Sales Training // Complete Face to Face Sales Training // Andy Elliott

Summary

Andy Elliott's Elite Mindset Motivation and Sales Training

Episode: Sales Training // Complete Face to Face Sales Training
Release Date: November 10, 2023
Host: Andy Elliott, CEO of The Elliott Group

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Introduction

In the latest episode of "Andy Elliott's Elite Mindset Motivation and Sales Training," Andy Elliott delves deep into the intricacies of face-to-face sales training. Aimed at transforming both novice and seasoned salespeople, Andy shares his proven strategies to elevate sales skills, enhance communication, and cultivate an unbeatable mindset. Drawing from his extensive experience leading The Elliott Group, Andy offers actionable insights designed to help sales professionals close deals with confidence and consistency.

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Key Topics Discussed

1. The Pillars of Successful Sales

Andy begins by outlining the foundational pillars essential for sales excellence:

• Believe: The importance of self-belief in sales success. Andy emphasizes that believing in oneself and the value offered is paramount.

  "Number one is going to be believe. Would you agree?" ([00:35])

• Master Communication: Effective communication is highlighted as a critical skill. Andy underscores the need to articulate value clearly and listen actively to clients.

  "Number two is going to be being a master communicator." ([00:35])

• Closing Techniques: Closing sales effectively is the third pillar. Andy shares techniques to bring conversations to a fruitful end without being pushy.

  "Number three is going to be closing techniques. Does that make sense?" ([00:35])

2. Building a Professional Image

Andy stresses the significance of first impressions and maintaining a professional demeanor:

• Body Language: Understanding and mastering body language to convey confidence and reliability.

  "Face to face means I can see his eyes, I can see his hands, I can listen to his voice, I can see his posture—all body language." ([02:00])

• Personal Appearance: Maintaining a polished appearance to foster trust and respect from clients.

  "Get in better physical condition and shape than ever before. Also, make sure... if your shirts are getting faded... get some new shirts." ([07:00])

3. Effective Communication Strategies

Andy delves into advanced communication tactics to engage clients:

• Listening and Empathy: The importance of genuinely listening to clients' needs and responding with empathy.

  "If you see me do something, can you do it? That's right. That's why we're training today." ([00:34])

• Storytelling: Utilizing storytelling to illustrate value and connect emotionally with clients.

  "Paint pictures, tell stories. Paint pictures, tell stories." ([12:30])

• Speech Confidence and Rate: Managing the pace and tone of speech to maintain client interest and convey authority.

  "Rate of speech is how fast you talk while you're talking. I'm not asking to speed talk." ([06:45])

4. Mindset and Mental Resilience

Andy emphasizes the role of mindset in overcoming challenges and achieving sales targets:

• Self-Belief: Cultivating unwavering self-belief to navigate rejections and setbacks.

  "Your goal is to be so good that they're like, hey, how soon can we get this done?" ([01:10])

• Guarding Against Negativity: Protecting one's mental space from negativity and focusing on problem-solving.

  "You must guard your mind from any garbage, bullcrap or nonsense." ([04:00])

• Unrealistic Goals: Encouraging the pursuit of seemingly unattainable goals to drive exponential growth.

  "I want you to live an unrealistic life. An unreasonable life. Don't ever reason with." ([05:50])

5. Practical Sales Training Exercises

Andy conducts live training sessions to demonstrate effective sales techniques:

• Role-Playing Scenarios: Engaging in role-play to practice door-to-door sales interactions, focusing on building rapport and closing deals.

  "Sam, nice to meet you. Tell me what we got going on here." ([08:35])

• Feedback and Improvement: Providing immediate feedback to trainees to refine their approach and enhance performance.

  "Sam, smile. Hey, Sam, look at everybody." ([14:20])

• Upselling Tactics: Teaching strategies to identify additional needs and seamlessly introduce upsells during client interactions.

  "With your permission... I'm going to blow your mind. I'm going to take care of that, this, that, that, that." ([16:45])

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Notable Quotes

• On Self-Belief:

  "Your goal is to be so good that they're like, hey, how soon can we get this done?" — Andy Elliott ([01:10])

• On Communication Mastery:

  "Paint pictures, tell stories. Paint pictures, tell stories." — Andy Elliott ([12:30])

• On Mindset:

  "An unrealistic life. An unreasonable life. Don't ever reason with." — Andy Elliott ([05:50])

• On Professionalism:

  "Your image is everything... get your hair cut, make sure you're looking sharp." — Andy Elliott ([07:00])

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Insights and Lessons

1. Belief as the Foundation: Andy underscores that believing in oneself and the product is non-negotiable for sales success. This belief fuels passion and authenticity, which clients can sense and appreciate.

2. Holistic Communication: Effective sales go beyond words. Mastering body language, maintaining eye contact, and managing speech rate are crucial in establishing trust and conveying competence.

3. Continuous Improvement: Andy advocates for relentless training and self-improvement. By role-playing and receiving feedback, salespeople can refine their techniques and adapt to various client personalities.

4. Mindset Over Method: While strategies and techniques are essential, Andy highlights that a resilient and positive mindset is what truly drives salespeople to overcome challenges and achieve their goals.

5. Professional Image Matters: First impressions are pivotal. A polished appearance and confident demeanor can significantly influence a client's decision to engage and trust in the services offered.

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Conclusions

Andy Elliott's episode on complete face-to-face sales training serves as a comprehensive guide for sales professionals aiming to elevate their game. By focusing on belief, communication mastery, and effective closing techniques, Andy provides a roadmap to not just meet but exceed sales targets. His emphasis on mindset, continuous improvement, and maintaining a professional image offers a holistic approach to sales training. For anyone looking to transform their sales approach and achieve remarkable results, Andy Elliott's insights are invaluable.

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Connect with Andy Elliott:
For additional support and training resources, Andy encourages listeners to reach out via text at 918-2100-2549-1821-0254, promising lifelong support and mentorship.

Transcript

[A]

All right. He knocks on the door, let's go again. Your goal is to be so good that they're like, hey, how soon can we get this done? Listen, if you'll listen to me today you will close 10 for 10. I was born to be a fighter, had these dreams and desires. I would be something better. Energy, got a fire in my soul to keep burning, a pain that keep hurting people say, well, you don't have this, you don't have that, you don't have this. I had everything I needed. The ability to train and learn. If I can see somebody do something, I can emulate it. If you see me do something, can you do it? That's right. That's why we're training today. How long you been doing trees for?

[B]

Three years.

[A]

Three years. Ok, so here's what I want to do here. Come up here. Let's start with you. Come on up here. All right, guys, give it up for them for a second. Come on. Okay, so this is what I want to do. We're going to start training. We're going to start going. Does everybody understand the pillars to the house is what number one is going to be believe. Would you agree? Okay, now I want you to do me a favor. I want you guys to write him. Yeah, write him. I want to see if you guys believe when he talks to me that I should go with you guys. Number one is going to be believe. Number two is going to be being a master communicator. That's what we're going to go through next. Ok? Master communicator. Number three is going to be closing techniques. Does that make sense? How to bring something to an end? If I say no, Right. By the way, if I say no to him and he's requested information on tree service, he didn't do his job. Somewhere along the way up until I ask for the business. By the way, I'm going to explain this. When you're good, it should go like this. So this is what we're going to do. This is how we're going to take care of this. This is what's going to happen and we'll wrap it up. And by the way, I'm not sure if I can get you in tomorrow, but I'm going to try to get you in within the next three days. Ok, awesome. Now and I'll go right into billing. I don't even ask. By the way, most people, when you do a good job, they'll probably cut you off and say, hey, how soon can we get this done? Like Boom. Am I right? How soon can we get this done? Your goal is to be so good that they're like, hey, how soon can we get this done? Like that's it. You don't even have to ask. Now here's what I want you to do. Okay? I'm going to hand this to you. Is that cool? Okay. And I'm going to, I'm going to be. We're going to do a reg. By the way, do you guys work on the phone in the beginning? Hey, I'm on my way. And then you show up. Is that right? Cool. But the pre night call, we'll get into that here in a minute. The pre night call is where you're asking some information about what needs to be done. Is that correct? Ok, cool. We're just going to back off that for a minute. I want to go straight to the face to face. Is that cool? You guys close face to face, is that correct? Alright. Face to face means this. I can see his eyes, I can see his hands, I can listen to his voice, I can see his posture. All body language. Now listen to me. I need everybody to realize this. I geek out on this stuff because I build killers. So I want you to understand, if you never want to miss a deal again, you'll understand why I'm writing down all this stuff. There's amateurs and there's pros. And in a world full of amateurs, this is how we're going to dominate all body language. And then lastly, I'm going to put speaking confidence. But then we're going to. I'm going to write down another one rate of speech. Okay? Now listen, I'm going to explain this to you. I'm not asking any of you to be me. Okay? Is energy important? Yes or no? Why? Why is energy important? What did you say? Shows your passion. Bam. Just nailed it. This, this explains to me why you're the trusted expert, why I should go with you. Because you're passionate. Has anybody ever seen people do stuff that they really don't genuinely love to do? It's like they have to do it. Someone comes out to your house. I see people go to people's houses and literally it's like people like, dude, just this guy's still a stranger. What did I say? Still a stranger. Still a stranger, dude. When people are around my property, if you feel like a stranger, I'm out. Does that make sense? I'm like, hey, hit me up when you're done. When you go and you're passionate about what you do, like when you show up to people's property, you should be showing up to their property like, that's your property. Does that make sense? Remember, this is your business. That's your house. Those are your trees. That's your family member. This is how you talk to people. I need you to understand this. And I'm going to let him go. You got to cut the leash. You got to change. Who you are right now is exactly why you have what you have in your life right now. Some of you listen. You don't have the bank account. You really, really want change. Listen, if you'll listen to me today, you're going to destroy it. You will close 10 for 10. You will be like Alcatraz. No one will escape you. No joke. Like, I'm being dead serious. No one would dare not choose you when you become this person. Now, must you protect this person once we build him? Yes. Must. You must guard your mind from any garbage, bullcrap or nonsense? Yes. Hey. Must you make sure that people don't drain your energy? Yeah, dude. Every day somebody wants to come up to you and complain and try to burn one of your matches. Am I right? No ways. I'm out. Hey, man. Love you, dude. Listen, I'm going to tell you this. You need to believe in yourself. I'll help you with anything you need. If you're complaining to me, looking for me to agree with you, I'm out. If you're wanting to solve a problem, let's solve it. Let's solve it. Or let's stop talking. I don't like the way you're talking to me. Cool. Because I don't like talking about this. Hey, guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now. 918-2100-2549-1821-0254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. Dude, listen, I'm going to. Can I give you my eyes and just put them in your head for a minute so you can see how awesome life is? This is how you all need to be. Now, listen. In order for you to become this way, it's differently than you currently are now. But if you can own this person that I'm talking about, do you think your wives will appreciate you more? Yes or no? Dude, is it your job as the men to bring good shit to your family. The good stuff. You know, every morning I get up and I go to the gym at 5am I'm back at my house by 7am I walk into my home, I see my three kids. You know what I do? I shower them with freaking love. I want them to feel the love that I bring to them. I want them to start their day off good with their father, right? Hey, listen to me. And I don't just walk in, hey, kids, no, I like play with them. I get them all fired up. I make sure they know how much I love them. I bring the man. In a world full of dark crap, I'm like nothing but blessings to them. And I tell them, I say, hey, listen, don't let anybody ruin your day, ok? Hey, listen to me. There's a lot of people that are out to freaking. Just talk nonsense today. Stay sharp, son. Stay sharp. You're the leader. Something were to happen to me today. You're running. You're the one running it. Stay sharp. Audit. Who you hang out with. Audit. What you listen to? If people are talking about something full of crap, get away from it, dude. You guys are in control of yourself. No one else. I can't control you, man. I can't. And by the way, the people that you don't have to be like, hey man, come on dude, you know you shouldn't be having that conversation. He needs a babysitter. You need a babysitter. The new word you guys need. And people get pissed off if somebody full grown somebody tells me I need a babysitter, that pisses me off. Fact is, I probably do need one. I probably do need one because I probably should have went left instead of going right. Okay? I need us all to realize can this company 3X by tomorrow morning. Can it? Damn right it can, dude. It can. 3x. I'll walk into my office today, I'll say, what's the revenue goal? They'll give me a number. I'll say no ways. Three times it. Three times it. We're going to do it today. We're going to make it happen. And we're going to prove to each other we have the best team in the world. It happens. It happens every time. That's the way we're going to live. I want you to live an unrealistic life. An unreasonable life. Don't ever reason with. Is this possible? Remember when I went from like the hundred to 800? How do you go from selling 15 cars to selling 80 cars? This is just a volume game. Am I correct? You guys are all getting in front of six to eight estimates a day, Is that correct? Most of you? Can we close 10 for 10? Yeah. Oh yeah, we can close 10 for 10. Alright, so I'm going to let you roll. Is that cool? I'm going to hand them this. Eyes. Hand. Voice, posture, body language, speech confidence. Rate of speech. Rate of speech is how fast you talk while you're talking. I'm not asking to speed talk, but I ain't like. Well, today I want to. It's like, come on man, be passionate about what you do, right? Cool. Is that cool? All right. He shows up at my home and we're going to go all the way through. It knocks on my door, I open the door, let's roll. But you got to speak all the way into that. Okay. So they can hear you. Sounds good.

[B]

Okay, nice to meet you. Sam.

[A]

Sam, nice to meet you.

[B]

What's your name?

[A]

Andy.

[B]

Andy, nice to meet you Sam.

[A]

Nice to meet you.

[B]

All right, so we're taking a look at getting your mesquite tree trimmed up here.

[A]

Sure.

[B]

Okay. That's what I have on the information here. I kind of went over with you over the phone earlier this last night and we were talking about going over the irrigation, taking a look at.

[A]

Okay. How many times you said there's only 30, but. All right everybody. How you doing Andy? Ellie, what's your name?

[B]

Sam.

[A]

Sam, nice to meet you Sam. Tell me what we got going on here. I know why you called out, you got a mesquite tree. But talk to me, how many trees we got on the property? Is there any more damaged trees? What's going on? No, let's go check them out. By the way, how long you lived here?

[B]

Five years.

[A]

Five years. Nice man. Does this tree mean a lot to you? Yeah, they're beautiful. You know how long it takes to grow a mesquite tree? Let me see the size of this thing. Let's go check it out. Hey, do I care about his property? Do I care about the home? I excited to see what he's got. Yeah. Listen to me. Order taker, tour guide or closer. Ok, now listen, here's my goal. Do I want to be the person that you want to spend your money with? Yeah, that's who I want to be. How you doing? Andy Elliot here to just look at some. The tree you called us about. Dude, what are we doing? No, I know, I know some of you listen to me, you say, Andy, that's not the way I do things. I know, I know it's not. That's why we're here, to change. Today you came to this guy's house. Do you think he plans on being your buddy? Do we need him to be your buddy? Okay, so he doesn't plan on being your buddy, but we're going to make him our buddy, okay? Do you make people your buddy by acting like a buddy? Yeah. Hey, Andy. Elliott. How you doing, man? What's your name?

[B]

Sam.

[A]

Sam, nice. I spoke to you on the phone. Nice to meet you, buddy. Alright, so talk to me. Where are we going? Front yard, Backyard. You lead the way. You're the boss. You're in charge. Let's go.

[B]

Backyard.

[A]

Backyard. Let's roll. Can we go to the house? Go around side. You want me to take my shoes off? What am I doing? I'm being polite. I care about it. You want me take my shoes off? Are we good? Okay, cool. I love it, man. It's your house. You're the boss. All right. What do we got here, man? Nice yard. Love the house. By the way. That's the tree. Beautiful tree. By the way, while I'm out here today, if I see some other things that look concerning, can I tell you about them? Is that okay? What am I doing? My upsell is ass right away. Yeah, but what are we going to do? We're going to say, hey, by the way, when I'm out here today, I'm a little bit obsessed with like trees and, you know, landscaping and all kinds. If I see other things that concern me, would it be okay to let you know about them? Look at my head. Would. Would it be okay to let you know about them? Yeah, that'd be okay. Alright, cool, man. Let's go. I love this beautiful yard, man. You already know exactly what I'm going to do with that tree. But I'm going to let you talk to me first. Am I right? Watch this. What did I say? I already know exactly what I'm going to do with that tree. But I'm going to let you tell me what you want to do first. Ok? Why? Who's the expert? Who's the authority? Who's the trusted guide? Ok. How big you want this ticket to be? Big. Okay, but how good of a service do you think they want to get? All the service. Dude, a deal is only good when it's good for both sides. Does that make sense? Just so everybody can understand this, please, please. Because I'm going to drive these tickets bigger than they've ever been in my Life. But I need you to understand this. If your value is not worth it, then you're ripping people off. But if your value is worth it, you've been getting ripped off, not getting the ticket. I have a pest control company that was just in here training with me last week. Let's see how good you guys are compared to them. And I'm just going to say this because I like doing this. A pest control company. Their goal is they're averaging $200 per door, they knock. Does that make sense? 200 per door, they knock. There's about 19 of them that were in here. They're running seven to 750 this last week after leaving their manager owner. Goal is to get them to 300. Because if I could just get them up 100 per door. We 3x their doors by teaching them how to communicate, talk, speak and be different. Watch, Follow me. Okay. You're a different person, right? Okay. Change your eyes, change your eyes. Get kind of funny. Get loose with me a little bit. There we go. Smile a little bit, bud. Show me some teeth. Alright, well, no, because like, this is important, right? Guys? Dude, listen, understand this before a word even comes out of your mouth. I'm judging you. Does that make sense? Okay, like you knock on my door and I'm like looking at you and I'm like, I like this guy. Don't like this guy. You don't even say nothing yet. I'm like, asshole. You didn't even say nothing. You just look like an asshole. Does that make sense? Like you look like an asshole. Okay, but see, when I see him, look, how old are you?

[B]

25.

[A]

He's 25 years old. Most homeowners are between the ages of 35 to 55, would you agree? Most homeowners probably 40 years old at least, right? Dude, when I see him come to my door, first thing I say, young kid, ok? Young kid's going to tell me to spend my money. So he's got to be like, hey man, what's going on, man? Hey, by the way, I've been doing this for a long time. I love this stuff. I geek out on trees, so if I start talking too much, just cut me off, man. Where's the tree at? What's going on? Hey, what are we doing? They're like, damn, this guy's excited about my property. Guys. Everybody else is like, hi, I'm here. We're here to look at a tree. Can you point us in the direction? Yeah, that's it. Okay. And it's like, dude, there's nothing here. I don't want to spend more money. I don't want to be close to you. I don't want to listen to you. Do you feel me? Alright, so listen. So here's what I want to do. I'm going to roll back through them. Remember? What did I say? The person that can self correct is forever wealthy. Is that right? Ok, let's roll through this. Alright, he knocks on the door. Let's go again.

[B]

Hey, pleasure to meet you. It's Sam.

[A]

Sam, smile.

[B]

What's your name?

[A]

Smile. Hey, hey Sam, look at everybody. Smile while you're talking to them. Hey everybody do me a favor. Listen, this is what I want you to do from now on. Is it a skill to smile while you talk? But you must use your mind to think, to smile while you talk. Am I right? Can I explain something to you guys? I got a lot of sh t going on here with you guys. You know where I'm going to be here with you guys, okay? When you're at someone's door, you're at their door. Cut it off. Okay, I'm not telling you that you're actors. I'm asking you to be real. But I'm also telling you that you do need to act sometimes, okay? Hey, I got a problem. This guy was going to do this. He just canceled on me. I'm at a new house. Hey, wake up. Hey, what's going on, man? Andy Elliott. How you doing? What's your name?

[B]

Sam.

[A]

Sam, nice. I spoke to you on the phone. Nice to meet you, man. Okay, awesome. So number one, we're here to do this, this and this. Is there anybody else that I need to be speaking with? Is just me and you. Okay. Let's rock and roll, man. Hey, where's these trees at? Guide the way. Should we go through the house? Should we go around? What am I doing? I'm actually telling him where we're going to go next. And I'm at his house. Hey, should we go around the house? Should we go through it? What do you guys think? Cool. Let's knock this out, man. Awesome. Hey, by the way, beautiful home. What am I doing? Complimenting them. Compliment as much as you can. Hey, beautiful home. Love this man. Love this area. How long you guys been here? Five years. Nice, man. Okay, cool. Now we're going out in the backyard. Now have you guys done any work on any of your trees in the backyard lately? Have we done any work on them? No. Okay, cool. I was about to say it doesn't look like anybody done a Work or somebody did a bad job. I'm just teasing. That was a joke. What am I doing? I'm just. I'm just. I'm just making them feel comfortable with me. Because I'm about to do my job, right? Like, that's what we're about to do. We're about to do our job. All right, now let's get into that. There's the mesquite tree. Let's roll.

[B]

Hey, pleasure to meet you.

[A]

Yep. Okay, cool. Sam, we did our deal. We're all the way in the house. Now we're on the backyard. No, no, it's cool. But I want you to smile while you talk to me and let's go. Here we go. Just so they can hear you.

[B]

So what do we got going on today?

[A]

Nothing. I got this tree. You know, this deal got cut off and I'm out here called you.

[B]

Gotcha. Gotcha. Is it in the front yard, backyard?

[A]

Yeah, it's right here. It's that tree. We're already back here.

[B]

Okay, sounds good.

[A]

Come on. No, no, no. Listen to me. Hey, hey, dude. Don't let these guys get in your head. Do you know how to do your job? Yeah. Let's do it.

[B]

All right, I'm lost now.

[A]

No, you're not. No, you're not. There's a tree.

[B]

Okay.

[A]

Okay. There's a tree. I called you about it. We're in the backyard. Do you tell me to wait in the house and you'll come get me, or do you do something in there with me if I'm like, hey, it's that and that and that. Does that make sense? Are you, like, cool, sir? Why don't you go inside where it's nice and cool, Have a seat, let me do what I do, and then I'll come back and get with you. Is that what it looks like? Or do I take him with me? Take me with you, big dog. This is your show.

[B]

Sounds good. All right, let's go take a look at them.

[A]

Okay, let's go.

[B]

Alright, sounds good. So once the last time you had these trimmed up?

[A]

Really? Haven't had them trimmed up.

[B]

Really? Really, like, at all?

[A]

Should I. Do most people say yes? Okay. Yeah, sure. I've had it done. I mean, I don't know. I mean, are these people that you do business with, like, professional treat people? Everybody's different, right? Okay, so, like, I can be whoever I want, right? But you can't look at me like I said something wrong, Right? Like what? Like, does that make sense? Hey, listen, look, I'm going to ask you something here. I'm going to ask, is it, what's your name? I'm going to ask Sam some questions. Everybody do me a favor and I want you to understand we're about to get deep into training. Is Sam shy? Yes, he is. Is Sam. I don't know if I'm going to spell this right, but is he an introvert? Yes, he is. What will make Sam not these two things anymore? Training. Competence creates confidence. The reason why Sam isn't where Sam needs to be is because he hasn't done this enough. Sam, I want you to understand something. Dude, this is just your job. If I walked into a McDonald's, you know, company and I said, alright, who flips the burgers? All right, let me see you flip them. If they're like, I don't know, I can't do it. He's watching me. You don't know how to do it, then you don't know how to do it. I should be able to watch you flip burgers and you should be able to flip burgers. Look, Sam. Ready? I want you to go into this. Sam. What's your first name?

[B]

Sam.

[A]

Last name?

[B]

Aldono.

[A]

Date of birth?

[B]

1017 97.

[A]

Address? See, he knows this stuff. Am I right? What's your mom's name?

[B]

Brenda.

[A]

See, you don't have to think. Am I right? This is the way we must operate in business. Listen to me. Who owns us? You do. Who's the best? You are. Guys, do you see why in the beginning I said we got to make up our mind we're the best. Dude, people don't know how to have conversations. See this hand? Take it out of your pocket. Ok? Now watch. I get it. And I'm not being a D to him. I'm trying to let him understand that I'm watching his posture. I'm watching his body language. I'm looking if his chest is up and his shoulders back. I'm looking if he's the man that I should trust with this information. I just need to see it in you. I got to walk by you and I got to know that you the one. There's the prey and then there's the predator. Am I right? Now listen, when I say the word predator, I use a term. It's sound like a lion, act like a lamb. That means no one's going to see the lion in me. Okay? I'm chill, I'm cool, man. Like, dude. But I'm going to go into someone's house knowing that they probably feel uncomfortable Having me there or they probably in most cases don't have great connections with people that they just meet. But I'm different. Hey guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get ahold of me. Shoot me a text message right now. 918-2100-2549-1821-0254 I'll help you with whatever you need. I got your back for life. Let's get back to the video. I'm not everyone else. That's what everybody needs to get in order to get what no one else is getting. You got to become somebody that no one else is. Like, dude, you got to change, dude. Sam, I was shy. I was an introvert. And you know what I realized? You know how much money that paid me to be these two things? None. I didn't get paid anything. Matter of fact, I got ran over. Ok? I had other people that weren't as good as me take my freaking money. That pisses me off. So what I want you to do, put your chest up. Okay, cool. Now I want you to understand. See these hands? Most of the time, keep your hands like this, okay? Like I'm gonna put this down for a minute. But if I'm talking, most of the time you'll see my hands like this, right? Why? These things are my weapons, right? So I'm like. I'm like, cool. Alright, so Mr. Johnson, see this? If you want to really sell, what are you going to do? Paint pictures, tell stories. Paint pictures, tell stories. What am I doing? In most cases, I'm selling ideas, selling situations. Guys, let me explain the idea. I can see it already. Now what are they doing? Now they're trusting you because you can see something they don't see. Guys. Oh my God. I see it already. I know I came out here for the mesquite tree, but let's back up for a minute. How much time do you spend in the backyard? How important is it to you to have a gorgeous, beautiful backyard? Hey, it's not important at all. You're like, trim the tree, get out of here. I'm cool with that. Guys, I see something in this yard right now that's literally a game changer. Most people don't have a backyard setup like the one that you do. And I can see already what it would look like if your wife was here and she could see what I saw or you would already see What I see, you'd say, dude, do it now, number one, we're going to trim this tree. We're going to do it right. I know you just wanted to trim, but we need to go a little bit deeper than that. That's a beautiful tree. That tree probably took 30 years to grow. If I was to make it its best, guess what? You guys would walk out here, you spend 10 times more time out in the backyard because that beautiful tree all also all this other stuff that I see right here. See that, that, that and that. You probably didn't even think about that. You know how beautiful those trees are. Those trees make this house look great. But nobody's probably been here taking care of them because you probably didn't understand that those trees could be as beautiful as they are. I see it already. I just left a house and when I finished with the trees, just like that, literally the curb appeal, the property value increases. Everything changed. Changes. It's like the aura, the love, it's the outside home. It's like, dude, when the grass gets high on a property, the house looks like a run down house. But if you mow the yard right, guess what happens? You know how people put the lines in the yard, right? Makes a difference, don't it? Listen, that's what we do. This is art number one. This is something that needs to be done. But it's art and we love what we do. We're the best. Once we do this for you one time, I will assure and guarantee that we will be your tree people for the rest of your life. And if I did a great job, I probably would be. Wouldn't you? Wouldn't you agree? Yeah. Cool. Awesome. So here's what we're going to do. Ok? With your permission. Notice. I said with your permission. I would like to do a little more work than we came out here to do today. And I'm going to blow your mind. I'm going to take care of that, this, that, that, that. I'm going to upsell the bill. And you know what I'm going to do? I'm going to be a person who's passionate about doing the work when no one else is. Now listen, I need you to understand this, this guy, this guy right here, he may not be this way, but dude, listen to me. Do you want to get paid? Yes or no? Are you serious? If he wants to get paid, he's going to have to change. Am I right? What's harder? To stay the same and not get paid or to change and get paid? What's harder? Stay the same. Stay the same is harder. Guys, everybody's asleep. Everybody's asleep. These things that I just went through here. All right? Eyes. Look at. Look at him with your eyes. No, but I want you to understand something. No. Relax. But really look at him with his eyes. Does his eyes look like he's the author? Yes or no? I need you to see. And that's the deal. You already know it. Now listen, I'm not down with you. Don't question yourself. I say the eyes are the window to the soul. I can see whether your eyes are trying to see which way this deal is going to go or if your eyes have already made up which way this deal's going to go. I can tell if you believe unwavering what you're telling me or if you're wanting me to believe. I'm not questioning whether you believe in me. I already know you do. I've made that decision for you. When you make that decision for them, there's no decision to make. Dude. Guys, listen to me. You know what a ripoff is? You guys doing a great job and you guys not being able to communicate how great of a job you do and explain the value to the clients for the job that you do, which means you're getting underpaid. And by the way, a lot of people would say you guys aren't salespeople. You're really not salespeople. That is the truth. You get paid like salespeople. You really help people. You help people who have been ripped off their whole life who have paid for shit and haven't received enough value. You've been. You're around people who honestly are around people all the time who don't do what they say they're going to do. And you guys are different. When you're different and you believe you're different, you can stand on that. Does that make sense? You know how I know that our numbers are going to triple? Whether you guys can do these simple things right here, These are the most important things. I need him to look at you guys and for you guys to be completely convinced. You see his eyes? Look, come here. Come here. Yeah, Come here. Alright. I want you to look at them. Do you see a difference in eyes from him to him? Yes or no? Do you? Why? Tell me why? He looks more alert, looks sharp, confident. See that? Okay, guys, listen. I swear on my life, I'm going to build you into being killers. This thing, it's not about word tracks. It's about this. I see your Eyes. And I'm looking at you when I'm talking to you. Like, your eyes. You still don't look as confident. You. Your eyes Definitely don't. You're 50. 50. You're 50. 50. You're 50. 50. You believe. He believes. But he's got soft eyes. OK, he's 50, 50. He's got glasses on so I can't see. He believes. He believes. 50, 50, 50, 50. He believes. He didn't believe, but now he's believing. 50, 50. And then he believes. I can see it in their eyes. And by the way, listen to me. Hey, I'm just guessing. Does that make sense? I don't know what your paychecks are. I didn't say raise your hand. Who makes the most money just seeing from your eyes, okay? Like, if I was going to spend my money with you and you're going to provide a value to me before I said yes, am I already sold by looking into your eyes while you're talking to me? So, number one, you got that? You got his eyes. Number two, remember, his hands got to be here. Okay? All right, so, guys, so listen. So here's what we're going to do. See how I'm talking like this the whole time? Why am I using my hands? My hands create energy. You feel me? Dude, you don't use these hands, ok? Again, I'm out. Do you want to be their servant or do you want to be the leader? Servants are like this. No, Like, I want you to serve them, but I want you to serve them like this. I want. When you go to their house, I want you to be obsessed with what you guys do. Like, guys, we come in here, number one. Number one tree company in the world, man. Hey, by the way, whether you are or whether you're not, call your shot. You are. Because are you going to be good? Then call it now. Dude, when I started my company, I said, we're the world's number one sales training program. My wife goes, we're not. I said we are. She goes, we're not. I said we are. She goes, we're not. I said, we are. And she goes, I get it. That's it. And we are. Now we are. That's how this works. You have to call. It's the prayer of faith. You have to call it in advance. This is what's going to happen, dude, if you're sick, you thank God for already healing you and you get healed. But you don't say weak prayers like, please heal me. No, dude, you say, thank you, man. I appreciate that. Now I'm good. And then all of a sudden, it just manifests, right? So I want him. When he. When he looks, with his eyes and his hands and his voice. What kind of voice do you want to speak with? Hey, I have authority. But by the way, listen, when I'm explaining stuff to. To somebody, like, some people are different than others. So depending on how I'm talking to you, I'm not going to teach talk. I'm going to just communicate with, like, direct words. Does that make sense? Okay, posture, dude, your posture. You cannot be all poopy pants and slouched over. Don't be like this, you know, like, stand up. Does that make sense? No. But some of you, I guarantee we'll watch you go pitch your door and you're like, doing all this, and it's like, dude, what are you doing? It looks like a slinky. You know what I'm saying? Does that make sense? Hey, from now on, though, when we walk up to a door, when we talk to somebody while we're in their presence and they can see us, we're going to be alert, like a soldier. You feel me? Like, we're going to be alert. We're going to be somebody that they've never seen before in their life, and. And we're going to be even easy to be around. Okay? Like. Like, like. I'm not militant when I'm with people. I'm actually quite the opposite. I'm extremely loving and I'm not even very funny, but I try to drop humor in constantly. Why? To make people laugh and loosen up with me. You know? I'm saying, guys, listen to me. You create your own economy. You create your own reality. Okay? But if I see you coming to my door and I'm telling you, dude, I see your eyes even off. See, they're not thinking. I'm going to look at this guy's eyes and I'm going to decide, no. But they are walking out after seeing many people in their life, and they are looking at you saying, oh, they sent a pro out today. Good. Or they're like, oh, some kids at the door. It's like, dude, they're calling your shot before you even open your mouth. So what do you got to do? You got to realize they're judging you. So you want to make sure that you're ready. You want to make sure your shit looks good, make sure your hair is cut, make sure your face is shaved. You want. If you can do three things. Number one, learn how to have a Good. Self image. Self image is everything. I know that you guys at some point in time may say, I'm just a tree guy. You're an idiot, okay? Your image is everything, which is why it's time now to get in better physical condition and shape than ever before. Also to make sure you're, you know, hey, hey, if your shirts are getting faded and you know they got freaking crap on them, like, hey, it's time to throw it away, turn it into a workout shirt. Got to get some new shirts. Got to look sharp, ok? If your hair ain't fixed, if your hair doesn't look good, if your face isn't shaved, I mean, like guys like, that's a problem if your shoes are all nasty. I mean, like, dude, you got to keep yourself looking tight, ok? These people, they're going to spend a lot of money with us. At least we want them to spend a lot of money with us, right? So we got to make sure from the image also. Secondly, when we speak, I want you to speak to them differently than anyone else has ever spoken spoke to them before in their life, ok? You got to make sure when they hear you, they're like, dang, man, I need to do what they're asking me to do. This is great. This is what I always wanted. I always wanted to be taken care of. I feel like this person is going to do it. And then lastly, sales. The sales part is the sales process, ok? With no process, there's no deal. Hey guys, I just want to tell you, you're the true 1 percenters. You made it till the end of the video. Do me a favor, share it with a friend that wants to go to another level. Make sure you like the video. Comment below so I know who you are. Set your notifications and then subscribe to the channel. We got daily sales training videos dropping. I'll see you soon.