LIVE OBJECTION BATTLE ON STAGE // Andy Elliott

Summary

Podcast Summary: Andy Elliott's Elite Mindset Motivation and Sales Training
Episode: LIVE OBJECTION BATTLE ON STAGE
Release Date: February 21, 2025

Andy Elliott, CEO of The Elliott Group, is renowned for transforming salespeople’s abilities, regardless of their experience level. In the episode titled "LIVE OBjection Battle on Stage," recorded on February 21, 2025, Andy conducts a dynamic live training session focused on handling sales objections, specifically in the context of life insurance sales. This detailed summary encapsulates the key discussions, strategies, and motivational insights shared throughout the episode.

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1. Introduction to the Live Objection Battle

The episode opens with Andy setting the stage for a practical, real-time objection handling exercise. He engages with his trainees, Patrick and Tyler, preparing them to tackle common sales objections encountered in life insurance sales.

• Andy: “Are you ready? ... You’re gonna pick. When you’re done, you’re gonna say Patrick or Tyler.” [00:00-00:11]

This initial interaction establishes the interactive nature of the training, emphasizing readiness and participation.

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2. Demonstrating Objection Handling

Andy orchestrates a mock sales scenario where Patrick and Tyler act as salespeople handling typical objections from potential clients. The primary objection they address is the classic “I need to talk to my wife.”

• Tyler: “This is my first time ever handling this objection.” [00:11-00:14]

• Andy Encouraging: “Come on, big man. Let’s go, baby.” [00:14-00:15]

The exercise demonstrates the initial hesitation salespeople may feel and Andy’s method of encouraging confidence and assertiveness.

Handling the "Talk to Wife" Objection

Andy guides the trainees through responding to the objection, showcasing effective techniques to overcome it.

• Andy: “Hey, I gotta talk to my wife, y'all.” [00:15-00:23]

• Salesperson (Patrick): “We knock on doors and we run leads.” [00:23-00:26]

Andy sets up the context, prompting the trainees to engage with the objection authentically.

• Andy: “He sells life insurance. Are you ready? Okay, you present to me, and I say, I gotta talk to my wife. Go.” [00:35-01:00]

Patrick responds by addressing the objection head-on.

• Patrick: “Yeah, I would, too. ... we're gonna do the 10, the 15, or the 20.” [01:51-02:07]

Notable Quote:
"If I was making decisions without my fiance here, I'd be in the microwave." — Patrick [00:51]

Andy praises the response, reinforcing that there's no right or wrong answer, but rather effective techniques.

• Andy: “I like that. ... Are you ready?” [02:07-03:04]

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3. Advanced Objection Handling Techniques

In the second round, Andy introduces more sophisticated objection handling strategies, encouraging his trainees to deepen their responses.

• Andy: “He's like, I get to create the scenario. No, you don't. ... If you're driving home from work... we would have wished that we had made this decision for your family today.” [02:18-03:04]

Notable Strategy:
Andy emphasizes painting vivid scenarios to make the client visualize the consequences of not securing life insurance, thereby strengthening the emotional appeal.

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4. Transition to Motivational Insights

Beyond practical training, Andy interjects motivational segments aimed at inspiring the audience to pursue excellence in sales.

• Andy: “Train or complain. It's your choice. ... Let’s kill it.” [03:05-04:13]

He challenges listeners to choose proactive training over making excuses, fostering a mindset geared towards continual improvement.

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5. Continuation of Objection Handling and Deepening the Approach

The session resumes with Andy and Tyler tackling a more persistent objection: “I need to think about it.”

• Tyler: “I think about everything before I make a Decision. ... So we're gonna do the 10, the 15 or the 20?” [04:13-04:35]

• Andy: “I’m super healthy. ... I’m just gonna decide whether I want to do this with you, whether I want to do this right now.” [04:35-04:50]

Andy introduces urgency and the inevitability of death to underscore the necessity of life insurance.

Notable Quote:
"Death isn't uncontrollable. You can't control it." — Andy [04:50]

Emphasizing Urgency and Emotional Connection

Andy uses emotional storytelling and logical reasoning to connect with potential clients, highlighting the importance of immediate action.

• Andy: “If there was a magic globe that told me when someone was going to die... I would say, let's go.” [04:50-05:00]

He shares a personal anecdote to reinforce the critical nature of timely decision-making.

• Andy: “... I should have covered him on the spot. ... the last 30 seconds, if you were to die.” [05:00-05:50]

Notable Quote:
"If it was buying a big, beautiful house, think about it. If it's making sure your family's okay, we don't have to think about that." — Andy [05:00-05:50]

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6. Concluding Strategies and Call to Action

As the session nears its end, Andy summarizes key points and motivates his audience to take decisive action.

• Andy: “By the way, good job. ... You're the true 0001 percenters.” [05:42-05:50]

He encourages listeners to engage further through coaching, emphasizing personal growth and accountability.

• Andy: “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.” [03:06-04:13]

Final Call to Action:
Andy invites listeners to connect through a link in the YouTube description for one-on-one coaching, stressing the importance of mentorship in achieving sales excellence.

• Andy: “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.” [05:50-End]

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7. Key Takeaways and Insights

• Assertiveness and Confidence: Andy underscores the necessity for salespeople to project confidence and decisiveness when handling objections.

• Emotional Storytelling: Utilizing personal stories and hypothetical scenarios can effectively connect with clients on an emotional level, making the need for life insurance more tangible.

• Creating Urgency: Emphasizing the unpredictability of life and the uncontrollable nature of death instills a sense of urgency, encouraging clients to act promptly.

• Continuous Training: Andy advocates for ongoing training and personal development, positioning it as the pathway to becoming part of the elite 1% in sales.

• Mentorship and Accountability: The importance of having a coach or mentor to provide guidance and hold one accountable is a recurring theme, promoting structured growth and achievement.

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8. Conclusion

In "LIVE OBjection Battle on Stage," Andy Elliott masterfully blends practical sales training with motivational insights, offering a comprehensive guide for salespeople aiming to elevate their objection handling skills. Through live demonstrations, personal anecdotes, and strategic advice, Andy provides listeners with actionable techniques and the mindset necessary to excel in sales. Whether you're new to sales or a seasoned professional, this episode serves as a valuable resource for honing your craft and achieving your full potential.

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Notable Quotes with Timestamps:

• "Are you ready? ... You’re gonna pick. When you’re done, you’re gonna say Patrick or Tyler." — Andy [00:00-00:11]

• "This is my first time ever handling this objection." — Tyler [00:11-00:14]

• "If I was making decisions without my fiance here, I'd be in the microwave." — Patrick [01:51]

• "Train or complain. It's your choice." — Andy [03:05]

• "Death isn't uncontrollable. You can't control it." — Andy [04:50]

• "If it was buying a big, beautiful house, think about it. If it's making sure your family's okay, we don't have to think about that." — Andy [05:00-05:50]

• "Every man that loves his wife and children knows that on the worst day of their life, if you were to pass, he wants his family left with a tax free check." — Andy [04:50-End]

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This episode is a testament to Andy Elliott's commitment to empowering salespeople through practical training and motivational leadership. By exemplifying effective objection handling and fostering a relentless pursuit of excellence, Andy continues to inspire his audience to achieve remarkable success in sales.

Transcript

[A]

Are you ready?

[B]

Yeah. Yeah.

[A]

Okay, cool. Cause life is life.

[B]

Yeah.

[A]

All right, cool. They're your audience, okay? You're gonna pick. When you're done, you're gonna say Patrick or Tyler.

[B]

This is my first time ever handling this objection.

[A]

Come on, big.

[B]

Let's go, baby.

[A]

Come on. Don't make excuses. Hey, I'm gonna move quick. Is that cool? Okay, cool. Hey, I gotta talk to my wife, y'all. All right. What industry?

[B]

What's up, Andy? Hey, guys.

[A]

I'm Pat.

[B]

We're in life insurance.

[A]

Oh.

[B]

Hey, we knock on doors and we run leads.

[A]

Okay, but you sell life insurance.

[B]

Yes.

[A]

Okay, Are you guys ready? Tyler, come here. Hey, let's put. Let's put one against one. Oh, boy. Hey. Okay. Hey, you guys, quit making love, all right? You guys are enemies. You guys are enemies. All right, all right, so listen, he sells. He sells life insurance. Are you ready? Okay, you present to me, and I say, I gotta talk to my wife. Go.

[B]

Well, we actually don't sit down with just a husband or just wife.

[A]

Okay, so you're saying that I'm like, hey, I don't need my wife.

[B]

Yeah, yeah. When she. When she'll. Will she be home? And it.

[A]

Like, she's always. She's working night shifts all the time.

[B]

Okay. Then we would present to one then.

[A]

That's what this is.

[B]

All right.

[A]

He's like, I get to create the scenario. No, you don't. Nice try. Hey. He's like, I don't like that. Objection. Use. I need to think about it. I'm like, oh, bro. Are you ready?

[B]

Yeah. Yeah.

[A]

Okay, cool. Cause life is life.

[B]

Yeah.

[A]

All right, cool. They're your audience. Okay? You're gonna pick when you're done, you're gonna say Patrick or Tyler.

[B]

This is my first time ever handling this objection.

[A]

Come on, big man.

[B]

Let's go, baby.

[A]

Come on. Don't make excuses. Hey, I'm gonna move quick. Is that cool? Okay, cool. Hey, I gotta talk to my wife. Go.

[B]

Yeah, I would, too. I completely understand. Because if I was making decisions without my fiance here, I'd be in the microwave. You know what I mean? But, you know, you need this after what you told me. I don't feel comfortable leaving here without you getting covered today. So we're gonna do the 10, the 15, or the 20.

[A]

Okay, I like that. That was good. That's good. I'm not gonna bust his balls, Tyler. Okay, listen, listen, listen. I like it. I like it. There's no right or wrong answers. You're just gonna say Patrick or Tyler. Is that cool? Hey, I'm gonna hit him with three. Three quick. Okay, Ready? All right. So, Tyler, I need to talk to my wife. And. Yeah, I can understand that. But since it's not a matter of whether or not we're gonna get the coverage, and I think we can both agree, if you're driving home from work and heading home and somebody was texting and driving next to you, they swerved in your lane, ended up hitting and killing you, we would have wished that we had made this decision for your family today. So since it's not a matter of whether or not we're gonna get the son of agency with the 10 to 15 or 20,000, which one makes more sense for you? All right. Patrick or Tyler? Hey, hey. Listen. Races are won by centimeters. Football games are won by centimeters. Okay? You don't have to be way faster than someone else. You just got to be a hair faster. Okay? All right. You ready?

[B]

Sure.

[A]

No big deal. You like this?

[B]

Let's go, baby.

[A]

Okay, cool. Hey, I appreciate it. What's a good objection? Tyler? Okay, look. Yeah, Yeah, I like that. Let's just go with that. Need to think about it. Is that cool? Yeah, because you get that right a lot. Okay, cool. All right, so. But I want to start with him. I want to start with. I already know what he's going to say, okay? So I want. But I want to know because it's good with you. And I like, you did a really good job. You guys did good. Okay? So here, we're going to use this last one. Ready? So, hey, I really appreciate you showing me the 10, the 15, and the 20. Thank you so much. But I want to think about it, and I'll get back with you 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 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. About kicking some ass, going to the new level, recreating next version of yourself, I'm your guy. Let's kill it.

[B]

Yeah, absolutely.

[A]

Andy.

[B]

I think about everything before I make a Decision. However, we can't really make a decision if we don't get you qualified. Okay, so let's get you qualified first. Get a policy in your hand, and. And then we can go from there. Okay, so we're gonna do the 10, the 15 or the 20?

[A]

Yeah, I'm not worried about getting qualified. I'm super healthy. I mean, so that's not an issue. So I think I'm just gonna decide whether I. Whether I want to do this with you, whether I want to do this right now.

[B]

Yeah, absolutely. And looking at you, you're definitely healthy. I mean, you're jacked, right? But that's for now. You know what I mean? And we sit down with too many families, and the thing about it is, they wait too late to do this kind of thing, and I got to tell them that they're uninsurable. That's one of the worst families, the worst sits. That I can actually go through.

[A]

Well, can I get at least 72 hours in to get back to you?

[B]

Sure. Yeah. I mean, what we do is we get families qualified while we're here, you know, because you know the most about life insurance right now.

[A]

Right.

[B]

And so let's get you squared away, because I guarantee you, when you put your head on the pillow at night tonight, you're going to feel better about this. So we can do 10.

[A]

Okay. We're going to pass it. That's good. You did good. I like that. All right, Tyler. So I. Tyler, I really appreciate it, but I want to think about it.

[B]

No worries.

[A]

Andy, you said it's not a matter of whether or not we're going to do it, though, right? Right. Cool. So it's the 10, 15, 20. Yeah, but I'm not going to do it right now. Yeah, I'll get back to you in 72 hours. Can totally understand that. Andy, do you think that your family would be happy or upset that we went ahead and made this decision for you today? I'm gonna do it. I think they're gonna be happy. I think I just need to sit down and kind of go over everything. And then that way, I always take time to make a decision like this. Perfect. No worries, Andy.

[B]

So what we can do is we.

[A]

Can submit an application for the lowest amount. That way we get you in at the lowest cost. And if you wanna come back and add on more, we can do that later. Does that sound fair? Okay, good. I wanna ask you a question. What is death? It's an uncontrollable. Listen, I would tell you this right now. If there was a magic globe that told me when someone was going to die or expire, honestly, I would come back the day before that happened. If the insurance would qualify you, then I would say, let's go. The only problem with that is there is no magic ball. Death watch. Remember, I said tonality. I said body language. Paint pictures, tell stories. Death isn't uncontrollable. You can't control it. I was asked one time by my best friend's father at a family reunion. He said, hey, I want to get some insurance for my family. And I felt, you know, like, oh, like, okay. Like, when we get back home after the family reunion, like, I'll come over and we'll do it. You know what I'm saying? And it never made it to that. He ended up getting hit in a car accident. True story. Hey, guy end up dying. Long story short, I should have covered him on the spot. You requested information to cover your family. Again, like Tyler said, let's start with something low. Let's have something put in place, and then we can always add more. It's not a matter of if you're going to get it, it's just when. The idea of it is, if death wasn't uncontrollable, I would tell you, call me whenever you want. Honestly, dude, every. Every person in the world that has a family wants to be insured. I mean, it's not just you. Every man that's a good man that loves his wife and his children knows that on the worst day of their life, whenever you know, if you were to pass, he wants his family left with a tax free check. Am I right? But that's what this is about. You're not buying anything. The reason why this is weird with us, having a conversation, is because you're buying something that will never benefit you. It'll never benefit you. You'll never receive any of the money. Your family will. And so it's a selfless purchase when you buy this right now, on the worst day of your life, in the last 30 seconds, if you were to die. That guy in that car wreck, when he would have died, he would literally think, my family's up to the tax free check. There's not another man that needs to come to my home, take care of my family. I made decisions while I was alive, and they're safe. And that's all I want you to do right now. Listen, if you asked your wife, what would she say? Of course. Protect us. I see things happen all the time, man. One of the things you don't want to play with. And also, I tell you I believe that I don't know if it's a spirit, if it's God, or what happens. But the fact. Why did you request information? But something. Something happened. Something triggered you. You saw something or you were. You. You felt something. You can't ignore that, man. Okay? That's called intuition. That's called instincts. And so when you feel that, you do it, don't self question yourself. Don't second guess yourself. Hey, if it was buying a big, beautiful house, think about it. If it's making sure your family's okay, we don't have to think about that. Okay? So let's start right now. Let's make sure that this is an uncontrollable. When we sign this right now, even though that the coverage hasn't started, the fact that you signed right now, and this is dated, you're protected right now, right now. Or I can leave and you're not protected. And so the idea of it is, is that you want to explain to people that death is an uncontrollable. It's an uncontrollable. What did I do? I painted a picture, didn't I? At the family reunion. Guy asked me for insurance and I said, cool, we'll get back to you on Monday once we get home. Well, Monday didn't come, okay? That's my fault. And so if it feels like I'm pressuring you right now, if it does, and I would say this, if it feels like I'm pressuring you right now, it's because I am. I'll be completely honest with you. Ever since that happened, over my dead body. Am I not gonna freaking push my hardest to have somebody protect their family? Because I don't want that weight on me. I don't want it on me. If you say no when you die and your wife calls me and said, hey, did he sign? I say, no, I can't deliver her a check, man. If you say yes right now, I deliver a check. God forbid it happened. If it happened, though, I deliver her a check. So the question is, if something happens, it's an uncontrollable. If the worst thing happened, does she get a check? Yes or no? Yes, Sign the papers. Look, dude, I'm just shooting you straight, dude. Listen, there's no sell here. It's either they are or they aren't protected. That's it. It's just. It is what it is. And I love you. I'd rather tell you the truth, man, because If I lie to you, had that deal not happen, I probably wouldn't be pushing you right now. I got lots of people requesting information on insurance. I just don't want to walk away from somebody who's unprotected, who needs it, who has a family, and especially when it comes to children. And by the way, I'll ask one question. How much of the income in the home do you earn? 50% or more. You can only imagine what would happen. She'd have to move out of this house. Your kids would have to be raised in an apartment. Someone would have to step in and help, and you could have literally just made a decision. Do you guys feel me? But this is it though, right? Does that make sense? This is it. And so anyways, listen, hey, I want to tell you guys something. By the way, good job. Good job, Patrick. Good job, Tyler. Hey. 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. OK? If you'll go and you'll enter your information, I'll reach out to you in the next 24 hours. You can tell me what you need, help with, what your goals are, and we will crush it together. I would love to help you guys go to the next level in life. You can tell I'm changing my life really fast. And I know that you guys want the same thing. I'd love to go with you on that journey. So right now, if you'd like to partner with me, team with me, if you want me to help coach you and push you. Everybody needs a coach, a higher level of accountability to go to the next level. Go to the description box below. Click on the link, fill out your information. I'll talk to you in the next 24 hours. Let's kill it.