want to really keep growing and going to new levels, you never get comfortable. So you always take care of yourself. If you walk into a chick fil A right now, you walk to the register and you said, hey, chick fil A chick. I'll give you 100 bucks cash if you can guess what I do for a living. Okay. What do you think she would say? She would say, with me, one of two things. Will you do business or you're in fitness? I'm not sure, but it's one or the other. What would they say about you? I have no idea. They have no idea. That's a problem. Just go ask someone. Walk up to any stranger on the street and say, guess what I do for a living, and I'll give you 100 cash if you're close. Mulans, I got a long ways to go. Hey, so. But you know what I hear, I.

[B]

Hear, I know, but my boss doesn't. He doesn't like it when we wear ties. My boss doesn't like it when we dress ties.

[A]

Your boss, okay, does he pay your bills? Does he write your check? Is he. You stop getting distracted.

[C]

Are you ready to turn your annual income into your monthly income? If you want to make more money in 20, 25 than ever before, you.

[A]

Want to recreate your life.

[C]

You want to put a financial fence around your family, you're ready to change. You got to be like my boy Tommy here. He's training on the Elliot Training Academy.

[A]

Listen, it takes a couple things.

[C]

Number one, life coaching, leadership training. The quality of your life will always come down to the level of your leadership. So the life that you have now is because the leader that you are, it's time to change. If you're ready to change your life.

[A]

Download now. No, dude. My boss told me if I was the best, and when I was 18 years old, he said, if I was the best in the world, top salespeople in the Automotive Industry in 1999 made a hundred grand a year. Okay? I was 18 years old. I'm an idiot. Some of you need to get dumb again. I was a dumb kid. I didn't know any better. You know What? My manager goes, he goes, dude, I'm not going to let, I'm not going to teach you anything. I'm not going to teach you to close, I'm not going to teach you to sell, I'm not going to teach you how to come objections. Gonna teach you to shake your hand for two weeks. I had to go in for an hour, sir. How you doing? Andy Elliot. Appreciate you being here by the way. Two weeks, everybody else eye rolled. My man.

[B]

I'm sick of this man.

[A]

This is stupid. Two weeks. I thought it was the coolest thing. He goes, dude, if you can master a stranger and shake somebody's hand, you win. These guys, they want the money, but they don't care about how they treat people. He goes, dude, listen to me man, you want to be built different if you're going to make money that no one else in this company has ever made. Andy. The reason why they say 100k is the money is because their standard is 100k. The market will pay you millions, but their standard is 100k. So some of you right now, what's your standard? What is it? So my manager convinced me that if I got so good at these things that I'm about to go over with you, that literally I could create and make any standard for myself. Notice I said for me, hey, you guys have to make your own standards, am I right? And if you shoot low and if you run your mouth and you don't do this, your standard is fake. It's bull. You're running your mouth and you don't do what you say you're going to do. By the time I was 20 years old, I was making 500 grand a year in sales. I want to explain this to you. I'm a dumb kid, but I was so stupid, all my money that I made with my checks I spent on training. All the money I spent on my checks I reinvested. I remember we had a guy come in, he goes, you should spend 3% of what you make on self investment and training. I was spending 30%. I was spending way more than everyone else. You know what, I knew some of you in here, the reason why you don't have the life that you want and you're not changing fast enough is because you don't earn anymore. Dude. No, like what you know right now is the life that you have. That's why you have your life. Because you don't know anymore or you know it, but when you know it, you don't consciously listen. I was listening to Andy Frizzella, Ed Mylett one day on a. On a podcast, and they said people just don't consciously pay attention anymore. Okay? We're in this information age. We're honestly, like, I'm glad that we're in the information age, but it's jaded. There's information everywhere. The deal is, is what are you going to hang on to? What are you going to change? So these are the things that will change your life. Number one, master the art of sales. This is an art. This is an art. You must perform it. You must be it. You must believe it. Hey, 25 7, 365. You guys are selling someone on yourself, am I correct? Yes, sir. Good. Don't give me that flip the switch on and off sh t anymore. We're on all the time. 25 7. Number two, learn to be a master communicator. Everybody, write this down. If you can't do this, you'll never make it. A master communicator makes it easy to say yes. To what do amateur salespeople do? They make it hard for you to say yes to them. Am I right? Because they suck. They make it hard for you. You have to think. There's pressure on the deal, okay? Master communicators, their words flow like water. They have their sh t very well planned. They only use their words as, like, sniper weapons. They're not machine gun sprayers. They're very methodical. Everything they say is moving you in a direction. They are framing you non stop to take you somewhere. Everybody listen to me. If you tell somebody an idea you have and they don't go, oh, yeah, you're not a master communicator. Master communicators are so good at what they do, everybody says yes, even if they don't want to. They're that good. Number two, you got to make it hard to say no, to use your language and your words, in the way you present yourself and the way you attach yourself to the client. To be so good that they can't say no. Like, it's impossible. They can't say no. I can't. I want to say no, but I can't. He's framed it where. Like, I would be a fool to walk away from this. A fool. I didn't plan on doing this, but I didn't know it was that good. I have to do it. It's not because it's a good deal. Maybe it costs twice as much because I need this. Who made me feel like I needed it? Who attached me to it? The communicator. If you want to be a closer, if you want to sell, you're communicating. You're always taking somebody somewhere. So make it easy to say yes to, hard to say no to. Lastly, make it the client's idea. Every single time I keep saying this. I've been saying this for three years. Make it the client's idea. Okay?

[C]

If I want.

[A]

Listen to me. If you guys. If your boss came in and told you to go do something and it wasn't your idea, you probably wouldn't do it. Unless he's the greatest leader in the world. That's the way it works. That's the reason why you must be very good at communicating. Listen, dude, I want you guys to do me a favor. You guys have all, like, met certain people over the last couple days who have you spoke with? And when you talk to, you're so intrigued. You're like, damn, man. Like, I need to hire this guy.

[C]

Or I need to come work for him.

[A]

Like, this guy's good. Like, they're really good. And I don't know what's going on. I don't even know what you sell. But I know I need to be around you. I know I need to be close to you. I need something like this in my life. I need you in my life. I need this. Have you met anybody that's been that way? I assure you, if I've spoke with you, if I've spoke with you, I have made sure that you felt like you were the most important person in the world. And I pulled you in under my wing. And that's my goal because I do give a fuck about you. And I understand how this works. No matter what I say to you.

[C]

You'Re not going to do it.

[A]

You've got to make it your idea. Once you decide you want it, you win.

[C]

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.

[A]

There's a link.

[C]

It says coach with me one on one.

[A]

Okay?

[C]

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.

[A]

Let's kill it.